The Problem

In B2B, not all accounts are created equal. Some accounts have much more revenue potential than others. Others have a much higher propensity to buy than the average account. The days of marketing to a market and generating leads are over. To grow revenue faster than your industry, and competitors, requires marketing to specific accounts and generating opportunities for the sales team.


The Solution

  • Ideal customer profiles
  • Customer acquisition cost by product
  • Customer lifetime value by product
  • Account potential
  • Account scoring
  • Propensity to buy formula by product


With this phase completed, it is time to move on to Phase 3: Buyers.