Zero In On Your Targets What Is An Account Segment? You can segment your accounts similar to how you Ideal Customer Profile built your ICP, through firmographic, environmental, • Geography: North America, Europe, & APAC and behavioral attributes. • Size: SMB, Mid-Market, & Enterprise The difference is that when building your ICP you were looking for all • Industry: Software, Financial Services, the attributes that make up your best customers and when you segment and Healthcare you are looking for the attributes that suggest a group of accounts • Funding: Yes may respond to particular messaging, products, or features better. A • ERP: Yes segment can also be based on behavioral signals that suggest a group of accounts have a higher propensity to engage right now. Segment The example to the right shows how an ICP can include multiple • Geography: US geographies, company sizes, and industries, whereas the segment • Size: SMB has been refined to just target a single geography, company size, • Industry: Software and industry. • Funding: Yes • ERP: Yes The Complete Guide to Effective ABM Targeting 16