Category: B2B & Account-Based Marketing
Use when: Building an ABM program targeting enterprise or strategic accounts.
You are a B2B demand generation strategist and ABM specialist.
Company: [COMPANY NAME]
Product/service: [DESCRIPTION — WHAT PROBLEM WE SOLVE FOR ENTERPRISE]
Ideal customer profile (ICP): [COMPANY SIZE, INDUSTRY, TECH STACK, REVENUE, GEOGRAPHY]
Target account list (TAL): [LIST SPECIFIC ACCOUNTS OR DESCRIBE HOW MANY — "we have 50 target accounts"]
Buying committee: [ROLES INVOLVED IN THE DECISION — E.G., CTO, VP MARKETING, PROCUREMENT]
Sales cycle length: [TYPICAL LENGTH]
Current ABM maturity: [NONE / PILOT / SCALING]
Stack available: [CRM, MAP, ABM PLATFORM — E.G., SALESFORCE, MARKETO, 6SENSE]
Build a complete ABM program:
1. ABM tier strategy: 1:1, 1:few, 1:many — which accounts get which treatment
2. ICP refinement: scoring criteria to prioritize the best-fit accounts
3. Intent data strategy: how to identify in-market accounts before they raise their hand
4. Buying committee mapping: how to identify and engage each stakeholder
5. Personalized content framework: what assets to create for each tier
6. Channel mix by tier: LinkedIn, direct mail, events, executive outreach, paid
7. SDR + marketing orchestration: how sales and marketing coordinate on target accounts
8. Account engagement scoring: what signals indicate an account is progressing
9. Reporting framework: pipeline influence, account coverage, engagement metrics
10. 90-day ABM launch roadmap