What is ABM?#
Account-Based Marketing (ABM) focuses your marketing and sales efforts on specific high-value target accounts rather than casting a wide net. AutomateNexus CRM keeps your target account list under CRM → ABM.
Target Account Tiers#
Organize accounts into three tiers based on strategic importance:
- Tier 1 — Strategic — Your highest-value targets receiving fully personalized campaigns
- Tier 2 — Target — Important accounts receiving semi-personalized outreach
- Tier 3 — Scale — Broader set of accounts receiving automated campaigns
Click Add Target Account and enter the company name, its domain, its industry and its tier. The list can be searched and filtered by tier and by status.
Buying Committee Tracking#
For each target account the detail view lists the buying committee — the people you are working with at the account — with each member's name and role and whether they are Engaged or Not Engaged. The Buying Contacts card at the top of the page totals them across all accounts.
Engagement Scoring#
Each account carries an engagement score from 0 to 100, shown as a bar in the Engagement column and as a percentage in the account's detail view. The Avg Engagement card averages it across your target accounts.
Account Status#
Track each account through the ABM lifecycle:
- Identified — Identifying and researching the account
- Engaged — Active communication with committee members
- Opportunity — A deal has been created
- Customer — Account has been won
Change an account's tier or status from its detail view. The Pipeline column and the Open Pipeline card show the value of open deals for accounts that are linked to a customer record; accounts without a linked customer show a dash.
Campaigns#
The table also shows each account's campaigns and last activity. From the account detail view, Open Campaigns takes you to the Marketing Campaigns page to run your outreach.