Briefs & Guides
ABM Starter Kit
How to Prioritize Accounts Using Install Signals, Buyer Intent, and Your Existing ABM Stack
Right now, your ICP is just a list. This kit turns it into a coordinated revenue engine.
Most ABM programs run on firmographic-only targeting. Unfortunately, most programs underperform because of it. This guide shows demand gen and ABM teams how to build a targeting system that identifies the right accounts, at the right time, with data they can trust.
62% of marketing ops leaders say their primary data vendor does not meet ABM targeting requirements (Forrester).
Calling all revenue leaders responsible for making ABM work
If you’re running, or launching, account-based programs and want to improve targeting precision, conversion rates, and campaign ROI, this guide shows you how to:
- Score accounts based on what drives conversion: Move beyond profile attributes to scoring models that reflect fit, need, and intent as distinct dimensions.
- Turn buyer intent data into campaign actions: Know which accounts to route to accelerated outreach today, and which ones to hold for next quarter.
- Build scoring models your sales team will actually trust: Give them transparent and explainable prioritization that aligns marketing and sales around the same data.
- Push refined account lists directly into your ABM and CRM tools: Get scored accounts ready for activation, no manual cleanup required.
Inside the guide, you’ll also get a 30-day ABM activation checklist to keep you on track.