Relationship-scored target account list
Rank your target accounts by how warm your best path in is, not just by firmographics.
ABX playsPlay 09
When to run it
During annual or quarterly territory planning.
How to run it
- 01Start from your ICP-fit account list.
- 02Score each account on the strength of its best relationship path.
- 03Combine fit score and relationship score into one ranking.
- 04Assign the warmest high-fit accounts first.
Pro tip
Fit tells you who to sell to; relationship strength tells you who to sell to first.
Run this play at scale with The Swarm, which maps your company's network and finds the warmest path into any account.
More abx plays
PLAY 10
Warm-path territory design
Assign accounts to the reps and teams who actually have relationships there.
Read the play →PLAY 11
Network-overlap ABM
Pick account-based marketing targets where your network overlaps most with the buying group.
Read the play →PLAY 12
Stalled deal rescue
Find new warm paths into deals that have gone quiet.
Read the play →