Quick Overview
- 1#1: Salesforce - Provides comprehensive CRM with AI-powered account planning, strategy mapping, and cross-functional collaboration tools for enterprise sales teams.
- 2#2: Gainsight - Delivers customer success platform with advanced account planning, health scoring, and success playbooks to maximize account value.
- 3#3: Microsoft Dynamics 365 - Offers integrated sales and service CRM with account planning modules, AI insights, and customizable playbooks for strategic account management.
- 4#4: Clari - Revenue operations platform featuring account planning, forecasting accuracy, and deal inspection to align sales strategies.
- 5#5: HubSpot - All-in-one CRM with account management tools, deal pipelines, and planning templates for inbound sales and growth strategies.
- 6#6: Totango - Customer engagement platform with account planning, journey orchestration, and predictive analytics for proactive account growth.
- 7#7: Outreach - Sales engagement tool with account-based sequencing, planning workflows, and performance analytics for targeted account strategies.
- 8#8: Salesloft - Revenue orchestration platform enabling account planning, cadence automation, and conversation intelligence for sales efficiency.
- 9#9: Pipedrive - Visual sales pipeline CRM with account management features, goal tracking, and planning tools for SMB teams.
- 10#10: Kapta - Dedicated strategic account planning software with goal alignment, coaching, and progress tracking for key account management.
Tools were chosen based on feature depth (including AI, collaboration, and predictive analytics), ease of use, and overall value, ensuring they serve diverse needs—from large enterprises to small businesses—effectively.
Comparison Table
This comparison table showcases top account planning software, including Salesforce, Gainsight, Microsoft Dynamics 365, and HubSpot, alongside additional tools. It outlines key features, use cases, and differences to help readers navigate and select the right solution for their business needs.
| # | Tool | Category | Overall | Features | Ease of Use | Value |
|---|---|---|---|---|---|---|
| 1 | Salesforce Provides comprehensive CRM with AI-powered account planning, strategy mapping, and cross-functional collaboration tools for enterprise sales teams. | enterprise | 9.4/10 | 9.7/10 | 8.1/10 | 8.5/10 |
| 2 | Gainsight Delivers customer success platform with advanced account planning, health scoring, and success playbooks to maximize account value. | enterprise | 9.1/10 | 9.5/10 | 8.2/10 | 8.7/10 |
| 3 | Microsoft Dynamics 365 Offers integrated sales and service CRM with account planning modules, AI insights, and customizable playbooks for strategic account management. | enterprise | 8.7/10 | 9.2/10 | 7.5/10 | 8.0/10 |
| 4 | Clari Revenue operations platform featuring account planning, forecasting accuracy, and deal inspection to align sales strategies. | enterprise | 8.8/10 | 9.2/10 | 8.1/10 | 8.0/10 |
| 5 | HubSpot All-in-one CRM with account management tools, deal pipelines, and planning templates for inbound sales and growth strategies. | enterprise | 8.1/10 | 7.8/10 | 9.2/10 | 8.5/10 |
| 6 | Totango Customer engagement platform with account planning, journey orchestration, and predictive analytics for proactive account growth. | specialized | 8.1/10 | 8.7/10 | 7.8/10 | 7.4/10 |
| 7 | Outreach Sales engagement tool with account-based sequencing, planning workflows, and performance analytics for targeted account strategies. | enterprise | 7.3/10 | 7.8/10 | 6.9/10 | 6.5/10 |
| 8 | Salesloft Revenue orchestration platform enabling account planning, cadence automation, and conversation intelligence for sales efficiency. | enterprise | 8.1/10 | 8.4/10 | 8.0/10 | 7.6/10 |
| 9 | Pipedrive Visual sales pipeline CRM with account management features, goal tracking, and planning tools for SMB teams. | enterprise | 7.2/10 | 6.8/10 | 8.7/10 | 7.5/10 |
| 10 | Kapta Dedicated strategic account planning software with goal alignment, coaching, and progress tracking for key account management. | specialized | 7.3/10 | 7.8/10 | 6.9/10 | 7.0/10 |
Provides comprehensive CRM with AI-powered account planning, strategy mapping, and cross-functional collaboration tools for enterprise sales teams.
Delivers customer success platform with advanced account planning, health scoring, and success playbooks to maximize account value.
