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Account Selection
Define Your Target Accounts (learn more)
Identify your Total Addressable Market (TAM)
Complete your Account Entitlements (learn more)
Create your target account list
Tier your accounts
Establish your Ideal Client Profiles (ICPs)
Good Account Based Marketing doesn't just happen. B2B marketers must first build a solid
foundation to support their teams in an account-based world.
As Harvard Business Review explains, "Only when data is organized and integrated does it
open up a true perspective on every touch point and allow organizations to optimize each
step of the customer's journey."
When account-level information is spread across numerous disconnected systems and
leads don't tie to accounts, you're unnecessarily wasting your time, energy and resources.
Stale data and duplicate records cause just as much of a problem for ABM teams.
Use this checklist to ensure a solid foundation for ABM success.
ABM Foundation
Checklist
