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KPIs for your ABM program

KPIs for your ABM program

Marketing plans for 2024 all set?

If ABM is part of your plan, you may want to spend 10 min on this exercise

The first step to having clarity in your ABM program is -

Having clarity of your goal.

This 10-minute exercise is designed to help you create 2 things

  • ABM Goal Statement 
  • Key Performance Indicator (KPIs).

The ABM Goal Statement is a north star for your ABM strategy

It aligns marketing and sales teams toward a common objective

For example, an ABM goal could be “Increase revenue from the top 50 accounts by 20% in the next fiscal year.”

This goal is specific, measurable, achievable, relevant, and time-bound (SMART)

And will provide a clear direction for your ABM efforts

Let’s pick 4 different ABM goals and create goal statements & KPI’s

Goal 1: Get Net New Accounts

For new accounts, always start with a small pilot

Show initial proof before you pitch to your exec team

Goal 2: Accelerate Deals Already in Pipeline

How to become your sales teams’ best buddy?

Help ‘em move deals faster

Goal 3: Deal Renewals

Working alongside your customer success team, you can influence renewals

Here’s how to goal-ify it

Goal 4: Expand in Existing Account

Need to expand to other teams, departments or geographies?

What’s Your Goal?

Use this template to get started

Spend 10 minutes to complete this exercise of clearly defining your goal and KPI

Your future self will thank you

What do you think of this workbook for your ABM goals?

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