Build a Centralized Account Intelligence Center Once you’ve built your first account lists and run a few pilot programs, you will want to start looking to scale your program from two perspectives: one that looks at how many accounts you want to target, and one that looks at the types of account data you are or will be using. To do this you‘ll need to gather new types of account intelligence - but that’s just half the battle. Just having the data is not enough: it’s critical to have a process outlined for ingesting the data and making it actionable. We’ll show you how to do that, but first let’s look at the different types of account intelligence you can use. The Complete Guide to Effective ABM Targeting 23 23