Selecting the right accounts is the linchpin of any successful account-based marketing effort. Technology business unit leaders should ensure their go-to-market teams use one of Gartner's recommended methods for identifying and choosing the accounts for use in their ABM programs.
- Select the Right Accounts by Selecting the Right Approaches
- Options for Fewer Accounts
- Data-Driven Options for More Accounts
- Options for ABM at Scale
- Adjusting Selection Approaches as You Scale the ABM Program
- Varying Approaches for Tiers of Accounts
- Carefully Decide How Many Accounts to Initially Target
- Revisit Account Selection on a Regular Basis
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