Ideal Customer Profile
Before you can start your account selection process, you will need to define your 'ideal customer profile', as you will use this to identify the accounts that are suitable for your ABM programme.
There are several parts to building your ideal customer profile:
Firmographics: basic data for the account
no. of employees
Technographics: the technology requirements for your ideal accounts. What technology or software should the the ideal account be running (e.g. servers, marketing automation platform, CRM or specific software solution).
Sociagraphics: the account’s issues and challenges, their priorities and the opportunities related to the ideal account and account intent (behavioural data related to accounts - see next chapter).
Practical Tip:
Sales can provide you with a lot of the information you need to define your Ideal Account Profile - this is why Sales & Marketing collaboration is so important.
Ideal Customer Profile Template
Use this simple template to create your Ideal Customer profile:
Download template by clicking image
