CHAPTER 3 The majority of companies surveyed have When it comes to Tier 2 accounts, most companies in between 11-50 Tier 1 accounts – the biggest and our survey manage between 51 and 100 accounts. most important target accounts in ABM. How many target accounts do you currently How many target accounts do you currently have in “tier 3” or equivalent? have in “tier 2” or equivalent? N/A (25.95%) 51-100 (21.66%) 101-500 (15.65%) N/A (17.65%) 1,001-5,000 (11.45%) 101-500 (17.33%) 51-100 (11.07%) 11-50 (15.88%) 11-50 (10.31%) 501-1,000 (11.55%) 0-10 (9.54%) 1,001-5,000 (6.68%) 501-1,000 (9.16%) 0-10 (6.5%) 5000+ (6.87%) 5000+ (2.53%) The majority of companies (26%) The majority of companies (22%) have havedon’t have a “tier 3” or equivalent between 51-100 tier 2 target accounts Tier 3 accounts saw the least variation, with a relatively equal distribution among our survey audience. These ABM TACTICS AND DETAILS 24