Offers integrated sales and service CRM with account planning modules, AI insights, and customizable playbooks for strategic account management.
Revenue operations platform featuring account planning, forecasting accuracy, and deal inspection to align sales strategies.
All-in-one CRM with account management tools, deal pipelines, and planning templates for inbound sales and growth strategies.
Customer engagement platform with account planning, journey orchestration, and predictive analytics for proactive account growth.
Sales engagement tool with account-based sequencing, planning workflows, and performance analytics for targeted account strategies.
Revenue orchestration platform enabling account planning, cadence automation, and conversation intelligence for sales efficiency.
Visual sales pipeline CRM with account management features, goal tracking, and planning tools for SMB teams.
Dedicated strategic account planning software with goal alignment, coaching, and progress tracking for key account management.
Salesforce
enterpriseProvides comprehensive CRM with AI-powered account planning, strategy mapping, and cross-functional collaboration tools for enterprise sales teams.
Einstein Account Insights for AI-powered account health scoring, next-best actions, and predictive revenue forecasting
Salesforce is a comprehensive CRM platform renowned for its robust account planning capabilities within the Sales Cloud module. It enables sales teams to build detailed account strategies, manage hierarchies, track key interactions, and forecast opportunities using customizable objects like Accounts, Opportunities, and Contacts. Leveraging Einstein AI, it provides predictive insights, automated playbooks, and 360-degree customer views to drive strategic account growth and revenue planning.
Pros
- Extremely customizable with no-code/low-code tools for tailored account planning workflows
- Powerful AI-driven insights via Einstein for opportunity scoring and account health predictions
- Seamless integrations with thousands of apps for holistic account data management
Cons
- Steep learning curve requires significant training and admin expertise
- High cost, especially for advanced features and enterprise-scale deployments
- Can feel bloated or overkill for small teams or simple planning needs
Best For
Large enterprises and complex B2B sales teams needing scalable, AI-enhanced account planning across global operations.
Pricing
Starts at $25/user/month for basics (Essentials); Sales Cloud Enterprise from $165/user/month; custom enterprise pricing often $200+/user/month with add-ons.
Gainsight
enterpriseDelivers customer success platform with advanced account planning, health scoring, and success playbooks to maximize account value.
Gainsight Timeline: A dynamic visual account journey that timelines key events, risks, and milestones for proactive planning.
Gainsight is a comprehensive customer success platform designed to help revenue teams proactively manage customer accounts through data-driven insights and automation. It excels in account planning by offering tools like customizable success plans, health scoring, risk prediction, and visual timelines to map customer journeys and identify expansion opportunities. The platform unifies data from CRM, support, and product usage sources to provide a 360-degree view, enabling teams to execute playbooks and CTAs for retention and growth.
Pros
- Unified 360-degree customer view with deep analytics and AI predictions
- Robust playbooks and success plans for structured account strategies
- Seamless integrations with Salesforce, Zendesk, and other enterprise tools
Cons
- High cost suitable mainly for enterprises
- Steep learning curve and complex initial setup
- Overkill for SMBs without large-scale customer success needs
Best For
Enterprise customer success and account teams managing complex, high-value B2B accounts requiring advanced planning and automation.
Pricing
Custom enterprise pricing, typically starting at $5,000-$10,000/month based on modules, users, and customer volume.
Microsoft Dynamics 365
enterpriseOffers integrated sales and service CRM with account planning modules, AI insights, and customizable playbooks for strategic account management.
Copilot AI for Sales, which automates account summaries, next-best actions, and predictive planning directly within the interface
Microsoft Dynamics 365 is a comprehensive CRM and ERP suite that excels in account planning through its Sales Hub and Customer Insights modules, enabling teams to manage key accounts, map relationships, track opportunities, and develop data-driven strategies. It leverages AI-powered tools like Copilot for predictive insights, forecasting, and personalized account playbooks. The platform integrates deeply with the Microsoft ecosystem, including Teams, Outlook, and Power BI, for a unified view of customer data and collaborative planning.
Pros
- Seamless integration with Microsoft 365 tools like Teams and Power BI
- Advanced AI capabilities including Copilot for predictive account insights
- Highly customizable workflows and scalable for enterprise needs
Cons
- Steep learning curve and complex initial setup
- High cost especially for smaller teams
- Overkill for basic account planning without full CRM utilization
Best For
Large enterprises and sales teams requiring an integrated CRM platform with robust account management and AI-driven planning.
