f t based thinking oun art 2c The benefits of PThe rise oac account based thinking Our Clear & Complete Guide to ABM outlines the industry’s consensus on the benefits of an account based approach. We won’t repeat it here… but we will summarize it: Efficiency Acceleration Customer experience It focuses time and resources Deals proceed faster when you It delivers the consistently on accounts most likely to drive coordinate efforts around them. relevant experience that revenue. customers demand. Alignment Big wins It tightly integrates your sales Account penetration and The deal sizes are bigger. and marketing teams. expansion It guides intelligent account Close rates Sales excellence expansion at existing customers. It increases the quality of your It enables the challenger sale. biggest opportunities. Not a bad business case! 11