Build a Centralized Account Intelligence Center Step 1: First, you will want to identify the firmographic, intent, relationship, and engagement data you want to track at an account level. For example: Fit • Industry • Company Size Intent • Medical Record Management • Medical Documentation • Medical Billing Relationship • *Score Engagement • Pageviews • Campaign Responses • **Last Engagement Spike * Sigstr provides a score from their relationship algorithm. ** An engagement spike is a meaningful increase in the number of visitors and page views from a specific account based on the number of employees at that account. The Complete Guide to Effective ABM Targeting 29 29