| ABM | Account-Based Marketing. |
| AFT | Account Funnel Tracker. The Account Funnel Tracker keeps track of an account's progress through the ABM funnel. In Salesforce terms, the tracker is a standalone object, but a related list for the AFT is placed on the Account page layout to facilitate reporting. |
| AFR | Account Funnel Record. The AFR stores and relays information from your Account Funnel Tracker. It is located on the Account page layout. |
| Attributed Pipeline | Potential revenue from your Pipeline, broken down to show what percentage is attributed to Target Accounts and Non-Target Accounts. |
| Average Deal Size | The number of deals within a specified time frame divided by the total revenue within that same time frame. Comparing Average Deal Size for Target Accounts against Non-Target Accounts can help measure the value of your Account-Based Marketing. |
| Buying Group | The key decision-making contacts at a Target Account, as defined by your company. Buying Group contacts are typically the people at a Target Account whose opinions and input can make or break a purchase decision. |
| Detected Account | A Target Account that has not yet filled out a form on your website, but whose online behavior (as identified by your Intent Provider) indicates that they're interested in what you're selling. Also called an Account Showing Intent. |
| Engaged Account | A Target Account with at least one contact who has filled out a form on your website or otherwise exceeded your company's threshold for engagement. |
| Intent Provider (IP) | Intent Providers use proprietary technology and algorithms to identify potential customers based on online behavior. Examples of IPs include 6Sense, Bombora, and DemandBase. |
| Non-Target Account | An account that does not meet your company's criteria to target with Account-Based Marketing. |
| Pipeline | All Opportunities that are currently open, i.e. not yet closed-won or closed-lost. |
| Prioritized Account | A Target Account with one or more contacts that have progressed individually to the MQL stage. |
| Qualified Account | A Target Account that has attained MQL status at the account (rather than individual) level. |
| Target Account | An account that your company is choosing to target with Account-Based Marketing. As a best practice, Target Accounts are determined collaboratively by Marketing and Sales, using a standardized set of criteria designed to identify which prospective customers are the best fit for your company. |
| Target Account Revenue | All closed-won revenue within a specified period of time that can be attributed to Target Accounts. |
| Target Account Win Rate | The percentage of your Target Accounts that go on to become customers. |
| Targeted Won Revenue | All closed-won revenue that can be attributed to campaigns that drove Target Accounts to progress through the funnel. Unlike Target Account Revenue, which looks at which accounts brought in money, Targeted Won Revenue looks at which campaigns influenced those accounts. |
| Total Revenue | All closed-won revenue for your company within a specific time frame. |
| Win Rate | The percentage of all accounts (not just Target Accounts) that go on to become customers. Can be compared with Target Account Win Rate to help measure the success of your Account-Based Marketing. |
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