Published: 20 November 2019
The target account is at the center of ABM programs. ABM success largely depends on building detailed, specific plans for accounts or segments of accounts. Technology and service providers should ensure sales and marketing collaborate and jointly contribute to building comprehensive account plans.
Included in Full Research
- The Account Planning Process
- The Components of an Account Plan
- Current Situation and Objectives
- Account Data
- Lead Management
- Engagement Channels
- Metrics to Measure
- Which Accounts or Segments Will Get a Plan?
- Global and Strategic Customers