s e s s e c o r M p B III 7 A t e r a h Scoring target accounts P T You could build a scoring model manually based on In this admittedly over-simplified model, three key “ The majority of ABM programs have firmographic and technographic data. Ideally, you dimensions are scored on a scale of 1-10, with the a list of targeted accounts in the 500 incorporate a ‘Sales Won Analysis’ to identify the score being multiplied according to the weighting to 2,000 range, so that’s still a lot of factors that led your best customers to purchase. of each dimension. See the table below. activity to track manually. Predictive That said, Predictive Analytics can incorporate far is one thing that enables companies more data to build models that may better predict to scale their ABM efforts, something Fit (quality). which was not possible even a few years ago.” Megan Heuer, VP Research, SiriusDecisions Tier Co. size (x2) Have right CRM (x5) Engagement (x1) Score Company A 10 (x2=20) 8 (x5=40) 10 (x1=10) 70 Company B 3 (x2=6) 1 (x5=5) 0 (x1=0) 11 Company C 10 (x2=20) 2 (x5=10) 5 (x1=5) 35 Company D 10 (x2=20) 10 (x5=50) 7 (x1=7) 77 In this example, Company A and D made the cut. 44