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Understanding & Using Placeholder Roles in Accord

Placeholders are a powerful feature in Accord that help you ensure every deal has the right stakeholders involved.

What's in this Article?

  1. What are Placeholder Roles
  2. How Placeholder Roles Work
  3. Setting Up Placeholder Roles
  4. Using Placeholder Roles in Your Sales Process
  5. Editing and Deleting Placeholder Roles 

What are Placeholder Roles?

Placeholder Roles are predefined stakeholders that need to be filled for each Accord. Rather than starting from scratch with every opportunity, Placeholder Roles provide a standardized framework for who should be involved in your sales process.

Placeholder Roles appear most prominently appear in Team section of Playbooks and Accords, as well as in Stakeholder Maps.

For example, you might create placeholders based on job titles like CRO or Marketing Leader, and use internal-only names to indicate their role in the buying process for your team—like so:

  • CRO (external name); Economic Buyer (internal name)
  • Marketing Leader (external name); Champion (internal name)

How Placeholder Roles Work

Placeholder Roles are set at the workspace-level by admins, and can be incorporated into both Playbooks (templates for your Accords) and individual Accords (deal workspaces).

When a placeholder is added to a Playbook, it will propagate to every Accord created from it. This ensures your team consistently multi-threads and engages the right stakeholders across all deals.

Reps then fill Placeholder Roles by assigning them to actual contacts.

Setting Up Placeholder Roles

Admin users can create Placeholder Roles in the Settings section of your workspace.

  1. Navigate to Settings and click Placeholder Roles.
  2. Click Add Placeholder Role.
  3. Enter an Internal Name and Customer Visible Name (the name that will be visible to buyers) for your Placeholder Role.
  4. Select Accord and Partners if this role is part of the selling team, or Customer if part of the buying team.

Once added, this Placeholder Role will become available to add to Playbooks and Accords.

Using Placeholder Roles in Your Sales Process

After Placeholder Roles are configured, they can be incorporated into your workflows:

In Playbooks and Accord: Add relevant placeholders when building your deal templates to ensure every deal starts with the right structure. Navigate to Team, click Add Member, and search for the Placeholder Role you would like to add.

In Stakeholder Maps: Use Placeholder Roles to earmark a space key stakeholders. Click the + sign, and search for and select a Placeholder Role.

This systematic approach to stakeholder mapping helps your team:

  • Ensure complete buying committee coverage
  • Reduce deal risk from single-threading
  • Maintain consistency across your sales organization
  • Identify gaps in stakeholder engagement early

Editing and Deleting Placeholder Roles 

Admins can edit and delete Placeholder Roles in the Settings section by clicking on the ⁝ under Actions.