Best Practice Report

Using The Forrester Channel ABM Account Prioritization Tool

January 1st, 2018
With contributor:

Summary

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.

Want to read the full report?

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.