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Set up monitoring so you know when something changes at your accounts - strategy shifts, leadership moves, hiring surges, technology changes - without manually checking each one.
Who this is for: AEs, account managers, sales leaders, CS managers.Time: 10 minutes to set up. Then it runs continuously.What you’ll have at the end: Monitoring agents watching your key accounts and alerting you when something changes.

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Step 1: Decide What to Monitor

Go to Monitor → Monitoring Agents. You can monitor for different types of changes:
  • Strategy changes - Priorities or goals shift (e.g. a company announces a new strategic initiative)
  • Leadership changes - Key stakeholders move roles, new decision-makers join
  • Hiring changes - Significant shifts in hiring patterns (e.g. hiring surge in a new area)
  • Technology changes - New technologies appearing in job postings, existing ones declining
  • Financial changes - Earnings surprises, acquisitions, restructuring announcements

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Step 2: Configure Your Agents

Create monitoring agents for the change types that matter most to your role: For AEs managing active deals:
  • Leadership changes at the account (your champion might leave)
  • Competitive technology changes (new competitor showing up in job postings)
  • Strategy shifts that affect your deal positioning
For account managers / CS:
  • Strategy changes (priorities shifting means your value prop might need updating)
  • Leadership changes (new stakeholders to build relationships with)
  • Expansion signals (new divisions, new hiring areas)
For sales leaders:
  • Aggregate changes across the team’s portfolio
  • Competitive entries across multiple accounts
  • Major financial events (acquisitions, earnings)

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Step 3: Set Scope

Choose which accounts to monitor:
  • Tier 1 accounts - Monitor everything. These are your most important accounts.
  • Active deals - Monitor leadership and competitive changes. These directly affect deal outcomes.
  • Customer accounts - Monitor strategy and expansion signals. These drive retention and growth.
  • Full territory - Monitor for major events only. Avoid alert fatigue.

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Step 4: Review and Act

When alerts come in:
  • Triage - Is this actionable right now? Some changes are informational, others require immediate action.
  • Update your plan - If a key stakeholder changed, update your stakeholder map. If priorities shifted, revisit your positioning.
  • Engage - Some changes create engagement opportunities. A new VP joining is a reason to reach out. A strategy shift is a reason to reframe your value proposition.

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Tips

  • Don’t monitor everything on every account. That leads to alert fatigue. Be selective about what matters for each tier.
  • Review alerts weekly. Set a cadence - Monday morning, review the week’s alerts across your portfolio.
  • Use alerts as conversation starters. “I noticed you recently brought on a new VP of Engineering” is a natural, informed opening.

Account Planning

Build plans that stay current through monitoring

Monitoring Agents

Reference guide for configuring monitoring agents

Alerts

Reference guide for alert management