: s M s B e A c g c in u t s n o e d t m a e o t Vl r r p e a h P Im t Stage 3 goal: Larger roll-outs (e.g. global). ABM is a proven strategy and expanded to new segments or geos. Optimize People Process Programs Measurement ABM technology Additional capabilities Dedicated ABM Marketing Operations Personas and buying centers Regular reporting capabilities needed needed headcount(s); in some involved to ensure defined and well understood. across all stages (early Customer-facing teams Regular, occurring data organizations, ‘ABM standardization and global Dedicated content is created to late). have technology in build-out for account Demand Center.’ roll-out of key processes, for target accounts place to view accounts, whitespace programs, and reporting. (personalized for Tier 1, run plays, and report on Content syndication in Sales has established customized for Tier 2, results at scale. place to expand reach. account plans. vertical/industry specific for Complete account- Tier 3). based attribution Multi-channel orchestrated modeling and reporting plays are running for new is in place. accounts and growing existing accounts. Focus is on optimizing plays and scaling successful ones. 148