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Account Cockpit: Pipeline, Contracts, People & Insights

Work one account from a single page: open and weighted pipeline, contracts and delivered value, people, activity, execution health and stakeholder maps.

Summit53 Team11 min readUpdated October 13, 2026

Overview

The Account Cockpit is the page you work a single account from. The header and a strip of key figures summarise the account’s pipeline, contracts, delivered value and recent activity. Eight tabs then take you into its deals, contracts, people, activity, execution health, stakeholders and strategic insights.

Where to find it

  • Open Accounts from the sidebar and click an account name, or View details → in card view. See Accounts: Find, Create & Manage Accounts.
  • The cockpit lives at /crm/accounts/ followed by the account’s number. A newly created account opens here straight away.
  • The selected tab is kept in the page address, so a copied link reopens the same tab.

The header shows initials for the account, then a line with:

  • The account’s industry.
  • Owned by and the owner’s username.
  • A type pill:
    • Active customer when the account type is Customer, or when the account has at least one contract recorded.
    • Prospect for a prospect with no contracts.
    • Otherwise, the account type (for example partner or competitor).

The account name is the page heading. These buttons sit beside it:

  • Account brief — creates an account intelligence page in your connected Notion workspace, with the account’s overview, current pipeline, key contacts, recent activity and win/loss history. It needs the Notion integration. The button reads Generating… while it works and Brief ready once the page is created; open it from Notion. If it reads Try again, the page couldn’t be created.
  • Edit — switches the page to the edit form. See Editing an account.
  • Legacy view — opens the account’s full view (see The full view below).

The key-figures strip

Five figures sit under the header:

  • Open pipeline — the value of the account’s open opportunities, with the number of open opportunities underneath.
  • Contracted ARR — the annual recurring revenue of the account’s active contracts, with the number of active contracts.
  • Weighted pipeline — each open deal’s value multiplied by its win probability, added up (probability-adjusted).
  • Value delivered — the value fulfilment score, as a percentage, with a category pill. It shows — and No value data until a Value → Impact analysis has been run for the account. See Value → Impact.
  • Last activity — days since the account’s most recent logged activity, with its type and date. It shows No activity yet when nothing has been logged.

The tabs

The tabs are Overview, Pipeline, Contracts & Value, People, Activity, Execution Health, Stakeholders and Strategic Insights. Count badges show the open opportunities (Pipeline), contracts (Contracts & Value), contacts (People) and timeline entries (Activity).

Overview

When Summit53 has a suggestion for the account, a banner leads the tab. It shows the suggestion, a priority pill (for example high priority) and the reason. The suggestions are rule-based. For example, you’ll get a check-in suggestion when there has been no activity for over two weeks, and an expansion suggestion when there are no open opportunities. When there’s nothing to suggest, no banner appears.

Below the banner are two columns of cards:

  • Account profile — Industry, Account type, Owner, Primary contact, Contacts (how many are tracked) and Customer since. Customer since is the date the account record was created in Summit53.
  • Pipeline by stage — the open pipeline total and the number of stages, then one bar per stage with its deal count and value. View all opens the Pipeline tab. With no open deals: No open pipeline for this account.
  • Recent activity — the three latest timeline entries. Full timeline opens the Activity tab. With nothing logged: No activity logged yet.
  • Value delivered — appears only when the account has a value fulfilment score. It shows a score ring, the evidence confidence, the impact delivered so far, and chips for Expansion readiness and Evidence confidence.
  • Key contacts — up to three contacts with their titles, with the primary contact marked PRIMARY. View opens the People tab. With no contacts: No contacts tracked yet.

Pipeline

The heading Open opportunities sits above a summary of the deal count, the total and the weighted total. Each row shows the opportunity name, a stage pill and a STRATEGIC tag where it applies. It also shows the close date, with N days left (or N days overdue in red once the date has passed), a Win prob bar and the deal value. Click a row, or press Enter on it, to open the opportunity’s cockpit. See Opportunity Cockpit.

