Framework & Playbook
Cross-functional Collaboration Framework
Run ABM as a shared operating model across marketing, sales, customer success, product, RevOps, and executives with clear roles and communication.
- By
- ForgeX Research
Research summary
This framework defines the collaboration flywheel, a standardized operating model that sets roles, responsibilities, and SLAs for every GTM function involved in account-based programs. It shows how collaboration matures from Crawl to Run, how sales partnership depth differs between Enterprise ABM and Growth ABM, and how to build an internal communication strategy matched to each audience.
With this framework & playbook, you can:
- Map every GTM function and role that contributes to your account-based strategy and assign clear responsibilities.
- Calibrate how deeply ABM partners with BDRs, AEs, and sales leaders based on the deployment model in use.
- Design an internal communication plan with the right updates, forums, and detail level for executives, team leaders, and contributors.
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