Help CenterPurpose
Account Tiers define the strategic or commercial importance of Accounts to the organization.
This parametrization helps sales teams group Accounts into priority levels based on criteria such as revenue, profitability, growth potential, strategic relevance, relationship value, or service requirements.
Access Path
Control Center → Sales Management → Account → Account Tiers
Overview
An Account Tier classifies an Account according to its overall importance to the organization.
Depending on the organization’s segmentation model, illustrative classifications could include:
- Tier 1
- Tier 2
- Tier 3
- Strategic
- Standard
Once configured, these values become available in the Account Tier field of the Account’s Segmentation tab.
Account Tier can be assessed together with other segmentation attributes, including:
- Market Position
- Relationship Health
- Price Leverage
- Price Sensitivity
- Upsell Potential
- Account Stage
Together, these classifications provide a structured view of the Account’s current importance, commercial characteristics, and development potential.
Account Tiers Landing Page
The landing page displays the Account Tiers configured for the organization.
Available Columns
| Column | Description |
|---|---|
| Name | Name used to identify the Account Tier. |
| Company | Company for which the Account Tier is available. |
Available Actions
| Action | Description |
|---|---|
| Add | Creates a new Account Tier. |
| Refresh | Reloads the information displayed on the page. |
| Include Deleted | Displays records that were previously deleted. |
| Export | Exports the displayed information. |
| Columns | Defines which columns are visible on the landing page. |
| View | Opens the selected Account Tier. |
| More options (…) | Provides additional actions for the selected record, when available. |
Creating an Account Tier
To create an Account Tier:
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Navigate to Control Center → Sales Management → Account → Account Tiers.
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Select Add.
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Complete the required information.
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Select Save or Save and New.
Field Descriptions
| Field | Description |
|---|---|
| Name | Name of the Account Tier displayed in the Account’s segmentation options. |
| Company | Company in which the Account Tier will be available. |
Available Actions
| Action | Description |
|---|---|
| Save | Saves the Account Tier and closes the creation page. |
| Save and New | Saves the current Account Tier and opens a new blank record. |
| Cancel | Discards the information entered and returns to the landing page. |
Updating an Account Tier
To update an existing Account Tier:
- Open the Account Tiers landing page.
- Locate the required record.
- Select View.
- Update the relevant information.
- Save the changes.
Changes to the name may affect how the Account Tier is displayed in existing Account records and reports.
Where the Configuration Is Used
Configured Account Tiers are available through:
Sales Management → Accounts → Open an Account → Segmentation → Account Tier
The selected value represents the Account’s overall level of commercial or strategic importance.
Business Examples
The following examples are illustrative and should be adapted to the organization’s segmentation criteria.
| Account Tier | Possible Business Interpretation |
|---|---|
| Tier 1 | Accounts with the highest strategic or commercial importance, requiring dedicated management. |
| Tier 2 | Important Accounts with significant current value or development potential. |
| Tier 3 | Accounts with standard commercial value and service requirements. |
| Strategic | Accounts that are particularly relevant due to market influence, partnerships, references, or long-term objectives. |
| Standard | Accounts managed through the organization’s regular commercial and service processes. |
Business Use
Account Tiers can support:
- Prioritization of sales and account-management activities.
- Allocation of commercial resources.
- Definition of service and engagement levels.
- Identification of strategic Accounts.
- Account portfolio reviews.
- Assignment of Account managers.
- Planning of contact frequency and follow-up activities.
- Commercial reporting and performance analysis.
For example, a Tier 1 Account may receive dedicated account management and more frequent business reviews, while a Tier 3 Account may follow a standardized engagement model.
Defining Tier Criteria
Organizations may determine Account Tiers using criteria such as:
- Current revenue.
- Profitability or margin.
- Contract value.
- Strategic importance.
- Market influence.
- Growth and upsell potential.
- Relationship duration.
- Products or services purchased.
- Cost and complexity of supporting the Account.
- Reference or partnership value.
Where possible, the criteria should be objective, documented, and consistently applied.
Account Tier vs. Market Position
Although both classifications contribute to Account segmentation, they represent different perspectives.
| Configuration | What It Represents |
|---|---|
| Account Tier | The Account’s importance to the organization. |
| Market Position | The Account’s position or relevance within its own market. |
An Account may be a Market Leader in its industry but still have a lower Account Tier if its commercial relationship with the organization is limited.
Similarly, a smaller market participant may be classified as a high-tier Account due to its revenue, profitability, partnership value, or growth potential.
Configuration Recommendations
When defining Account Tiers:
- Establish clear criteria for every tier.
- Use a limited number of classifications.
- Make the hierarchy easy to understand.
- Avoid overlapping tiers.
- Align the tiers with the organization’s commercial strategy.
- Define the expected management approach for each tier.
- Review Account classifications periodically.
- Ensure that sales teams apply the criteria consistently.
- Avoid assigning tiers based only on personal judgement.
Important Notes
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Account Tiers must be configured before they can be selected in an Account record.
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Availability may depend on the Company assigned to the configuration.
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Account Tier represents the Account’s importance to the organization, not necessarily its size or market influence.
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Tier assignments may change as revenue, profitability, strategic relevance, or growth potential evolves.
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Before deleting an Account Tier, verify whether it is assigned to existing Accounts.
Related Articles
Control Center – Sales Management – Account Parametrization
Control Center – Sales Management – Market Positions
Control Center – Sales Management – Relationship Health Types
Control Center – Sales Management – Price Leverages
Control Center – Sales Management – Price Sensitivities
Control Center – Sales Management – Upsell Potentials
Control Center – Sales Management – Account Stages
Sales Management – Accounts