Click Add opportunity to create a deal with this account already selected. Saving opens the new opportunity; Cancel brings you back to the account. With no open deals you’ll see No open opportunities.

Contracts & Value

This tab brings together the account’s contracts and the value delivered against them:

  • A value summary at the top, when the account has a value fulfilment score.
  • Value Contract needs review — appears when a contract has no linked Value Contract, the Value Contract is still a draft, or its evidence quality is low. Review Value Contract opens the source opportunity’s Value Contract tab.
  • Contract cards, with the primary contract first. Each card shows:
    • Primary contract or Secondary contract, and a status pill.
    • The Annual recurring revenue and term.
    • A Source opportunity link.
    • Start date and Renews.
  • Generated value actions — value recovery and expansion handoff tasks, with links to your Weekly plan.
  • Impact ledger — outcomes captured against the primary contract. Click Sources on an entry to see the evidence behind it.

With no contracts you’ll see No contracts yet. Won opportunities that become signed contracts appear here. What the scores, categories and evidence mean is explained in Value → Impact and Value → Impact metric definitions.

People

Under the heading Contacts, a card for each person shows their name, title, email, phone and contact owner. Pills mark the PRIMARY contact and any Inactive contacts. The cards are for reference and don’t link anywhere; open a contact from the Contacts page. Click Add contact to create a contact with this account already selected. Saving opens the new contact; Cancel brings you back to the account. With no contacts you’ll see No contacts yet.

Activity

Activity timeline is a read-only list of the notes, calls, emails, meetings and tasks recorded against this account’s contacts, including activity synced from your CRM. Newest entries come first. Each entry shows its summary, date, details, a type pill, any linked deal and the contact’s name. There is nothing to log on this tab. Activity is logged on the contact or the opportunity, and it appears in this timeline when it’s linked to one of the account’s contacts.

While the timeline loads you’ll see placeholder bars. With nothing to show: No activity logged yet.

Execution Health

This tab grades how well the account’s open deals are being worked:

  • Overall Execution Score — a percentage and a bar. 70% and above is Healthy, 30% to 69% is At Risk, and below 30% is Critical. Beside it are counts of Opportunities, At Risk and Critical deals, and the Total Pipeline.
  • Opportunity Execution Breakdown — one row per open deal with Amount, Health, Framework completeness and Risk Factors. Hover over a risk badge to see what it is; a green tick means no risk factors. Click a deal name to open it.
  • Aggregated Risk Analysis — each risk type across the account, with its count and severity.
  • Individual Risk Details — up to ten specific risks, each with its deal, impact, amount and a recommendation.

A spinner shows while it loads. With no open deals you’ll see No active opportunities for this account. On failure: Error loading execution health: followed by the reason. Framework completeness is explained in deal health & frameworks.

Stakeholders

Stakeholder Coverage maps the decision makers, champions and blockers across the account. It uses the account’s details, its leading opportunity and real-time web research.

  • Generating a map needs the Ultimate or Enterprise plan. On other plans the generate buttons are greyed out and you’ll see Upgrade to the Ultimate plan to generate stakeholder intelligence on demand. Existing insights remain view-only.
  • With no map yet you’ll see No stakeholder map yet and a Generate account map button.

To generate a map:

  1. Open the Stakeholders tab.
  2. Click Generate map (or Generate account map). The button reads Generating... and you’ll see Running grounded research to enrich account-level insights...
  3. Stay on the tab until it finishes. The map is saved to the account and shown next time you visit.
  4. To update it later, click Regenerate.

The finished map shows:

  • Coverage Score out of 100, with Gaps to Close.
  • Key Stakeholders — up to four people, each with their title, role and Why they matter.
  • Engagement Moves — suggested moves and the roles they target.
  • Copy Summary — copies the overview and the top three key players to your clipboard.
  • Copy Key Players — copies the full stakeholder roster, with each person’s role, confidence, what they care about and why they matter.
  • Sources — links to the web pages the research drew on.

