How Opteamis Brings Organizational Clarity to Complex Client Engagements

Opteamis supports large organizations in sourcing, contracting, and managing IT and digital expertise. Founded in 2005 and based in Paris, its platform connects enterprises with a broad ecosystem of service providers — from freelancers to specialized firms — across the full lifecycle, from defining a need to running the mission.

The challenge: mastering complex enterprise organizations at scale

As Global Account Manager, Clément Carrasqueira oversees strategic accounts where decisions rarely sit with a single person. His team has to navigate complex internal structures — multiple departments, decision-makers, and influencers.

"In our business, we have many different people to speak with. A manager can be our client… we speak with IT, procurement, and many other departments."

Understanding how those stakeholders relate to each other is critical:

"It's really important to understand the political game and the relationships… it's easier to do business with clients when we know the relationships between people."

### Before vizrm: knowledge spread across tools and individuals

Before vizrm, the team sketched organizational structures by hand in a desktop mind-mapping tool. It looked helpful, but it created friction:

• Building charts took time
• The maps lived outside Pipedrive, where the contacts actually were
• Adoption across the sales team was inconsistent
• Account knowledge stayed in personal files

"The sellers did it once because we asked… but after, they didn't really adopt it."

For Clément, that was a leadership problem: account knowledge wasn't reliably documented or shared, and continuity suffered when a rep moved on.

### The turning point: protecting account intelligence and ensuring continuity

When one of his reps left at the end of the year, Clément had to take over the account quickly. Without a shared view, rebuilding the context would normally take weeks.

"A sales rep left at the end of last year… I didn't have a good knowledge of the account."

With vizrm, he could open the existing org chart and get up to speed immediately.

"Because of vizrm, I can fact-check all my information really, really easily."

Why vizrm: a system the team actually adopts

Opteamis looked at improving its previous tooling and reviewed other options. vizrm stood out for three reasons.

### Native integration with Pipedrive

The capability the team valued most was the drag-and-drop workflow from Pipedrive into vizrm.

"At each meeting with a new client, we add the client in Pipedrive. And when we go on vizrm, we just have to drag and drop."

CRM hygiene and account mapping now reinforce each other instead of competing for time.

### Real collaboration across the team

Org charts in vizrm are shared, not personal. Clément keeps visibility across all of his reps' accounts.

"With vizrm, I have the view on the org chart of my team… it's collaborative, not a personal file."

### Simplicity that drives adoption

Unlike the previous tools, vizrm needed little explanation and fit the way the team already worked.

"When we saw vizrm, we wanted it directly… it was simple and easy to use."

How Opteamis uses vizrm day to day

### Sales workflow

1. For a new account, the team starts top-down — building out the target departments using vizrm groups and online research.
2. After each client meeting, reps create or update contacts in Pipedrive.
3. Those contacts sync to vizrm, where they're placed on the org chart, with notes pulled automatically from the CRM data.
4. Relationships, assumptions, and confirmations get refined over time as the team learns more about the account.

This lets the team start broad and sharpen their understanding of each organization as it unfolds.

"We start with teams, then managers, then team members. With time, we add more and more information."

### Sales leadership and coaching

As Global Account Manager, Clément uses vizrm to manage and coach. Each month, reps review their accounts with him and show how their understanding of the organization has changed.

"At the end of the month, I ask my team to present who they met and how they are connected."

That lets him challenge assumptions, decide when senior involvement is needed, and coach reps on reaching executive-level stakeholders.

Results and impact

Continuity across accounts. Account knowledge no longer disappears when someone leaves or changes roles.

Stronger preparation for strategic meetings. Reps and managers walk in with a clear view of stakeholders, influence, and relationships.

Better sales leadership. vizrm gives Clément a shared language to guide, challenge, and support his team of five reps.

"It helps me challenge the knowledge of an organization, and that's what matters in our business."

"My team absolutely loves it. We are really happy to use this tool: it helps us have a better view of the organization when we speak with clients." — Clément Carrasqueira, Global Account Manager, Opteamis

See how other sales teams put vizrm to work inside their CRM.

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