A sharp ICP and a defensible target account list. Without these, everything downstream optimises toward the wrong accounts. This library covers the three foundations: defining your ICP, scoring and tiering accounts, and mapping the buying committee.
ABM strategy is only as good as its foundations. Most programs that stall do so because the early decisions — who to target and why — were never made rigorously. This library breaks those decisions into three clusters that build on each other, and expands the five-step ABM strategy framework. If you are still deciding whether ABM is right for you, start with what account-based marketing is.
A sharp, evidence-based ideal customer profile is the spine of the whole strategy. Define it from closed-won data, keep it distinct from your personas, and validate it before you spend against it.
Turn the ICP into an objective, points-based scoring rubric and a tiered target list — so account selection is repeatable and evidence-led, not political.
B2B purchases are made by committees, not individuals. Map the roles that influence each deal and plan coverage before gaps become deal risk.
Book a free ops audit and we'll pressure-test your ICP and account selection against your closed-won data — and show you where your targeting is leaking pipeline.
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