Tiered account list

The named-account roster split by fit and winnability into Tier 1 (15–20 accounts, one-to-one treatment), Tier 2 (~30, one-to-few), and Tier 3 (the rest, one-to-many). Effort descends with tier so a two-person team can cover a whole market, and accounts move up when they start throwing signals.

Source: ITSMA / Bev Burgess ABM practice. The standard three tiers: one-to-one for the accounts that could change the business, one-to-few for strong fits, one-to-many for the rest.

First used in: 1.6 · The account system