Pricing
Starts at $65/user/month for Sales Professional; Enterprise plans from $95/user/month, with full suites and add-ons exceeding $200/user/month.
Clari
enterpriseRevenue operations platform featuring account planning, forecasting accuracy, and deal inspection to align sales strategies.
AI Account Insights that automatically detect expansion risks and opportunities across accounts
Clari is an AI-driven revenue operations platform that excels in account planning by providing real-time visibility into account health, pipeline progression, and forecasting accuracy. It integrates with CRMs like Salesforce to deliver collaborative account plans, risk alerts, and growth opportunity predictions, enabling sales teams to strategize effectively. With tools for deal inspection and team alignment, Clari helps revenue leaders close gaps and accelerate attainment.
Pros
- AI-powered forecasting and risk detection for precise account strategies
- Seamless CRM integrations and real-time data sync
- Scalable for enterprise teams with collaborative planning tools
Cons
- High enterprise-level pricing limits accessibility for SMBs
- Steep learning curve during initial setup and configuration
- Feature depth can overwhelm smaller or less mature sales orgs
Best For
Enterprise sales teams with complex account cycles needing advanced revenue forecasting and planning alignment.
Pricing
Custom quote-based pricing, typically $75+ per user/month for enterprise plans, billed annually.
HubSpot
enterpriseAll-in-one CRM with account management tools, deal pipelines, and planning templates for inbound sales and growth strategies.
Visual account timelines that display all interactions, deals, and activities in a chronological feed
HubSpot is a versatile CRM platform with Sales Hub features tailored for account planning, allowing teams to manage key accounts, visualize interaction timelines, and deploy customizable playbooks. It centralizes customer data, activities, and strategies to support sales expansion and retention efforts. While not a dedicated account planning tool, its integration with marketing and service hubs provides a holistic view for coordinated account management.
Pros
- Intuitive interface with drag-and-drop customization
- Free core CRM with scalable add-ons
- Seamless integration across marketing, sales, and service
Cons
- Advanced account planning tools require Professional or Enterprise tiers
- Limited native support for complex account hierarchies
- Reporting depth is basic in lower plans
Best For
Small to mid-sized teams using inbound sales who need integrated CRM basics for account planning without enterprise complexity.
Pricing
Free CRM; Sales Hub Starter at $20/user/month, Professional at $90/user/month, Enterprise at $150/user/month (billed annually).
Totango
specializedCustomer engagement platform with account planning, journey orchestration, and predictive analytics for proactive account growth.
Interactive Success Plays that automate and orchestrate personalized customer journeys based on real-time account data.
Totango is a robust customer success platform focused on account planning, enabling teams to monitor account health, predict churn, and drive expansion through data-driven insights. It offers tools like customizable success playbooks, journey orchestration, and real-time engagement tracking to create personalized account strategies. Ideal for scaling customer success operations, Totango integrates deeply with CRMs and analytics tools to provide a 360-degree view of customer accounts.
Pros
- Advanced account health scoring and predictive analytics
- Customizable success playbooks for targeted account strategies
- Strong integrations with Salesforce, HubSpot, and other CRMs
Cons
- High cost unsuitable for small teams or startups
- Initial setup and configuration can be time-intensive
- Advanced reporting requires some technical expertise
Best For
Mid-sized to enterprise SaaS companies with customer success teams aiming to proactively manage account growth and retention.
Pricing
Custom enterprise pricing, typically starting at $20,000-$50,000 annually based on account volume and features; demo required for quotes.
Outreach
enterpriseSales engagement tool with account-based sequencing, planning workflows, and performance analytics for targeted account strategies.
Account Sequences that orchestrate personalized outreach across multiple contacts in a single account with dynamic branching.
Outreach is a sales engagement platform designed to streamline account-based outreach by automating personalized sequences, managing multi-contact interactions, and providing engagement analytics within key accounts. It integrates deeply with CRMs like Salesforce to pull account data and track progress against sales plans. While strong in execution and tactical planning, it lacks advanced strategic account planning tools like customizable playbooks or mutual action plan templates.
