Back to Research
Framework & Playbook
Target Account List Framework
Build, score, segment, and prioritize a target account list that every revenue team can stand behind and execute against.
- By
- ForgeX Research
Research summary
The Target Account List Framework takes GTM teams from the Ideal Customer Profile to a ranked, segmented list of accounts placed into the right ABM deployment models. It covers the target account mix, weighted selection variables, cross-functional validation, disqualification criteria, and the common mistakes that destabilize a list.
With this framework & playbook, you can:
- Define a target account mix across net-new acquisition, retention, cross-sell, and upsell.
- Score accounts on fit, relationship depth, engagement, intent, and custom criteria to rank the list.
- Place selected accounts into 1:1, 1:Few, Growth ABM, or Deal Acceleration and govern how they move.
ForgeX Community
Carry the conversation into the ForgeX Community
Join 1,000+ GTM leaders and practitioners comparing notes on what's working. The discussion on this framework & playbook continues in #abm-chat-general.
Questions about this research? Ask an analyst