ABM Account Tier Framework

Use this framework to segment your target accounts into tiers that determine the level of investment, personalization, and resources each account receives.

Account Scoring Criteria

Score each account across these five dimensions. Use a 1-5 scale for each.

Dimension	1 (Low)	3 (Medium)	5 (High)	Weight
ICP Fit	Partial match on 1-2 criteria	Matches 3-4 ICP criteria	Perfect ICP match (industry, size, tech, geo)	30%
Intent Signal	No detected intent	Researching category on review sites	Active buying signals (pricing page, demo request, G2 comparison)	25%
Strategic Value	Standard deal size potential	Above-average deal potential or logo value	Flagship logo, large deal, or expansion potential	20%
Relationship	No existing contacts or history	Some prior engagement or warm connections	Champion identified, prior customer, or executive relationship	15%
Timing	No known timeline or budget cycle	Fiscal year aligns within 6 months	Active evaluation, budget approved, or contract expiring	10%

Tier Definitions

Calculate the weighted score and assign tiers using these thresholds.

Tier	Weighted Score	Account Count	Campaign Type	Resource Allocation
Tier 1	4.0 - 5.0	10-25 accounts	1:1 personalized campaigns	Dedicated AE + SDR + marketing support
Tier 2	3.0 - 3.9	25-75 accounts	1:few industry-based campaigns	Shared SDR coverage + targeted marketing
Tier 3	2.0 - 2.9	75-200 accounts	1:many programmatic campaigns	Automated sequences + digital ads
Below threshold	< 2.0	Excluded	Not targeted	No dedicated resources

Tier-Specific Treatment Matrix

Activity	Tier 1	Tier 2	Tier 3
Account research depth	Full company + buying committee mapping	Key contacts + company overview	Automated firmographic enrichment
Email personalization	Custom per contact	Industry-specific templates	Persona-based templates
LinkedIn outreach	Personal connection + content engagement	Connection request + 1 follow-up	No LinkedIn outreach
Direct mail	Custom gift ($50-150)	Branded swag ($15-30)	None
Digital ads	Account-specific ad creative	Industry-specific ad creative	Broad ICP-targeted ads
Content	Custom landing page per account	Industry landing pages	Standard product pages
Executive involvement	VP/C-level outreach for Tier 1 accounts	Director-level outreach if engaged	None
QBR/check-in frequency	Monthly pipeline review	Quarterly review	No scheduled review

Scoring Worksheet

Copy this table and score your target accounts.

Account Name	ICP Fit (1-5)	Intent (1-5)	Strategic Value (1-5)	Relationship (1-5)	Timing (1-5)	Weighted Score	Tier
Example Corp	5	4	4	3	5	4.35	Tier 1

Weighted score formula: (ICP Fit x 0.30) + (Intent x 0.25) + (Strategic Value x 0.20) + (Relationship x 0.15) + (Timing x 0.10)

Review Cadence

• Weekly: Review Tier 1 accounts for engagement changes and pipeline movement.
• Bi-weekly: Review Tier 2 accounts for promotion to Tier 1 or demotion to Tier 3.
• Monthly: Re-score all accounts and adjust tiers. Add new accounts that meet the minimum threshold. Remove accounts that have been disqualified.
• Quarterly: Review the framework criteria and weights with sales and marketing leadership. Adjust based on what is actually predicting closed-won deals.