How many accounts should you have? The right number of accounts in each tier of “ The challenge is to scale your ABM “ The right number of accounts your ABM program will depend on many factors, program so that you can address per rep varies widely, based on things including: internal requests from the sales team, like average deal size and the dynamics • The intensiveness of your ABM strategy but at the same time not lose the of the sales cycle. We’ve seen 200 (e.g. your Entitlements) unique approach of ABM and revert accounts per rep and 10 accounts • Your expected deal sizes back to the traditional kinds of per rep.” • The length of the sales cycle marketing. Salespeople are highly • Your available sales resources J.J. Kardwell, Then it’s a matter of applying your available competitive, and when they Co-Founder, Everstring resources intelligently. start to see their peers succeed in implementing a strategy like ABM, Health Checks they want to jump on that bandwagon • Are you investing too high a percentage of your really fast. You have to make sure you resources in too few accounts? scale appropriately.” • If reasonably successful, will these wins deliver the numbers your business needs? Jeff Sands, • Are you spreading your resources too thinly? Could more focus deliver better results? ITSMA 35