Master ABM KPIs: Top ABM Metrics for B2B Marketers

Lidia Vijga

“We implemented ABM six months ago, but I still can’t figure out if it’s working.” As a director of marketing, if this statement resonates with you, you’re not alone. Measuring Account-Based Marketing ROI continues to puzzle even seasoned B2B marketers. However, identifying and tracking the right ABM KPIs is essential for determining what’s moving the needle on your most valuable target accounts.

This article will define the most widely used ABM KPIs, from Customer Lifetime Value (CLV) to Product Usage Rate. You’ll learn tangible ways to measure ABM success at every campaign stage, improve visibility between teams, calculate conversion rates, and fully optimize your ABM strategy.

KEY TAKEAWAYS

  • Align ABM KPIs with company goals and customer needs. The most effective ABM KPIs reflect your company’s objectives and customer insights. Focus on the metrics that matter most.
  • Monitor account engagement rate. This measures how your target accounts interact with your brand. Higher engagement signals your ABM campaigns are resonating.
  • Reduce customer acquisition cost. Analyze marketing spend versus new customers acquired to optimize budget allocation. Lower acquisition costs can boost profitability.
  • Shorten the sales cycle. A long sales cycle limits growth potential. Identify delays and bottlenecks, then streamline the sales process through better lead nurturing.
  • Increase Customer Lifetime Value (CLV). Calculate CLV to quantify revenue potential per customer. Use CLV data to retain high-value accounts and maximize account expansion opportunities.
  • Improve customer satisfaction scores. Dissatisfied accounts lead to churn. Regularly survey customers to understand pain points. Address issues to strengthen loyalty.
  • Track marketing influenced pipeline. Measure the pipeline impact of your ABM programs versus other lead sources. This identifies the revenue value delivered by ABM.
  • Monitor campaign conversion rates. The percentage of target accounts converted demonstrates campaign effectiveness. Analyze data to optimize campaigns for higher conversions.
  • Review account coverage. Determine what percentage of your target accounts are actively engaged through campaigns. Wider coverage means more opportunities to convert accounts.
  • Leverage intent data. Identify accounts showing buying signals to focus ABM resources on hot leads. Intent data helps engage the right accounts at the right time.

ABM KPIs vs Traditional KPIs

ABM KPIs are the yardsticks that measure the effectiveness of your Account-Based Marketing efforts, just as a watchmaker uses tiny instruments to calibrate the precise movement of a timepiece.

Unlike traditional marketing, Account-Based Marketing isn’t a numbers game – it’s a precision play.

While traditional KPIs focus on metrics like total leads or click-through rates, ABM KPIs shift the focus to the quality of account engagement and the depth of relationships. We’re not just tracking leads; we’re measuring the depth of engagement, the quality of interactions, and the strength of relationships.

You could say ABM KPIs vs Traditional KPIs is a little like comparing apples and oranges, or more aptly, comparing a sniper rifle to a shotgun. They’re both effective in their own way, but serve different purposes.

Optimizing Account-Based Marketing Campaigns with ABM KPIs

One of the greatest advantages of ABM KPIs is their direct applicability to campaign optimization. With the right ABM KPIs, we’re not just shooting in the dark; we’re making calculated moves.

Understanding the reach and engagement of your personalized content or measuring the response to your multi-channel campaigns can provide actionable insights to optimize your strategy in real-time.

The advent of Account-Based Marketing software has transformed this process into a precise science, where every move is informed, measured, and analyzed. It’s akin to using a state-of-the-art GPS instead of an old map.

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The Role of Account-Based Marketing Software in KPI Tracking and Analysis

Account-Based Marketing software isn’t just a tool; it’s your trusty sidekick. With the power to track and analyze KPIs at your fingertips, you can glean insights from a multitude of data points. Account-Based Marketing software like DeckLinks can help you identify which accounts are engaging with your content, track account-level engagement, and measure campaign performance across different channels.

Accurate measurement and interpretation of ABM metrics and KPIs is an art and a science. To master it, you need to delve into the finer details. For instance, you may need to look beyond surface-level engagement and analyze the quality of interactions. Or perhaps, understand how different stakeholders within an account interact with your content. Using ABM-specific software can significantly simplify tracking and interpreting these KPIs, providing you with insights at your fingertips.

