Zero In On Your Targets What Is An Account Tier? When tiering accounts, you group them by value. Ideal Customer Profile • Geography: North America, Europe, Tier one is made up of the accounts that you have determined to be & APAC most valuable to your company. Tier two has less value and tier three • Size: SMB, Mid-Market, & Enterprise has even less. • Industry: Software, Financial Services, Unlike segmentation, tiering is not as concerned with slimming down and Healthcare the list of firmographic attributes as it is with identifying accounts based • Funding: Yes on value. There are many ways to do this. Some companies tier their • ERP: Yes current customers based on revenue received. Others may tier based on the Fortune 500 companies that are a good fit for their solution. While Tier others tier based on a combination of firmographics and behavioral attributes that suggest a company is most likely to be a more valuable • Size: Fortune 500 customer and behavioral signals that suggest a group of accounts have • Industry: Software, Financial Services, a higher propensity to engage right now. and Healthcare The Complete Guide to Effective ABM Targeting 17