Better research starts
with a better question.
For account managers looking beyond the company they already serve. Practical methods, worked examples and the limits worth checking.
Contact UsIs it white space,
or just missing context?
Compare the businesses in the group with where you actually sell. Learn why an absent CRM record does not establish an untapped account.
Read the white space analysis guideThree companies. Three different decisions.
How to find a company’s subsidiaries.
Start with the legal entity. Follow the chain. Check the gaps.
Read the guideParent, subsidiary or sister company?
Three positions in a group. Three different commercial questions.
Read the guideAn account-expansion strategy you can act on.
From an existing customer to a reviewed candidate and a specific next action.
Read the guideSee the decisions behind a shortlist.
Follow a fictional account from related companies to contract checks, role research and an introduction request.
Read the worked example ↗Read the data before drawing a conclusion.
Explore a reproducible analysis of the supplied Alphabet file and learn how to evaluate legal-entity relationships, missing fields and coverage limits.
Inspect the sample analysis ↗ Read the methodology ↗Build the next account plan.
Detailed guides on enterprise account planning, CRM hierarchies and sales territories. Read all field notes ↗
Corporate Hierarchy Data: A Buyer’s Evaluation Guide for Account Expansion
Evaluate corporate hierarchy data with an evidence audit, exception-cost calculator and practical acceptance criteria before expanding enterprise accounts.
Read the guide Strategic account planningStrategic Account Planning for Corporate Groups: One Plan Across Parent and Subsidiaries
Build a strategic account plan across parent and subsidiary companies. Align customer outcomes, entity coverage, buying roles, evidence and next actions.
Read the guide Revenue operationsCRM Account Hierarchy: Model Parent and Child Companies for Enterprise Sales
Build a CRM account hierarchy that preserves legal entities, supports parent-child roll-ups and turns corporate structure into governed expansion workflows.
Read the guideReady for your next account review.
Editable files, with no form to complete. Each template includes clearly labelled fictional examples and a blank starting row or section.
How to use these templates ↗Entities, contract coverage, fit, target role and next action.
Download CSV ↓Coverage evaluation checklistExpected versus returned records, source dates and unresolved gaps.
Download CSV ↓Customer introduction templateAsk your sponsor to confirm responsibility before requesting an introduction.
Download text file ↓Already have a company in mind?
Put the research into practice with an existing customer.