Account segmentation is the process of differentiating the best-fit customers in your Tier 1, 2, and beyond based on the ICPs you've developed.
When you organize your list of target accounts, it’s essential to segment accounts by key characteristics—potential to convert, highest revenue, engagement, model fit—so that your teams understand which are the highest priority.
As you go through the tiering process, you identify your highest priority accounts (Tier 1), medium priority accounts (Tier 2), and low priority accounts (Tier 3). These accounts are visualized using a pyramid—with fewer Tier 1 accounts at the top and a larger amount of Tier 3 accounts at the bottom.
Tier 1 accounts represent the best opportunities for your business, and should receive top-notch attention from Sales and Marketing, with top sales reps assigned to the account and the buyers within the account.
Marketing and Sales work together to create custom touch points for the company. As the accounts at the top represent large potential deals, vendors invest a significant amount of time and resources into building these relationships.
Tier 2 accounts meet many requirements of your ICP—but not necessarily all of your defined characteristics or levels of engagement. These accounts may have a lower lifetime value or lower spend potential with your business than Tier 1 accounts.
They will not receive the same level of customization and priority as Tier 1 accounts, but they still should receive multiple touchpoints and campaigns targeted at them.
Tier 3 accounts display characteristics of your ICP, but not as many as Tier 1 and Tier 2. They are worth paying attention to and pursuing, but not with the same effort as the higher priority accounts.
According to the State of Account Based Revenue Engine report, companies that implement ABM achieve 99% higher engagement with target accounts, 80% improved win rates and 73% larger deal sizes. But these strong performances hinge on teams executing ABM properly—and segmentation is a key component of doing it right.
With traditional forms of marketing, teams experienced a problem that looked like:
Marketing thought it was collecting plenty of great leads, but at the handoff to Sales, many leads fell out of the funnel. With ABM and account tiering, Sales and Marketing have an aligned funnel so both teams are approaching prospecting and prioritizing together, looking more like this:
When Marketing and Sales work together on ABM qualification, fewer leads or prospects accounts fall out of the funnel. As accounts move down the funnel by engaging with the vendor, Marketing and Sales can work on tiering or segmenting potential customers. The process of segmentation helps answer questions like:
When you look for revenue in the right place, you’ll achieve larger deals, faster sales cycles, and better win rates.
There are a number of ways you can approach segmentation depending on factors that impact an account’s likelihood to purchase your product.
When creating a scoring methodology, consider the following factors:
Depending on the account’s overall fit with your ICP, they are assigned Tier 1, Tier 2, or Tier 3.
As you score your prospects, you can refine the key factors that delineate one tier from another.
When teams start their ABM approach, they’ll need to agree upon how many accounts fall within each tier. This will vary dramatically across organizations but will largely depend on the above factors and will change as your company scales.
Ultimately, this is about optimizing your process as you build relationships with your target accounts. At the end of the day, teams will need to research each accounts’ challenges and identify how your product can remedy those problems.
When it comes to tiering accounts, it’s most effective to use a variety of data. With different types of data, you can assign a weight to the different factors used to tiered accounts.
A company’s basic profile can be described using firmographic data—like geographic region, number of clients, employee count, type of organization, industry, and annual revenue.
Firmographic data is a decent starting place for achieving a basic understanding of a company, but to really understand an account, teams need to dig deeper.
Technographic information shows what technology accounts use. This allows marketers to create more effective messaging for campaigns and salespeople to understand how the technology they’re selling fit into an account’s existing tech stack.
Some tools show when an account adds new technology that complements their own and when an account drops competing technology. They don’t, however, give companies context about how technology is used by an account.
This type of data is generated and stored when an account interacts with your business. It tracks website visits, emails sign-ups, calls and more. Using this data, teams can see how accounts are engaging with content and where they are at in the funnel.
If an account is engaging with your business, this should grab your attention because certain events (i.e. reading a case study) mean that the account is getting closer to their decision. Engaged accounts should be top-priority over accounts who may be a better profile fit, but are showing little activity.
Intent data can be first-or third-party. This type of data shows the type of content an account is consuming and whether or not an account is interested in purchasing a product or signing up for a purchase.
Contextual data can show companies how accounts are using technology, how much they’re spending on it, when their contracts with other vendors expire, and more.
As you examine companies with a contextual lens, teams can evaluate questions like:
For more details on how to put this data into practice, read How to Use Account Based Intelligence To Select Tier 1 ABM Accounts.
At Intricately we collect contextual data about how accounts use cloud products like cloud security, hosting, and content delivery. This actionable data also includes events such as when companies start or stop using these products, at what rate they’re using them, how much they’re spending on them, and more.
With Intricately’s Chrome extension, get access to spend intelligence, category spending, and more. See into which products a company is using, where their digital footprint is located geographically, how it changes over time, and the amount of traffic being delivered or consumed.
With this contextual data, you sales and marketing teams can make intelligently customized pitches to your Tier 1 and Tier 2 accounts.
Account based marketing (ABM) is founded on tight alignment between marketing and sales. Together, they pursue the best-fit and most valuable accounts with shared plays.
To focus on the highest quality opportunities, teams are selective with who fits their ICP, who they will target first with customized content, and when is the best timing.
Aligned marketing and sales teams develop extremely customized ways to target Tier 1 accounts, focused ways to target Tier 2 accounts, and loosely personalized ways to target Tier 3 accounts.
When your top talent in your organization is pursuing your top accounts, you’ll be able to cultivate the trust and relationships that enterprise sales are built on.