Opteamis + vizrm: Bringing organizational clarity to complex client engagements
tl;dr
For Clément Carrasqueira, Global Account Manager at Opteamis, a french technology-enabled services firm, success depends on one thing above all else: deep, shared understanding of complex client organizations. In his role, Clément leads a team of sales representatives responsible for managing and expanding relationships with large enterprise clients involving dozens of stakeholders across procurement, IT, security, and digital transformation.
In the past, account mapping lived in disconnected tools and personal files. After adopting vizrm integrated with their CRM, Opteamis introduced a shared, visual, and collaborative way to manage account knowledge. The result: better continuity, stronger sales leadership, and more confident engagement across complex buying groups.
About Opteamis
Company: Opteamis
Industry: IT & digital services marketplace and procurement platform
Headquarters: Paris, France
Founded: 2005
Opteamis supports large organizations in sourcing, contracting, and managing IT and digital expertise. Through its platform and services, Opteamis connects enterprises with a broad ecosystem of service providers: from freelancers to specialized firms covering the full lifecycle from need definition to mission execution.
The challenge: mastering complex enterprise organizations at scale
Clément Carrasqueira, Global Account Manager, Opteamis
As Global Account Manager, Clément Carrasqueira oversees strategic accounts where decisions rarely sit with a single individual. His team must navigate complex internal structures involving 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 not only who is involved but also how people relate to one another is critical in these accounts.
“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 relied on a desktop mind-mapping tool to manually sketch organizational structures. While visually helpful, this approach created friction:
Building charts was time-consuming
Maps were disconnected from Pipedrive CRM, where contacts actually lived
Adoption across the sales team was very inconsistent
Knowledge often stayed in personal files
“The sellers did it once because we asked… but after, they didn’t really adopt it.”
For Clément, this created a leadership challenge: account knowledge wasn’t reliably documented or shared, and continuity suffered when reps moved on.
The turning point: protecting account intelligence and ensuring continuity
When one of Clément’s sales reps left the company at the end of the year, he had to quickly take ownership of the account. Without a shared view, rebuilding 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, Clément could immediately review the existing org chart and regain situational awareness.
“Because of vizrm, I can fact-check all my information really, really easily.”
This moment confirmed vizrm’s value not just for reps, but also for sales leadership and account continuity.
Why vizrm: a system the team actually adopts
Opteamis considered enhancing its previous tooling and reviewed alternative solutions. However, vizrm stood out quickly for three reasons:
Native integration with Pipedrive
The most appreciated capability 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.”
This ensured that CRM hygiene and account mapping reinforced each other, instead of competing for time.
True collaboration across the sales team
Org charts in vizrm are shared, not personal. This allows Clément to maintain visibility across all the 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 previous tools, vizrm required little explanation and fit naturally into existing workflows.
“When we saw vizrm, we wanted it directly… it was simple and easy to use.”
How Opteamis uses vizrm day to day
Sales workflow
When addressing a new account, the team starts by building a top-down structure by their target departments using vizrm groups and online research.
After each client meeting, the sales reps create or update contacts in Pipedrive
Contacts are automatically synced to vizrm where they can be onto the org chart - in addition to notes that are coming automatically from the CRM data onto the chart.
Relationships, assumptions, and confirmations are refined over time as the knowledge about the account grows and dynamics unfold
This allows the team to start broad and progressively sharpen their understanding of each organization.
“We start with teams, then managers, then team members. With time, we add more and more information.”
Sales leadership & coaching
As Global Account Manager, Clément uses vizrm as a management and coaching tool. Each month, reps review their accounts with him, showing how their understanding of the organization has evolved.
“At the end of the month, I ask my team to present who they met and how they are connected.”
This enables Clément to:
Challenge assumptions
Decide when senior involvement is needed
Coach reps on navigating 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 enter meetings 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 sales reps.
“It helps me challenge the knowledge of an organization and that’s what matters in our business.”
Customer perspective
“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