Account based marketing (ABM)vskpi-struktur

Account Based Marketing (ABM) focuses on targeting and engaging specific high-value accounts with personalized marketing efforts, making it critical to define and track KPIs that reflect account-level engagement, pipeline influence, and revenue impact rather than broad, volume-based metrics. The KPI structure (kpi-struktur) in ABM must therefore be tailored to measure metrics such as account penetration, engagement depth, deal velocity, and account progression through the sales funnel. This alignment ensures marketing and sales teams can evaluate the effectiveness of ABM campaigns in driving meaningful business outcomes at the account level, enabling data-driven optimization of resource allocation and messaging strategies. Without a well-defined KPI structure that captures these nuanced account-centric metrics, ABM efforts risk being mismeasured or undervalued, undermining strategic decision-making in marketing and digital initiatives.