Does your organization use the Account object extensively? Looking at the standard Salesforce interface, there is much to be desired.
There is a wealth of data stored at the Contact level that would be very useful for the sales team to tap into, to show a Contact’s influence in the organization (relative to other colleagues) and how they could potentially help you cross-sell into different teams.
It’s time we bought the Account object to life with the rich Contact data (and Opportunity data), left hidden from view. As a recent High Performer grid entrant in both Org-Charting and Customer Revenue Optimization, that’s where Squivr comes in.
Aside from the interactivity ‘wow’ factor, Squivr is an app that will improve collaboration between members of the sales team, while enabling them to surface data in an efficient, meaningful way (rather than endless clicks between Salesforce tabs).
This in-depth review will showcase Squivr Org Chart and Squivr Playbook’s features, ideal use cases, setup effort, and how fast this app could become a great addition to your sales intelligence (and Account object!)
Squivr Org Chart Features
The Squivr Org Chart is one of the easiest ways to set up, visualize and interact with every part of a company’s structure from both the perspective of an Account, as well as a Contact hierarchy.
Once enabled, the org chart can be accessed from either a separate tab on the Navigation Bar or directly from each Account’s Lightning Record Page.
Accessing the org chart from the tab has the advantage that Accounts can be searched across your entire Salesforce org (so switching between Accounts becomes seamless). For the individual Sales Rep though, having the chart on their Account page is definitely an easier route (and gets it in front of them, for better adoption).
By clicking on the icon on the top right corner of each card, the relevant Salesforce record will be opened in a different tab.
Based on the company we used as an example above, we can start updating the Org Chart in order to reflect the most recent organizational changes.
The standard ‘Reports To’ field is used to build the hierarchy. Even though you can use existing data from this field, you can populate/update that field by using drag-and-drop to arrange the Contact records exactly where they should be, into the person they’re reporting to.
Take a look at the organizational structure above. Since Jane Doe has just moved from the main company to the European entity of the same organization, we are going to reflect just that in our chart.
Org Chart Filters
Regardless of whether Jane Doe moves regions, or not, finding Jane in an org chart in real-life likely isn’t easy because there would be many more employees in an international organization. So, filtering the chart is exactly what we would be looking for in this scenario.
Filters can be applied using either standard or custom fields from the Account or Contact. The org chart will zoom in on the records that fit your chosen criteria:
Export an Org Chart
The ability to export the Org Chart is not something that should go unnoticed. More often than not, the Account Owner is not the only person who needs visibility on the chart.
After you’ve chosen your desired export format, the file will be downloaded and named as AccountName_OrgChart so that it will be easily found later on.
Since the Org Chart in my working example was just updated, below is the exported version of it. You may be thinking, ‘this could be achieved as a simple screenshot’, I can assure you that Squivr’s export alternative is definitely faster, and more user friendly.
In most Salesforce orgs, there are large Accounts with multiple subsidiaries, and hundreds (if not thousands of Contacts). Maintaining an Org Chart to include all those Contacts can be a very manual exercise which has very little benefits in the long run.
Through the Parking Lot functionality (indicated with a 1 in the image below), Squivr gives you granular control over the Accounts and Contacts which are added to the Hierarchy view, improving the readability Org Chart.
In the example below, the Contacts which had the “Reports To” field blank have been removed from the chart (2) and appear now on the left side panel as a list (3). A user can drag-and-drop Contacts back and forth between the Parking Lot and the Org Chart anytime. This is the ultimately easy way to single out unrelated Contacts without actually deleting them from the database.
Decision Tree and Color-coding
Going back to Jane Doe in our example above, there is still some missing information which we have in our heads, but it’s not yet reflected in Salesforce. That’s about to change in a second.
Double-clicking on any Contact or Account within the Org Chart, will allow edits on the record within the same screen. Let’s give it a go!
After our conversation with Jane, we find out that not only did she switch entities within the company she’s working for, she also changed her job title and manager (she was nice enough to let us know).
