Best Practice Report

Using The Forrester Channel ABM Account Prioritization Tool

January 1st, 2018
With contributor:


When suppliers and partners come together to prioritize enterprise accounts for account-based marketing (ABM) in the channel, they must evaluate factors across three indices — opportunity, achievability, and cooperation — that provide the stability and support of a balanced approach. In this report, we describe how to apply the Forrester Channel ABM Account Prioritization Tool to help identify large accounts that are suitable for a supplier and partner to pursue together.

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