Overview

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 of an account are an individual or group practice office, a hospital, or other facility.

View of Accounts page showing sample accounts.

Contacts - These are the individuals who work for the account and are the people that marketers/liaisons visit regularly. Contacts can be assigned a Contact Type, (see image below) 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.

Example of events from a sample calendar.

What is ACE?

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 in which you should 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.)

The ACE process in summary

A - Locate the Account and verify that the account information is correct. Confirm that the account is assigned to you.

C - Confirm that the person you are calling on is listed as a Contact for the account? If not, add the contact.

E - Once the desired account and contact have been confirmed, create an Event and set it to recur.

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 a new time slot as needed.  You can continue to complete and edit your events from the mobile app as part of your day to day ongoing process.  

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.

Using the ACE process

Summary

ACE is an acronym for Accounts, Contacts, and Events. This is a process for managing contacts and scheduling events by starting on the Accounts page. In short it looks like this:

Accounts page Click "View" to the left of provider Review/Edit Account details Scroll down to Contacts Manage Contacts scroll down to Events Schedule events

In other words, everything you need to do with Accounts, Contacts, or Events can be done from within the Account Details view for a selected account. The acronym, ACE, also suggests the logical order for  working with accounts, contacts and events.

Following the ACE process provides the additional benefit of confirming the association between your account and the correct contacts as you go. In fact, the ACE process ties many components together, unifying contacts and accounts to any events, call notes, or expenses.

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.

Steps in ACE

Click on the "Accounts" button and navigate to the Accounts page. Look for your account of interest.

To the left of the account's name, click the "view" link. (See next image.)

For those of you familiar with Marketscape Insights, the name is not the link. So, even though the "view" link isn't a clearly visible button, trust us, you can click it to get to the Account Details page. 

This will open the Account Details page for the selected account.

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!

Although you can do many of the same tasks in either the web or mobile versions of Marketscape CRM, it is easier to work through ACE in the web application. Specific example: it’s much easier to create a recurring event via the web.

Also, don’t worry if the time of your event isn’t consistent 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 time slot as needed.  You can continue to complete and edit your events from the mobile app moving forward.  

Why ACE is 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.