Governance Systems

Account Ownership & Cross-Sell Rules

Designed centralized account ownership and cross-sell routing across 4 product lines for a 14 to 15 rep team. Before the rules existed, reps would independently contact the same accounts, and existing customers were receiving cold demo outreach for products they did not own, in some cases asking why their current vendor was cold-calling them. The routing rules gave every account clear ownership and stopped the conflicting outreach.

Problem

No account ownership model Duplicate outreach across product teams No routing logic for shared accounts Reassignment had no process or visibility

Solution

Master customer list Team routing rules Rep assignment layer Cross-sell guardrails Reassignment controls

Outcome

Conflicting outreach stopped Clear rep-level ownership Enforced cross-sell governance Repeatable routing model

How It Works

Account Identified

Team Routing Rules Applied
Rep Ownership Assigned
Cross-Sell Check Enforced
Outreach Permitted or Blocked

Tools & Skills

Google Sheets Account Routing Design Cross-Product Governance Ownership Framework Design