Account Segmentation and Scoring

Where is my market opportunity and potential? What accounts have generated the most revenue historically? How do I best assign sales resources to accounts? Anaplan enables you to answer these tough questions by segmenting accounts by any attribute to uncover new opportunities and potential revenue growth so you can create a bullet-proof sales strategy.


Business Function
SalesTerritory & Quota Planning
All Industries
App Last Updated
775 MB
Connects to
Three built in SFDC connectors
Terms & Conditions

App stats


Why Anaplan for Account Segmentation and Scoring?

Use sales analytics to segment and score opportunities and accounts to uncover market opportunity and revenue potential that might otherwise not have been recognized.
Optimize the territory coverage model and quota setting process by leveraging sales analytics and insight gained from account segments.
Categorize accounts by any number of unique segments so appropriate sales resources can be assigned. Accounts can then be scored for prioritization.
Assign appropriate sales resources to the right roles by segmenting and scoring accounts, thereby matching top sales performers with high-revenue/high-potential accounts.


What's new
Account segmentation planning and modeling
  • Flexible planning and modeling of account segments using any account attribute
  • Account segmentation planning allows you to identify and categorize accounts into account segments such as key accounts, named accounts, enterprise accounts, mid-market accounts, etc.
  • Leverage account metadata to segment and group accounts
  • Build account segmentation rules and criteria based on any account attribute, providing flexibility in segmenting accounts to identify market potential
  • Specify to include or exclude account segmentation rules or overrides, and assign an individual account to a different segment
Account scoring and ranking
  • Score accounts within each account segmentation, allowing users to rank accounts by any criteria and score
  • Customize account scoring to provide value and ranking of accounts within each segment
Scenario and “what-if” modeling
  • Manage complex sales hierarchies (e.g., geographies, accounts, customers, products, sales org., etc.) at any level of granularity
  • Maintain historical data through effective dating, versions, and audit tracking
  • Visually manage hierarchy changes through a drag-and-drop user interface
  • Aggregate or roll up sales data at any level in the hierarchy
  • View data at any level in the hierarchy and include/exclude specific levels
Salesforce integration (user interface/data)
  • Import Salesforce accounts and opportunities, and create segmentation and scoring rules using any attribute
  • Display Anaplan in a Salesforce user interface tab, providing transparency between the two applications
  • Bi-directional integration between Salesforce and Anaplan, including account, opportunity, and custom objects
Account Segmentation and Scoring results flow into Territory and Quota Planning
  • Seamless data integration between the Account Segmentation and Scoring app and the Territory and Quota Planning app allows you to leverage account segments when defining sales territories and setting sales quotas
  • Align account segments and score rankings with corporate objectives and sales strategy
  • Define sales territories based on intelligent account segments with multiple dimensions
  • Disseminate sales quota targets based on account segmentation and score rankings
  • Justify sales territories and quota targets by account segmentation and score ranking outputs
  • Utilize account segmentation and scoring results to better optimize sales territories
  • Override account segments at the account level to balance sales territory and account assignments
Balanced sales capacity planning
  • Improve sales capacity planning with account segmentation and territory definitions
  • Analyze account segmentation with sales rep assignment ratio (number of accounts per sales rep)
  • Determine which sales role is best suited for assignment in each account segment
Dashboards, reporting, and sales analytics
  • Built-in dashboard, reporting, and sales analytics capabilities with data visualization components (e.g., charts, graphs, maps, etc.)
  • Dashboards and reports are updated immediately
  • Analyze account segments and score rankings to make better decisions with actionable insights
  • Leverage sales analytics to make better decisions that impact sales performance
Data integration
  • Data integration with any upstream system using pre-built connectors (e.g., CRM, ERP, HRIS, BI, etc.)
  • Leverage well-documented APIs for data integration
  • Built on one common platform to enable integration across all applications in the business
  • Import data into the system using CSV and text file format
  • Export data into Excel® or a PDF
User interface
  • Modern, intuitive, and easy-to-navigate user interface design created with the business user in mind
Role-based security
  • Single, continuously monitored multi-tenant cloud platform and infrastructure
  • Role-based security and user management
  • Single sign-on
  • Auditing of changes, including data and metadata
  • Data segregation, no commingling
  • Disaster recovery and full data inscription
  • Ongoing testing and auditing of security and privacy
  • ISO 27k certified and/or SOC-audited facilities
Cloud solution
  • Reduce IT costs and resources by leveraging an account segmentation and scoring app that was purposely built for the cloud with reliability, security, and compliance in mind (i.e., not an on-premise solution moved to the cloud)

