3 - Planning and Achieving

This dashboard helps you make smart planning decisions for an ambitious but attainable ABM strategy. It also shows you where you can optimize that plan as you go. It contains 18 components, each of which provides valuable insights.

Note: By default, the date range reflected in these components is All Time. You can also select This Fiscal Year or Last Fiscal Year by using the filter at the top of the dashboard.

Total Target Accounts

Total Target Accounts gives you a high-level overview of how many target accounts you have and where they are in your ABM funnel.

The number in the center of the circle chart indicates the total number of target accounts being tracked in your ABM funnel. The colored sections of the chart break the target accounts down according to the stage they’re currently in: Targeted, Detected, Engaged, Prioritized, Qualified, or Pipeline.

Typically, the largest segment of this chart will represent the Targeted stage. This is because it is a pre-funnel stage — basically, your Targeted accounts are the accounts you want to target, but it’s only when they reach the Detected stage that there’s an indication that they might be interested.

Report Name: Accounts by Stage

Report Type: Accounts with Account Funnel Trackers

Average Deal Size

Average Deal Size shows you how much your average target account deal is worth relative to your goal.

In this example, we can see that the company is hoping to bring in $100k per deal with each target account. At the moment, they’re bringing in only $37k per deal. This means there’s room for improvement.

Report Name: ABM: Avg Deal Size (Target Accts)

Report Type: Opportunities

Target Account Revenue

Target Account Revenue measures how far you’ve progressed toward your overall goal for revenue attributable to target accounts.

In this example, the revenue goal for target accounts is $1M. So far, target accounts have brought in $441k in revenue — just short of half their goal.

Report Name: ABM: Avg Deal Size (Target Accts)

Report Type: Opportunities

Won % and Won Velocity

Won % reflects the percentage of target accounts that have become closed/won deals.

Won Velocity reflects the average number of days it takes for a target account to reach closed/won.

Report Name: ABM Conversion — Sales

Report Type: Accounts with Account Funnel Trackers

Detected Account Volume and Detected Conversion %

Detected Account Volume shows you how many target accounts have progressed to the Detected stage relative to your goal. In this example, 76 target accounts have made it to this stage, which leaves 24 more in order to reach the goal of 100 Detected target accounts.

Detected Conversion % is the overall percentage of target accounts that have progressed to the Detected stage.

Taken together, these two components tell us that 76 target accounts have attained the Detected stage, and that these 76 accounts make up 32.8% of all target accounts.

Report Name: ABM Conversion

Report Type: Accounts with Account Funnel Trackers

Engaged Account Volume & Engaged Conversion %

Engaged Account Volume shows you how many target accounts have progressed to the Engaged stage relative to your goal. In this example, 47 target accounts have made it to this stage, which leaves 53 more in order to reach the goal of 100 Engaged target accounts.

Engaged Conversion % is the overall percentage of target accounts that have progressed to the Engaged stage.

Taken together, these two components tell us that 47 target accounts have attained the Detected stage, and that these 47 accounts make up 20.3% of all target accounts.

Report Name: ABM Conversion

Report Type: Accounts with Account Funnel Trackers

Prioritized Account Volume & Prioritized Conversion %

Prioritized Account Volume shows you how many target accounts have progressed to the Prioritized stage relative to your goal. In this example, 29 target accounts have made it to this stage, which leaves 71 more in order to reach the goal of 100 Prioritized target accounts.

Prioritized Conversion % is the overall percentage of target accounts that have progressed to the Prioritized stage.

Taken together, these two components tell us that 29 target accounts have attained the Prioritized stage, and that these 29 accounts make up 12.5% of all target accounts.

Report Name: ABM Conversion
Report Type: Accounts with Account Funnel Trackers

Qualified Account Volume & Qualified Conversion %

Qualified Account Volume shows you how many target accounts have progressed to the Qualified stage relative to your goal. In this example, 8 target accounts have made it to this stage, which leaves 92 more in order to reach the goal of 100 Prioritized target accounts.

Qualified Conversion % is the overall percentage of target accounts that have progressed to the Qualified stage.

Taken together, these two components tell us that 8 target accounts have attained the Qualified stage, and that these 8 accounts make up 3.4% of all target accounts.

Report Name: ABM Conversion
Report Type: Accounts with Account Funnel Trackers

Conversion Metrics

Detected to Won % is the percentage of Detected target accounts that go on to become closed/won deals.

Engaged to Won % is the percentage of Engaged target accounts that go on to become closed/won deals.

Prioritized to Won % is the percentage of Prioritized target accounts that go on to become closed/won deals.

Qualified to Won % is the percentage of qualified target accounts that go on to become closed/won deals.

Pipeline to Won % is the percentage of target accounts that go on to become closed/won deals once they’re in the pipeline.

Report Name: ABM Conversion Metrics

Report Type: Accounts with Account Funnel Trackers