12 essential ABM metrics and KPIs to measure success | TechTarget
Summary
ABM is a highly targeted approach that focuses on engaging and building relationships with specific high-value accounts, rather than casting a wide net across a broader market. For example, marketing teams can assess the ROI of their ABM programs using metrics such as customer lifetime value, average deal size and revenue generated from target accounts. It helps evaluate the effectiveness of ABM strategies in accelerating the sales cycle and shortening the time it takes to convert target accounts into customers. Churn rate helps identify potential issues or gaps in the various ABM efforts and enables proactive measures to retain and nurture accounts. It calculates the average time it takes to progress from one stage to another and helps identify bottlenecks or areas of improvement in the sales process that might benefit from additional ABM support.
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