Metrics for ABM: Account Insight
Here are suggestions for the top 5 crucial metrics and key performance indicators (KPIs) to measure progress, success, and failure of ABM Step 2: Account Insight, along with the SMART characteristics for each metric:
Account Research Completeness
Metric: Percentage of completed account research activities based on defined criteria (e.g., business performance, market position, financials).
SMART KPI: Achieve a minimum of 90% completion rate for account research within two weeks of account selection.
Data Accuracy and Validity
Metric: Percentage of accurate and valid data collected during account research.
SMART KPI: Maintain a data accuracy rate of at least 95% across all collected account insights throughout the account research process.
Actionable Insights Identified
Metric: Number of actionable insights discovered through account research.
SMART KPI: Identify a minimum of five actionable insights per account, providing specific recommendations for customized marketing strategies within one month of account selection.
Competitor Analysis Depth
Metric: Extent of in-depth competitor analysis conducted for each account.
