Control Center – Sales Management – Market Positions

Purpose

The Market Positions configuration allows Sales administrators to define the classifications used to describe an Account’s position, influence, or relevance within its market.

These values become available in the Market Position field of the Account’s Segmentation tab, helping Sales teams understand the Account’s competitive standing and commercial context.

Consistent Market Positions support Account segmentation, prioritization, reporting, and strategic commercial analysis.

Access Path

Control Center → Sales Management → Account → Market Positions

Overview

A Market Position answers the following question:

What position does this Account occupy within its market?

Depending on the organization’s segmentation model, examples may include:

• Market Leader
• Major Player
• Challenger
• Established Player
• Niche Player
• Emerging Company

Market Position should describe the Account’s external standing within its market rather than the value or importance of the Account to the organization.

Market Positions Landing Page

The landing page displays the Market Positions already configured in UNEEVO.

From this page, Sales administrators can create new classifications, review existing records, and maintain the values available in the operational Account feature.

Displayed Information

The displayed columns may vary according to the list configuration and the user’s permissions.

Available Actions

The list also supports sorting, filtering, pagination, and configuration of the number of records displayed per page.

Creating a Market Position

Select Add Market Position to create a new classification.

Complete the required information and save the record. Once created, the value becomes available in the Market Position field for the applicable company scope.

Field Descriptions

Fields marked with an asterisk are mandatory.

Available Actions

• Save – Creates the Market Position and closes the form.
• Save and New – Creates the value and opens a new form to create another.
• Cancel – Closes the form without saving.

Updating a Market Position

To update an existing value:

1. Open the Market Positions landing page.
2. Locate the required record.
3. Select View.
4. Update the applicable information.
5. Select Save.

Before changing an existing value, administrators should verify whether it is already assigned to Account Records. Renaming it may change how existing Accounts are classified and interpreted.

Where the Configuration Is Used

Market Positions are used in:

Sales Management → Accounts → Open an Account → Segmentation → Market Position

When segmenting an Account, users can select one of the values configured for the applicable company scope.

The selected value provides commercial context about the Account and can be considered alongside Account Tier, Relationship Health Type, Account Stage, Price Leverage, and growth-potential indicators.

Business Examples

These examples are illustrative. The final classifications should reflect the organization’s target markets and commercial segmentation model.

Configuration Recommendations

• Define a clear and limited market-position scale.

• Use values that can be applied consistently across comparable Accounts.

• Ensure that each classification has a distinct business meaning.

• Consider documenting the criteria used to determine each position, such as market share, influence, brand recognition, or competitive standing.

• Avoid creating values that overlap significantly.

• Do not use Market Position to represent the Account’s strategic value to the organization; use Account Tier instead.

• Do not use it to represent the current relationship quality; use Relationship Health Type.

• Do not use it to represent lifecycle progress; use Account Stage.

• Review whether different markets or industries require different evaluation criteria.

• Confirm the correct company scope before saving.

• Validate the classifications with Sales and Account-management stakeholders before operational use.

Important Notes

• Market Positions should be configured before users begin segmenting Accounts.

• The Market Position represents an external market assessment and may change as the Account or its market evolves.

• UNEEVO provides the selectable classifications, but the organization should define the criteria for applying them consistently.

• The classification may require periodic review to remain accurate.

• If no values are configured for the applicable scope, users may have no options available in the corresponding Account field.

• Changes to existing values may affect Account Records where they are already assigned.

• Before deleting a Market Position, verify whether it is currently in use.

• Deleting a configuration value may not remove it from historical records.

• Access depends on the user’s Control Center permissions and company scope.

Related Articles

Control Center – Sales Management – Account Overview
Control Center – Sales Management – Relationship Health Types
Control Center – Sales Management – Price Leverages
Control Center – Sales Management – Upsell Potentials
Control Center – Sales Management – Account Tiers
Control Center – Sales Management – Account Stages
Sales Management – Accounts