Sangram shares how one customer is running 500 1:1 ABM campaigns & their plans for ABM 2.0.
He share tactical ways teams can approach measuring the effectiveness of their ABM efforts:
1) Sales & Marketing both have to be involved in the account selection
2) A formula for creating leveled tiers of accounts, including opportunities for quick-wins
3) Look for expansion opportunities within current accounts & chances to reuse plays from new customer acquisition efforts
Check out the article on the Terminus blog for more info (and a template for reporting on your ABM funnel):