ABM Account Scorecard

Prioritize strategic accounts using fit, timing, buying-committee coverage, and evidence-backed signals.

Score the account, not one contact

Assess a named account against your ICP, active timing, stakeholder coverage, and relevant signals. Add evidence notes for each score. Buying-committee coverage reflects whether relevant roles are mapped and engaged, not simply the number of contacts in a list.

Choose explicit priorities

Each dimension is scored 0–100. The total is a normalized weighted mean; adjust weights to reflect your account strategy. Review dimensions below 50 before assigning outreach effort. These scores compare your own judgments and are not externally verified account intelligence.

Turn priorities into coverage

Use the territory planner to check whether the team can give priority accounts the attention they need. Use a deal scorecard once a real opportunity exists. A well-fitting account without current timing may deserve monitoring rather than an immediate campaign.

Next steps