Zero In On Your Targets Example Inputs • Opportunities that closed in the past twelve months Outputs Account Name Days in Sales Cycle Industry Size Geography Annual Revenue Technographics Founding Account 1 238 Software Enterprise US $50-100 M ERP Public Account 2 67 Financial Services SMB US $100 - 500 T ERP Series A Account 3 149 Software Mid-Market US $1 -5 M ERP Series C Account 4 76 Software SMB US $50 - 100 T ERP Series A Account 5 156 Healthcare SMB US $50 - 100T ERP Series B The Complete Guide to Effective ABM Targeting 20