Account depth

The second axis of relationship coverage: within a single account, how strong and how senior is the warmest live relationship? Two accounts at the same scoreboard stage can be very different businesses — “met the digital manager once” versus “the CEO texts the founder directly.” Tracked per account (warmest contact, role, warmth) for every account past aware; when two accounts sit at the same stage, work the deeper one first.

Source: Bev Burgess’s ABM coverage model (ITSMA). Depth — how senior and how warm your warmest relationship is inside an account — is the second axis of coverage, alongside breadth.

First used in: 1.7 · The coverage scoreboard