GITNUX MARKETDATA REPORT 2023

Must-Know Account Based Marketing Kpis [Latest Report]

Last Updated: October 31, 2023

Written & Summarized by: Jannik Lindner

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Highlights: The Most Important Account Based Marketing Kpis

1. Account Engagement Score
2. Account Coverage
3. Marketing Qualified Accounts (MQAs)
4. Sales Qualified Accounts (SQAs)
5. Number of meetings set
6. Pipeline Value
7. Average Deal Size
8. Account Retention Rate
9. Account Expansion
10. Customer Lifetime Value (CLV)
12. Win Rate
13. Touchpoint Effectiveness

Account Based Marketing Kpis: Our Guide

Navigating the increasingly essential realm of Account-Based Marketing (ABM) hinges heavily on understanding and measuring the right Key Performance Indicators (KPIs). Our latest report dives deep into the most important KPIs every marketer should track to succeed in ABM. It’s an indispensable guide, offering key insights to unlock the full potential of your ABM strategies and drive exponential business growth.

Account Engagement Score

Measures the level of engagement with target accounts across various marketing channels, such as email opens, website visits, and content downloads.

Account Coverage

Indicates the percentage of target accounts reached through marketing and sales efforts, and can be used to identify gaps in strategy.

Marketing Qualified Accounts

MQAs represent accounts that meet certain criteria and are deemed most likely to buy.

Sales Qualified Accounts

Similar to MQAs, this KPI measures the number of target accounts that have advanced through the sales pipeline and are now considered opportunities.

Number Of Meetings Set

This KPI tracks the number of sales meetings scheduled with identified target accounts.

Pipeline Value

The total potential revenue that could be generated from target accounts in the sales pipeline.

Average Deal Size

The average annual contract value for closed deals.

Account Retention Rate

Measures the percentage of existing customers, within your target accounts, that are retained without canceling or downgrading their contracts during a given period.

Account Expansion

The ability to expand the range of services or solutions within an existing target account.

Customer Lifetime Value

This KPI calculates the total revenue generated from an account over the duration of their relationship with the company.

Return On Marketing Investment

Measures the financial return on ABM efforts by comparing the revenue generated from targeted accounts to the marketing expenses incurred.

Win Rate

The percentage of opportunities with target accounts that result in closed deals.

Touchpoint Effectiveness

This KPI measures the performance of each marketing touchpoint in generating engagement from target accounts.

Frequently Asked Questions

What are the key KPIs to measure the success of Account-Based Marketing (ABM) campaigns?

The key KPIs include target account engagement, target account list growth, marketing and sales funnel conversion rates, deal velocity, and average deal size.

How can Account-Based Marketing KPIs help streamline the marketing efforts for a business?

ABM KPIs provide insights on account engagement, campaign effectiveness, lead conversion, and revenue growth, allowing businesses to make data-driven decisions, optimize marketing and sales efforts, and increase ROI.

Can ABM KPIs help in improving customer relationships?

Yes, by measuring target account engagement and tracking interactions, marketers can identify the most valuable, high-priority accounts and personalize content to create more meaningful, long-lasting customer relationships.

How does tracking deal velocity help in measuring ABM KPIs?

Deal velocity refers to the speed at which a deal progresses from initial engagement to close. Monitoring deal velocity helps identify potential bottlenecks and inefficiencies in the sales process, allowing businesses to optimize their strategies and focus resources on high-priority accounts.

How does measuring average deal size contribute to understanding ABM campaign performance?

The average deal size is critical in evaluating the monetary impact of ABM campaigns. By tracking the value of closed deals within target accounts, businesses can assess the effectiveness of their marketing and sales efforts and optimize their strategies to increase revenue.

How we write these articles

We have not conducted any studies ourselves. Our article provides a summary of all the statistics and studies available at the time of writing. We are solely presenting a summary, not expressing our own opinion. We have collected all statistics within our internal database. In some cases, we use Artificial Intelligence for formulating the statistics. The articles are updated regularly. See our Editorial Guidelines.

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