CHAPTER 3 Rate your sophistication in core ABM areas. Marketing + Sales Establishing a Running ABM ABM Content, Web Measurement Alignment Unified Account Plays Personalization & Ads of ABM Foundation 40% 30% 20% 10% 0% 72% 9% 0% 77% 78% 7 7 . .46% . 7 15.22%24. 28.96%23.58%7 18.92%28.53%26.13%19.82%6.61%31.27 25.08%11.18%4.23%29. 34.24%20.61%11.21%4.24%36.45%31.93%1 9.34%4.52% Very early Early Decent Teams are best at aligning with sales and establishing Solid Awesome accounts; worst at measurement and content ABM TACTICS AND DETAILS 17