# Account, buyer & application maps — illustrative working template

> Illustrative template, not a client result, completed consulting engagement, validated technical recommendation or software system. Fill in with client-provided evidence.

## Business outcome and scope

Company / team: [enter]
Desired outcome: [enter]
Baseline and measurement period: [enter]
Account / application / product priority: [enter]
Owner and available capacity: [enter]

## Why this account, which people, and what is our reason to engage?

### Ranked target/expansion register

Purpose: Record fit evidence, access, unknowns, barriers and a next action.

Known facts: [enter]
Assumptions to validate: [enter]
Decision / next action: [enter]
Owner / due date / evidence: [enter]

### One-page account/application opportunity brief

Purpose: Translate an account fact into a testable customer/application hypothesis.

Known facts: [enter]
Assumptions to validate: [enter]
Decision / next action: [enter]
Owner / due date / evidence: [enter]

### Buyer, stakeholder, specifier & access map

Purpose: Find users, engineering, operations, procurement and commercial decision roles.

Known facts: [enter]
Assumptions to validate: [enter]
Decision / next action: [enter]
Owner / due date / evidence: [enter]

### Line-card-to-application & account-expansion maps

Purpose: Connect product strengths with relevant uses and additional account/site opportunities.

Known facts: [enter]
Assumptions to validate: [enter]
Decision / next action: [enter]
Owner / due date / evidence: [enter]

### Value proposition & discovery questions

Purpose: Explain why the application matters, then validate need rather than assume it.

Known facts: [enter]
Assumptions to validate: [enter]
Decision / next action: [enter]
Owner / due date / evidence: [enter]

### Account-entry, sample & qualification plan

Purpose: Agree customer proof, next actions and stop/go criteria before expanding the pursuit.

Known facts: [enter]
Assumptions to validate: [enter]
Decision / next action: [enter]
Owner / due date / evidence: [enter]

## Review and next decision

Customer-agreed next step: [enter]
Evidence needed / stop-go gate: [enter]
Work completed and outcome: [enter]
Review date and next priority: [enter]

An account hypothesis is a starting point for discovery—not a claim about a customer’s internal problems.

Potential, forecast, future commitments and actual booked business are separate. No result or savings is assumed.