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.