ABM Account Intelligence Checklist

  • Author(s) Bev Burgess, Louise Jefferson
  • Published January 5, 2016
  • 8 Pages
  • Category Engagement & Advocacy
  • Type Member Research
  • 8 Pages
  • .PDF Format

You’ve selected the accounts to include in your ABM pilot or existing program. Your ABM resources have been identified and assigned to specific accounts. What’s the next step? Account intelligence.

Account intelligence positions you to:

  • Identify and proactively exploit new opportunities.
  • Enhance existing and build new senior-level account relationships.
  • Expand the scope and term of engagements.
  • Better align marketing and sales.

Use this account intelligence checklist to guide you as you identify what you already know about your account and what you need to find out.

This document is available at no charge to employees of an ITSMA member company. It’s also available for sale to non-members.
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