Issue link: https://resources.demandgen.com/i/1464721
44 © 2022 BDO Digital. All rights reserved. Getting Started with ABM - Questionnaire DEFINE, ALIGN AND PRIORITIZE • Do you have a solid account data foundation with a single view of all account data? • Are you able to defining and/or track SDR or other staff capacity? TARGET • Has marketing and sales identified ideal customer profiles? • Has marketing and sales identified high-value/target accounts? Are they prioritized into tiers? ENGAGE • Do you have a documented buyer's journey? • Has marketing determined or developed messaging to support the buyer's journey? • Do you have usable messaging and content to create customized marketing campaigns? ACTIVATE • Can you define the Target Routing/Assignment Process? • Have you identified the technology required to manage account scoring, management, and analytics? MEASURE • Can you define and measure the Target Routing/Assignment Process? • Have you identified KPIs that will measure success? lead-based? opportunity based? engagement based?