Contact-centric vs. account-centric CRM

A Contact centric CRM-implementation is useful when you have much, and complex customer interactions that you need to track. If your customer is a big company with many contacts that both you and your colleagus interact with it is important to track the individuals that has been contacted, rather than to on an Account level. If the Contact is also connected to multiple Accounts - then a Contact-centric CRM implementation might be what you need.

An example could be hospitals - usually big accounts, but the hospital itself might not be too interesting. Probably the interactions that has been done towards MDs etc are more important to track. The fact that doctors, usually works both at a hospital (or more than one), and also might have a private practice, makes it more interesting to focus on the individual and his potential network, rather than on the Account.