What's new

March 14th, 2015
  • Create segments unique to your business
  • Create data-driven account segmentation based on industry, revenue, sales volume, employee headcount, wallet share, and tenure
  • Override individual accounts to any segment or flag them as key accounts
  • Find your company’s 80/20 rule with visualizations of sales volume and number of accounts for each segment
  • Customize account scoring to provide value and ranking to all accounts within segments
  • Export account segmentation for use in other sales planning applications
  • Visualize and analyze segments by geography and industry
  • Leverage real-time calculations to speed up and simplify scenario testing and mid-year changes

Terms and conditions


Application Terms and Conditions: BY CLICKING TO PROCEED WITH DOWNLOAD OF THE APPLICATION, YOU ACKNOWLEDGE THAT THE TERMS BELOW SHALL GOVERN YOUR ACCESS AND USE OF THE APPLICATION. IF YOU DO NOT WISH TO BE BOUND BY THESE TERMS, DO NOT CLICK TO PROCEED. THIS APPLICATION IS NOT PROVIDED BY ANAPLAN, INC. AND THESE TERMS ARE NOT OFFERED BY ANAPLAN UNLESS ANAPLAN IS NAMED AS THE PROVIDER ON THE DOWNLOAD PAGE. USE OF THIS APPLICATION REQUIRES A VALID SUBSCRIPTION TO THE ANAPLAN HOSTED SERVICE, WHICH IS ONLY AVAILABLE THROUGH A SEPARATE AGREEMENT BETWEEN YOU AND ANAPLAN. Application Provider. The application named on the download page of the Anaplan App Hub (the “Application”) is provided by the party named on the download page (the “Application Provider”). Anaplan, Inc. (“Anaplan”) is not the Application Provider unless named as such on the download page. Terms and Conditions. This agreement (the “Terms”) contains the terms and conditions governing your use of the Application unless you have separately agreed to other terms with the Application Provider. These Terms are entered into solely between you and the Application Provider and shall become effective upon your download, access or use of the Application. Anaplan is not a party to these Terms unless it is the Application Provider. Grant of Rights; Anaplan Agreement. The Application Provider hereby grants you the nonexclusive, nontransferrable, nonsublicensable right to use the Application solely in connection with your authorized use of the Anaplan hosted service (the “Anaplan Service”). Your right to use the Application does not include the right to use the Anaplan Service, which requires a separate agreement between you and Anaplan (an “Anaplan Agreement”). You are not permitted to copy or redistribute the Application, but you may load the Application into your instance of the Anaplan Service and modify the Application in connection with your permitted use of the Anaplan Service. Evaluation and Production Use. Your right to access and use the Application is provided on a temporary basis and is limited to evaluation use for a thirty (30) day period beginning on the date of download (“Evaluation Period”). If your subscription under the Anaplan Agreement includes the right to use the Anaplan Service for the use cases covered by the Application, then you may use the Application for production purposes after the Evaluation Period, or earlier if the Application Provider agrees. If you do not have an Anaplan Agreement that includes your right to use the Anaplan Service for the use cases covered by the Application, then your right to access and use the Application will automatically terminate at the end of the Evaluation Period without notice from the Application Provider or Anaplan. Reservation of Rights. The Application contains valuable intellectual property rights of the Application Provider and you are not permitted to use or exploit such intellectual property rights except as explicitly permitted in these Terms. The Application Provider reserves all right, title and interest in the Application except for the rights explicitly granted to you in these Terms. Your right to use the Application will terminate immediately upon any breach of these Terms by you, or upon the termination or expiration of your Anaplan Agreement. Either party may terminate these Terms at any time in its discretion by providing the other party with notice, at which time your right to access and use the Application will terminate immediately.

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