3 good reasons to apply metrics to ABM

By?understanding your stakeholders, you can?identify the most powerful?metrics?and demonstrate the impact of your ABM programme. Unfortunately, metrics can get forgotten as more urgent issues take priority. Here’s a reminder of the top three reasons you should invest time in ABM metrics.

1. You’ll have a common language with sales

Metrics provide a shared language to communicate with core stakeholders across your organisation. If you want to align with the sales and account teams, ABM metrics offer the common ground you need to make that happen.?

2. You can grow your ABM programme?

Using metrics to highlight the success of your ABM programme can accelerate progress, secure more budget and raise your profile.?Statistical evidence that your programme is having a positive impact will motivate your stakeholders and?embed ABM into your organisation’s DNA.

3. You can prove your worth

Ultimately ABM metrics?will demonstrate the impact of your programme.??By identifying metrics which are aligned to your organization’s strategy?you should?accelerate traction?for your approach internally.?

If you would like to know more about how best to apply metrics to your ABM programme,?please get in touch with?[email protected]?or visit?www.inflexiongroup.com.?

About the author

Stephanie Deane is a Senior Consultant with Inflexion Group. She has 15 years’ experience across IT, Telecommunications and Professional Services; holding senior marketing positions at Deloitte, as Head of Account Based Marketing, and?O2 Telefonica, as Head of Account & Sector Marketing.