Evaluate Your Account-Based Landscape Example Inputs Outputs • Active customers Account Name Industry Size Geography Annual Revenue Technographics Founding • Accounts that have been Account 1 Software Enterprise US $50-100 M ERP Public customers for over two years • Customers with a churn score Account 2 Financial Services SMB US $5 M ERP Series A over 7 (on a scale of 1 - 10 with 10 Account 3 Software Mid-Market US $15 M ERP Series C being best) • Customers with 80% feature Account 4 Software SMB APAC $10 M No ERP Series A adoption Account 5 Healthcare SMB US $50 - 100T No ERP Self-funded Analysis Ideal Customer Profile The majority of accounts on this best customer list are • Geography: US U.S.-based SMB companies that have been venture • Size: SMB funded, have ERP, are in the software industry, and have • Funding: Yes over five million in annual revenue. Companies that fit this profile make up your ICP. • ERP: Yes • Annual Revenue: Over five million The Complete Guide to Effective ABM Targeting 11