TekStack has created a new table called Account Use Case to track important use cases for your customers and prospects. Used consistently, they can help you generate a critical map of which accounts are using which competitors for which areas of their business. 
 

Why use Use Cases?

Use cases are used to track the products and services used by customers and prospects that are important to your business. As you interact with accounts, you will generate a map of what they are using and who provides it. Use cases allows you embed that knowledge directly against the account. For example, TekStack offers a solution for professional services automation (PSA). One of our use cases is professional services automation, because as we talk to accounts, we want to track what they are using for PSA.

Setup Use Cases

To begin using use cases, you need to perform some inital setup. Navigate to Configure > Sales > Use Cases. Use the '+' button to add new use cases. These are the use cases TekStack tracks.

Setup Use Case Adoption Options

Navigate to Configure > Sales > Use Cases Adoption. Use the '+' button to add new option options. You will use this to evaluate how deeply embeded a product or service is at an account. These are the options TekStack tracks.

Setup Use Case Satisfaction

Navigate to Configure > Sales > Use Cases Satisfaction. Use the '+' button to add new option options. You will use this to evaluate how satisfied the account is with the product or service. These are the options TekStack tracks.

Track Account Use Cases

Now you can begin tracking use cases for accounts. Navigate to Sales > Use Cases and use the '+' button to create a new account use case. Fill in the information. In the following example, we now know that "Microsoft ISV Inc" has been using Quickbooks since 2017, the product is highly used and they are happy. Probably this isn't an area where we should try try to sell a different product.

However, at the same account, maybe they are not happy with a different product. A sales rep should pursue this.

Keywords: Use Case, Software