Wednesday Wisdom: Boost Financial Performance with ABM (An Article)

saraboostani

In our report Doing One Thing and Measuring Another, we found that organizations that adopt an account-centric approach tend to perform better financially. In this paper, The Impact of ABM and Measurement on Companies' Financial Performance, we examine additional factors specific to how and what an organization measures and how measurement practices also impact financial performance. Here’s one takeaway: ABM-centric measures have a stronger association with better financial performance than traditional measures (MQLs, leads, etc.) do.

https://6sense.com/resources/pdfs/the-impact-of-abm-and-measurement-on-companies-financial-performance#page=1

saraboostani

For those who liked this research and report, we are currently working on another round of data collection to see what has changed from last year. Please consider being apart of it! This year's survey takes about 7 minutes and we'll create a report just like this one with the results.

Click here to take part in the anonymous survey 📝 How does your marketing organization assess its contribution to the production of revenue?

Kerry

This was really fascinating. The probability of finding relationships between relatively small practices and a company's financial performance is pretty low, but that's exactly what we found. Measure and incentivize ABM practices properly and the company performs better.

So, will it work that away still this year? Please take a few minutes to let us know what you do the challenges you're facing.

Rachel Zerilla

All our Revheads should take this survey! Can't wait to see the results :)