Pros
- Powerful sequence automation for multi-touch account outreach
- Advanced analytics on account engagement and rep performance
- Seamless CRM integrations for real-time account data syncing
Cons
- Steep learning curve for complex setups
- High cost with limited ROI for non-high-volume users
- Weaker on long-term strategic planning compared to dedicated account planning tools
Best For
Mid-to-large sales teams executing account-based selling with a focus on automated outreach and activity tracking.
Pricing
Custom quote-based pricing; typically starts at $100/user/month for Standard, up to $150+ for Enterprise with add-ons.
Salesloft
enterpriseRevenue orchestration platform enabling account planning, cadence automation, and conversation intelligence for sales efficiency.
Deal Rooms for real-time collaborative account planning, content sharing, and progress tracking across teams.
Salesloft is a sales engagement platform that supports account planning through automated cadences, collaborative Deal Rooms, and integrated analytics for orchestrating account-based strategies. It enables sales teams to map activities, align cross-functional efforts, and track progress against account goals within a unified workflow. While excelling in execution, its planning tools leverage CRM data and AI insights to inform strategic decisions.
Pros
- Deep CRM integrations like Salesforce for seamless account data syncing
- Automated cadences and Deal Rooms for efficient planning and collaboration
- AI-powered analytics to optimize account strategies and forecasting
Cons
- Premium pricing limits accessibility for smaller teams
- Steep learning curve for customizing advanced playbooks
- More execution-oriented than pure strategic account planning tools
Best For
Mid-market to enterprise sales teams needing integrated planning with sales execution and outreach automation.
Pricing
Quote-based enterprise pricing, typically $100-$150 per user/month depending on features and scale.
Pipedrive
enterpriseVisual sales pipeline CRM with account management features, goal tracking, and planning tools for SMB teams.
Customizable visual pipelines that can be adapted to map account stages and opportunities
Pipedrive is a sales-focused CRM platform that excels in pipeline management, deal tracking, and customer relationship organization. For account planning, it offers robust organization and contact management to monitor interactions, deals, and activities within key accounts. However, it prioritizes tactical sales execution over strategic account planning tools like health scores or multi-year expansion strategies. It's best suited for teams needing integrated sales and basic account oversight.
Pros
- Intuitive drag-and-drop pipeline for visualizing account progression
- Strong organization and contact management for tracking relationships
- Seamless activity scheduling and email integration for account nurturing
Cons
- Lacks native account health scoring or strategic planning templates
- Limited support for complex account hierarchies and enterprise-scale planning
- Advanced reporting and insights locked behind higher pricing tiers
Best For
Small to mid-sized sales teams seeking simple account tracking alongside pipeline management without needing deep strategic planning tools.
Pricing
Starts at $14.90/user/month (Essential, billed annually) up to $99/user/month (Enterprise), with a 14-day free trial.
Kapta
specializedDedicated strategic account planning software with goal alignment, coaching, and progress tracking for key account management.
Interactive account relationship maps with growth playbooks
Kapta is a revenue enablement platform specializing in account planning for B2B sales teams, offering tools for strategic account mapping, growth planning, and sales coaching. It enables teams to visualize key relationships, set actionable growth objectives, and track progress within accounts using customizable templates and playbooks. The software integrates with CRMs like Salesforce to streamline account-based selling strategies.
Pros
- Visual relationship mapping for complex accounts
- Built-in coaching and playbook tools
- Strong focus on enterprise account growth strategies
Cons
- Steep learning curve for new users
- Limited integrations beyond major CRMs
- Custom pricing lacks transparency
Best For
Mid-to-large B2B sales teams managing complex enterprise accounts that need structured planning and coaching.
Pricing
Quote-based enterprise pricing; typically $75+ per user per month with annual contracts.
Conclusion
The top account planning tools reviewed showcase exceptional capabilities, with Salesforce leading as the top choice due to its comprehensive CRM, AI-driven insights, and cross-functional collaboration tools. Gainsight and Microsoft Dynamics 365 stand out as strong alternatives—Gainsight excels in customer success with advanced health scoring, while Dynamics 365 offers integrated CRM and customizable playbooks—catering to varied business needs for effective account management.
To unlock seamless account planning, start with Salesforce, the leading platform, and leverage its tools to enhance strategy and drive results.
Tools Reviewed
All tools were independently evaluated for this comparison