How to use Named Accounts and Named Exceptions

When a certain account needs special attention and you would like to keep it separate from the rest of the Go-To-Market plan, the Named Account feature comes into play.

📋In this article:

• What does naming an account do, in terms of how the Fullcast system works?
• What is best practice for using Named Accounts and Named Exceptions?
  • Textbook definition
  • The most important consideration
  • A simple and easy-to-maintain approach
• Steps to create Named Accounts and Named Exceptions
  • Setting named types using drag and drop
  • Dealing with named types when rerunning rules

What does naming an account do, in terms of how the Fullcast system works?

Named Account and Named Exception operate the same in Fullcast. That is to say, they allow you to designate (or pin, or name, or mark, or flag) an account so that it is locked in that segment/node. It makes the account immovable to any other segment until the Named Account/Named Exception label is removed.

What is best practice for using Named Accounts and Named Exceptions?

We have found that different organizations use these in different ways. If there were a "textbook definition" of what these terms mean, it might look like this:

Webster's RevOps Ultimate Dictionary

A Named Account signifies that an account is a strategic account. For example, let's say you have a model where reps are allocated to a geographic territory, but each rep also gets a handful of high-value accounts that aren't within their geo-based territory. You could mark those as Named Accounts in Fullcast.

A Named Exception signifies that an account is an exception to the regular set of rules that exist in a given segment. For example, let's say you have Rep A who has owned XYZ Company for many years. Rep A will keep that account this year, even though the new territory rules wouldn't assign that account to Rep A's territory. You could mark that account as a Named Exception in Fullcast.

However, again, we have found that different organizations use these in different ways.

One simple and easy-to-maintain approach we have seen is the following:

• Named Accounts: These accounts will be named for a longer period of time, such as for an entire fiscal year.
• Named Exceptions: These accounts will be named for a shorter period of time, such as until your quarterly re-plan.

In some rare situations, accounts having bad data quality can be named Named Accounts. This is not recommended but can be done as an exception until the data can be fixed.

Steps to create Named Accounts and Named Exceptions

1. Navigate to the Territory Design in the Design module. 
2. Select the Segments tab to view the GTM hierarchy and corresponding accounts. 
3. In the Grid, select the account(s) that needs to be tagged using the checkbox.
4. Once selected, click the Actions button in the Grid Actions Bar. 
5. Pick Set Named Types from the drop-down menu.
6. In the pop-up window that follows, select the tag either Named Account or Named Exception that needs to be added to the selected account(s).
7. Select Confirm.  

Note that after you designate an account to be named, you will see a pushpin appear in the first column in the grid.

• Red🔴 Pushpin = Named Exception
• Green 🟢Pushpin = Named Account

If you want to clear the named types, you can do so using the same drop-down menu you used to create them.

Moving accounts using drag-and-drop

If you are manually moving accounts, by dragging them from the grid into a Node in your Segmentation Hierarchy, you will be prompted to specify if you want to name them.

GIF above shows how to drag accounts from the grid to a different node and then mark it as a named account or named exception.

Clearing Named Types When Rerunning Rules

When you manually rerun the rules on a node, you will be prompted to indicate whether you want to exclude either Named Accounts or Named Exceptions.

• If you want all your Named Accounts/Exceptions to stay as is, select Both
• If you want to clear one of the Named types, select the one that you want to stay as is.

GIF above shows setting both a Named Exception and Named Account and then Excluding the Named Exceptions when rerunning rules.

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