RevOps Account Hierarchy
Cheat Sheet

The Golden Rule

Your goal is to build a hierarchy that reflects decision-making power, not tax consolidation. If the parent entity cannot force the child entity to buy your product, it is not the Sales Parent.

The “False Parent” Detector

Run this check on your Top 20 Global Accounts.

Employee Count Mismatch: Parent has < 50 employees, but the group has 100k+.
Industry Mismatch: Manufacturing firm listed as “Financial Services” or “Trust”.
Name Clues: Contains “Holdings,” “Capital,” “Trust,” or “Foundation.”
The “Agache” Effect: Selling to a family office instead of the operating brand.

The 5-Point Data Audit

Verify before Territory Planning.

Excluded “Holding Shells” from lead routing?
JVs set as unique accounts (no double-crediting)?
Custom field used (e.g., Buying_Parent__c)? (How to build the Ultimate Account ID)
Franchises mapped to Corporate Brand?
Does searching “Brand Name” return Buying Parent?

The Scenario Playbook

1. The Holding Shell

e.g., LVMH vs Agache, Alphabet

Fix: Flag Legal Parent as “Non-Addressable.” Set Operator as Global Ultimate.

RULE: Skip the Shell, Target the Operator.

2. Fortress Foundation

e.g., Rolex, IKEA

Fix: Do not assign the Foundation. Assign the Commercial Operator.

RULE: Foundations hold shares, not budgets.

3. The Joint Venture

e.g., Sony Honda Mobility

Fix: Create net-new Hierarchy. Treat JV as standalone Global Ultimate.

RULE: JVs are new babies, not appendages.

4. The Franchise Web

e.g., Marriott, McDonald’s

Fix: Roll up all franchisees to the Corporate Brand (Marriott) for global visibility.

RULE: Map to the Brand, Not the Owner.

RevOps Account Hierarchy Cheat Sheet