Marketscape CRM organizes content by using the following acronym: A.C.E. (Accounts, Contacts, Events). This method of organization ties these components together, unifying contacts and accounts to any events, call notes, or expenses. This article will define Accounts, Contacts, and Events, as well as illustrate how these elements work together when utilized properly.

Defining Accounts, Contacts, and Events

Accounts: The account is the physical place (street address) where a marketer or liaison may visit. Examples might be an individual or group practice office, a hospital, or other facility.

Contacts: These are the individuals that are found at the account, and are the people that marketers/liaisons visit regularly. Contacts can be assigned a Contact Type, which defines the role of that person within their account. This assignment also impacts how Expenses are tracked, ensuring Stark compliance by using the contact type to determine the money allocated to associated contacts.

Events: Events represent how marketers/liaisons are engaging their customers, as well as providing a reference point for call/visit notes. Common event types are Face-to-Face, In-Service, Cold Call, and Meeting. The best practice is to make events recurring, allowing the marketer/liaison the ability to set the frequency of their contact with their customers.

What It Means

The ACE Process, briefly, refers to the way that you validate the records that you’re calling on throughout the week. When you’re ready to add a call or visit (called an Event in Marketscape CRM) to your calendar, you’ll want to use ACE.

As mentioned above, ACE stands for Accounts > Contacts > Events. ACE represents the order you'll view your records when you create a new event in the web application. (Yes, the web application! It’s much easier to create a recurring event via the web.)

1. Locate the Account and verify that the information is correct.
2. Is the person that you’re calling on listed as a Contact? If not, add them now.
3. Once your Accounts and Contacts are populated, you can
4. Create a new Event and set it to recur.

 It’s as easy as that!

Also, don’t worry if the time of your event isn’t steady each week. Once a recurring meeting is entered on your calendar, it syncs to your mobile device – where you can easily drag and drop it into the new place as needed.  You can continue to complete and edit your events from the mobile app moving forward.  

Why It's Important

Using the ACE Process to build your calendar helps reduce error, ensures you’re getting proper credit for the referrals you generate, and makes updating your notes via mobile simple and effortless. If you’re still not “sold,” please see our article on Reasons to Associate Events to Accounts & Contacts for more information on why this first step is so important to your success.

If you'd like to see this in action, be sure to check out our Marketer Quick Start Guide for step-by-step instructions and short videos on setting up and creating events for your territory.