What is Account?
Account is a core concept in modern B2B revenue. Here is a clear, accurate definition, why it matters, and how Ardovo handles it.
Short answer
An account is the company or organization you sell to, as opposed to an individual person. It is the parent record that groups every contact, deal, activity, and dollar of revenue tied to one customer or prospect company, so teams can see the entire relationship rather than a single contact or deal.
Key takeaways
- Represents a company; contacts are the people within it.
- Deals, activities, and revenue roll up to the account.
- Firmographics like industry, size, and revenue live here.
- The unit of focus for account-based selling and expansion.
Why it matters
B2B purchases are made by groups, and expansion revenue comes from selling deeper into existing accounts. Organizing around the account, not scattered contacts, is what makes account planning, whitespace analysis, and share-of-wallet strategy possible.
How Ardovo handles it
Ardovo's company object rolls up every contact, deal, quote, and activity and enriches it with firmographics on import. Rook can build an account plan, map the buying committee, and surface whitespace to expand within a customer.
Frequently asked questions
What is the difference between an account and a contact?
An account is the company; a contact is a person at that company. One account usually has many contacts, and deals and revenue roll up to the account.
What are named accounts?
A defined list of high-value target companies assigned to specific reps, focusing effort on the accounts most likely to produce large or strategic deals.