![]() Then you'll learn more about metrics, often combined into useful "scores," as you configure Demandbase One for your ABM goals. For starts, you'll learn some baseline metrics after you set up keywords and explore the results. You'll learn more about your ideal customer profile based on this knowledge and adjust your list. Metrics: Eventually, you'll get to know metrics like Percent of pipeline represented by target accounts, average deal size, funnel velocity, and cost per opportunity.Find data-driven look-alikes and fine-tune your lists. Data-driven account selection with Demandbase: Gradually increase the sophistication of your account lists by getting help from Demandbase data-driven account-selection methodologies, such as Intent and Keyword Sets, Qualification Scores, Engagement Minutes, and Pipeline Predict Scores.Known look-alikes: Define the characteristics that made your initial accounts successful and find accounts that share the same characteristics.Some companies choose to create their first list through team meetings with Marketing, Sales, and Marketing Operations, based on data in their CRM. Roll-out to entire organization: Later, when you have buy-in and roll out ABM to your entire organization, build your account list from accounts that both Marketing and Sales agree are valuable prospects, customers, or partners.For example, if your goal is to increase revenue from your financial services vertical by 20 percent for the year, create your first "account list" with only this section of the market. Pilot program: Start a pilot program with one segment of your market.Here are some of the levels you may go through, as you build your account lists: We talk about "building" account lists, because account lists are not something you create and then you're done. As customers they may have potential to renew your product or service, upsell or cross-sell to another product, or work with you to find mutually successful opportunities as a partner. As prospects, they may have potential to become customers. ![]() Accounts represent potential to move through the account funnel. An account list is a list of customers, partners, and potential customers. ![]()
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