Now not only is Jane’s new manager and information reflected in Salesforce, but also the event is captured as an enhanced note, which you can view by changing the tab from ‘Contact Detail’ to ‘Notes’.
Profile pictures are key for the Contact to be immediately recognizable for members of the Account team (you can add images at the Contact and Account level).
As Jane is an enabler and the relationship with her is definitely good, that is now highlighted within the Org Chart. Squivr supports yet another layer of detail when it comes to the relationship – each Contact can be rated out of 5 stars by Influence, Relationship, Power and Cadence generating a score visible for each individual card.
With all this new information available directly in the Org Chart, we might be just ready to ask for an introduction to the CEO and move on with closing a new deal!
Squivr Playbook Features
Squivr Playbook ensures your sales methodology is followed, and scores your progress towards completion for each individual Opportunity (or any other Salesforce object).
Milestone Templates and Milestone Headers
A Milestone Template dictates if, and when, milestones should start being tracked. Templates can be applied per object or record type based on criteria.
Milestone Headers represent the actual tracked milestone, which will result in a Task to be marked as completed.
With the possibility of Milestones and Task ownership to be dynamically assigned, Squivr provides all the necessary means to drive the correct actions at the right time, and with the right people involved.
Either a Salesforce Flow or an Apex Trigger has to be created for the Milestone Template to be applied to the object. Squivr does provide the pre-built flow for the Opportunity object out of the box, allowing you to enable the functionality right from the start.
Milestones can now be visualized as a roadmap directly on the Opportunity once you’ve completed the Milestone Template/Header setup, activated the Flow, and added the Gantt Chart to the Opportunity record page. While this is a simple example, depending on your business process, there can be numerous nested checklist items based on different criteria ready for the Sales Reps to tackle.
The Timeline component gives a clear view into Milestones by their due date. Users can interact with the Timeline by clicking on the Milestone to either update, or mark it as complete.
This component can also be added to record pages of objects which don’t have defined Milestones because it supports other activities. See the example of a Lead below; a few activities have already been created, which can now be seen and edited from the Timeline component.
Sales & Marketing
One of the main advantages for both these teams, is to easily add Contact Roles to Opportunities. Rather than clicking into individual Contact or Opportunity, Squivr makes this step hassle free.
Similar to the example below, any Contact from the Account can be added to an open Opportunity, all of them being individually displayed in the pop-up.
Each icon in the pop-up is associated with a value in your ‘Role’ field on your Opportunity Contact Role object.
For the Marketing team in particular, this functionality will ensure accurate Campaign Influence reports can be generated, plus attribution can be tracked much earlier in the sales cycle.
While the Org Chart is a great way for an Account owner to organize their Contacts, sales leaders can drill down into the strategic accounts, and ensure the key stakeholders are actively being engaged by their sales teams.
This will generate a 360° view of the Account hierarchy and Contact engagement which will generate data driven conversations and a way to highlight a clear path forward.
Any chance to enhance the Sales team’s experience is a plus, especially setting up milestones and checklists on the most frequently used objects.
Considering the level of granularity the Squivr Playbook concept can go into, even the most complex business processes, or highest user expectations can be transposed into Salesforce. I see this eliminating the need for multiple Validation Rules, the team guided by the playbooks instead.
Squivr provides step-by-step instructions for both admins and developers in order to make the milestone creation automation a breeze.
The Squivr setup is intuitive, from package installation to user provisioning. The Squivr team provide a complete installation guide, as well as a user setup walkthrough to ensure a successful start. In case additional support is needed, you can also submit a request for the Squivr team to lend a hand.
Squivr offers 1 to 3 free users for prospects, and a couple of pricing options which you can explore on their AppExchange listing.
Squivr has many interesting functionalities to offer which they constantly update, and all the improvements and changes are listed within the release notes.
Squivr strives to improve accuracy and efficiency in the user experience and will surely make a difference in your revenue teams’ Salesforce experience – better insights and reducing user friction that multiple field edits and clicks causes.