If the research step fails you’ll see Real-time research failed; results may rely solely on CRM context. Other failures show an error message above the map; try again.

Strategic Insights

This tab collects the strategic insights generated on the account’s open opportunities: Three Why’s, Discovery Planner and Value Pyramid. Each opportunity card shows its stage and whether it’s a Strategic opportunity or a Core opportunity. It also shows the value, win probability and close date. Open in opportunity opens the deal on its Strategy tab.

Each insight shows its executive summary, when it was last updated and how many supporting points it has. A Stale or Refresh queued badge appears where it applies. View full insight opens the opportunity’s Strategy tab, where you read and regenerate insights. See Opportunity Cockpit.

  • An opportunity without insights shows No strategic insight generated yet. Open the opportunity and run a Three Why’s, Discovery Planner or Value Pyramid to fill it in.
  • With no open opportunities: No open opportunities found for the account, and a note that playbooks will appear once deals are added.
  • On failure: Unable to load insights, with a Retry link.

The full view

Legacy view in the header opens the account’s full view. It has its own tabs: Overview, Execution Health, Contacts, Stakeholders, Strategic Insights and Opportunities. A few tasks still live there:

  • Running a Value → Impact analysis — on the full view’s Overview tab, the Value → Impact card has Run analysis, Edit contract and Set primary for the account’s contracts. Use Run analysis when the cockpit shows No value data. See Value → Impact.
  • Generate Notion Page — creates the same Notion account page as Account brief. It then shows Notion page created successfully! with a View in Notion link, or an error message explaining what went wrong.
  • Edit — the same edit form, with Delete Account underneath.

To return to the cockpit, go back in your browser or open the account again from Accounts.

Common flows

Read an account’s health

  1. Open the account and scan the key-figures strip: open and weighted pipeline, contracted ARR, value delivered and days since the last activity.
  2. On Overview, read any suggestion banner and check Pipeline by stage and Recent activity.
  3. Open Execution Health for the score and the deals and risks pulling it down.
  4. Open Contracts & Value to check contracts, renewals and any Value Contract needs review warning.

Map the stakeholders

  1. Open People to see who you already know at the account.
  2. Open Stakeholders and click Generate map, staying on the tab until it finishes.
  3. Review Gaps to Close and Engagement Moves, then use Copy Key Players to share the roster.
  4. Add the people you’re missing with Add contact on the People tab.

Work the account’s deals

  1. Open Pipeline and sort out overdue close dates first (they’re in red).
  2. Click a deal to work it in its cockpit, or click Add opportunity for a new one.
  3. Use Strategic Insights to see which deals still need a Three Why’s, Discovery Planner or Value Pyramid.

Loading and error states

  • While the account loads, grey placeholder blocks fill the page.
  • If it can’t be loaded: Couldn’t load this account, with the note that the account may have been removed or there was a network error. Refresh the page.
  • Each tab has its own empty and error messages, described above.

Troubleshooting

  • Value delivered shows — and No value data. No Value → Impact analysis has been run yet. If the account has a contract, open Legacy view and click Run analysis on the Value → Impact card.
  • Account brief shows Try again. Check that Notion is connected; see Notion integration. Generate Notion Page in the full view shows the exact error message.
  • Generate map is greyed out. Stakeholder maps need the Ultimate or Enterprise plan.
  • An activity I logged isn’t on the Activity tab. The timeline only shows activity linked to one of the account’s contacts. Activity logged on a deal appears on that deal’s own Activity tab.
  • Execution Health is empty. It only covers open deals. Closed Won and Closed Lost deals aren’t scored.
  • A deal has no strategic insights. Open it from Strategic Insights or Pipeline and generate one on its Strategy tab.
  • The owner is wrong. Click Edit, choose the right Owner and click Update Account.