Unlock the Power of Account Hierarchies with LeanData and Dun & Bradstreet

Uncover accounts you haven’t touched

Enterprise organizations rarely sell into a single company. They sell into sprawling corporate families – parent organizations, regional subsidiaries, and sibling divisions spread across geographies and legal entities.

But Salesforce only captures the accounts a team already knows about, and it typically references just the Direct or Ultimate Parent. The subsidiaries you haven’t engaged, the parent that controls the budget, and the sister divisions ripe for cross-sell all slip through the cracks.

So teams reconstruct the true corporate structure by hand. They research family trees in external tools, build missing Account records one at a time, and re-run reports, while expansion opportunities stay invisible and unworked.

What we built

As part of the 9.x release, LeanData Account Hierarchies are now enriched with Dun & Bradstreet, giving revenue teams a unified and dynamic view of the corporate family, right inside Salesforce.

By layering Dun & Bradstreet’s data onto an account hierarchy, teams can now see a more complete family tree, including the entities that aren’t in Salesforce yet. With the expanded, holistic tree in view, you can work the entire  organization rather than isolated accounts.

In one click, a rep or admin can create a net-new Salesforce Account, pre-populated with itsD-U-N-S® Number, global-ultimate linkage, and firmographics. From there, sales can target untapped subsidiaries and parents for expansion, and marketing can reach each entity with a message that fits where it sits in the structure.

And within LeanData’s FlowBuilder, the Account Hierarchy Match Node lets you orchestrate actions across an account family. By retrieving hierarchy members to reference across routing logic, it enables precise assignment, record updates, and notifications based on how accounts actually relate. Teams manage accounts more strategically, stay aligned on ownership, and make sure no opportunity gets lost in a complex hierarchy.

Three ways to get more out of Account Hierarchies

See the comprehensive family tree. Automatically map, build, and maintain account hierarchies enriched with Dun & Bradstreet’s legal-entity corporate linkage. View all related Leads, Contacts, Opportunities, Cases, and Tasks in one place, and use filters to quickly find and act on specific related records.

Enable strategic selling. Surface hidden upsell, cross-sell, and expansion opportunities across account families. Access the context to plan and execute GTM motions faster and with precision, from acquisition to expansion. Trigger routing and record updates based on any hierarchy member: parent, child, grandchild, or sibling.

Drive smarter engagement. Define territories and inform account planning based on the true corporate structure. Deliver hierarchy-aware outreach across account families, including subsidiaries, sister orgs, and parent companies. And segment campaigns by where an entity actually sits in the org, so the right message reaches the right division.

Better together

Together, LeanData and Dun & Bradstreet turn the corporate family from a blind spot into a growth engine.

By combining LeanData’s dynamic account hierarchy visualization and orchestration capabilities with Dun & Bradstreet’s authoritative corporate linkage, organizations gain both the visibility they need and the ability to orchestrate across complex corporate structures. That comes down to four things:

• A more comprehensive hierarchy visibility: a rich corporate family tree, including entities not yet in Salesforce.
• Execution with clarity: act on real corporate structure, not guesswork.
• Strategic GTM orchestration: route, assign, and notify based on how accounts actually relate.
• Operational agility at scale: build, maintain, and work complex hierarchies without manual reconstruction.