ABM KPIs List

Category ABM KPI KPI Description
Engagement Account Engagement Rate Measures the level of interaction of target accounts with your brand's content or platform.
Engagement Content Engagement Evaluates the effectiveness of the content by measuring the time spent, downloads, shares, comments, likes, etc.
Engagement Email Engagement Tracks the open rates, click-through rates, and response rates of your ABM emails.
Campaign Performance Target Account Reach Measures the number of target accounts successfully reached by your Account-Based Marketing campaigns.
Campaign Performance Account Touchpoints Tracks the number of interactions (touchpoints) made with each target account.
Campaign Performance Campaign Response Rate Measures the response rate of Account-Based Marketing campaigns.
Campaign Performance Campaign Conversion Rate Measures the percentage of target accounts that have been converted through a particular ABM campaign.
Sales Sales Cycle Length Measures the average time it takes to close a deal with a target account.
Sales Opportunity Win Rate Tracks the percentage of sales opportunities that resulted in a win.
Sales Deal Size Evaluates the average size or value of the deals closed with target accounts.
Financial Pipeline Value The total value of opportunities in the sales pipeline.
Financial Return on Investment (ROI) Measures profitability of the ABM efforts.
Financial Cost per Opportunity Measures the cost incurred to generate each sales opportunity.
Financial Customer Acquisition Cost Quantifies the total cost of acquiring a new customer.
Retention and Expansion Customer Retention Rate Tracks the percentage of target accounts that remain customers over a given period.
Retention and Expansion Customer Expansion Measures the growth in revenue from existing customers through upselling or cross-selling.
Retention and Expansion Net Promoter Score (NPS) Evaluates customer loyalty and satisfaction.
Operational Data Completeness Measures the completeness of data for each target account.
Operational Data Accuracy Evaluates the accuracy of the data collected for each target account.
Operational Account Coverage Measures the percentage of target accounts that the sales and marketing teams are actively engaging.
Customer Success Customer Lifetime Value (CLV) The total revenue you can expect from a customer during their relationship with your business.
Customer Success Customer Satisfaction (CSAT) Score A measure of how products and services supplied by your company meet or surpass customer expectation.
Customer Success Customer Churn Rate The percentage of customers that stopped using your company's product or service during a certain time frame.
Product Usage Product Usage Rate The extent to which your customers are using your product, especially relevant for software and SaaS companies.
Product Usage Feature Adoption Rate The rate at which new features are being adopted by your existing users.
Sales and Marketing Alignment Marketing Qualified Accounts (MQAs) The number of accounts deemed more likely to become a customer compared to other leads, based on criteria set by the sales and marketing teams.
Sales and Marketing Alignment Sales Accepted Accounts (SAAs) The number of MQAs accepted by sales to be entered into the sales pipeline.
Brand Perception Brand Awareness A measure of how many target accounts recognize your brand.
Brand Perception Brand Perception How your brand is viewed by target accounts, usually measured through surveys.

Learn how to maximize your ROI with our comprehensive Account-Based Marketing guide. Discover the most effective strategies and tactics for increasing revenue.

Account Engagement Rate

What is Account Engagement Rate?

Account Engagement Rate is a metric that quantifies the level of interaction between your target accounts and your brand’s content or platform. It measures the proportion of active engagement (such as likes, comments, shares, etc.) relative to the total reach or audience size of your account.

To better understand your Account Engagement Rate KPI ask yourself these questions:

  • What is our current Account Engagement Rate for our ABM campaigns? Understanding your current engagement rate can help you identify areas for improvement.
  • Which types of engagement are most common among our target accounts? This could include email opens, content downloads, webinar attendances, etc.
  • Are there any target accounts that we are consistently failing to engage? Identifying these accounts can help you refine your engagement strategy and improve overall engagement.
  • How well are we personalizing our engagement efforts to the needs and preferences of each target account? Personalization can significantly increase engagement rates in ABM campaigns.
  • What are the common characteristics of the target accounts that are engaging with our Account-Based Marketing campaigns? Understanding the traits of accounts that engage can help you refine your targeting and engagement strategies.

How to Increase Account Engagement Rate

Follow these ABM tips to increase Account Engagement Rate:

  1. Personalize Content for Each Account: Tailor your content to the specific needs and interests of each account to boost engagement rates.
  2. Implement Multi-Channel Engagement Strategies: Engage target accounts across multiple channels (email, social media, webinars, etc.) to increase touchpoints and engagement.
  3. Leverage AI for Engagement Analysis: Use AI tools to analyze engagement data and identify patterns that can inform your engagement strategies.
  4. Optimize Content Based on Engagement Data: Regularly review which types of content are driving the most engagement and adjust your content strategy accordingly.
  5. Run Regular A/B Tests: Continually test different engagement strategies (email subject lines, content formats, posting times, etc.) to identify what works best for each account.
Increase Sales Qualified Leads with Better Sales Engagement Strategies

Follow proven sales engagement strategies and tactics to attract and develop prospects ready to buy. Read the article.

Content Engagement

What is Content Engagement?

Content Engagement is an ABM KPI that evaluates the level of interaction between the audience and content. It encompasses metrics such as likes, downloads, shares, comments, time spent on a page, and click-through rates. Essentially, it quantifies how the audience is consuming, reacting to and interacting with content.

Content Engagement allows sales and marketing teams to gauge the effectiveness of their content strategy relative to their Account-Based Marketing efforts.

To gain a better understanding of your Content Engagement KPIs, ask yourself the following questions:

  • What types of content are generating the most engagement among our target accounts? Understanding which content resonates with your audience can help you refine your content strategy.
  • Are there any specific topics or formats that consistently drive higher engagement? This could include blog posts, whitepapers, webinars, or interactive content.
  • How are we measuring content engagement? Are you tracking metrics like time spent, downloads, shares, comments, and likes to get a comprehensive view of engagement?
  • How well are we personalizing our content to the needs and preferences of each target account? Personalization can significantly increase content engagement in ABM campaigns.
  • What are the common characteristics of the accounts that are engaging with our content? Understanding the traits of accounts that engage with your content can help you refine your targeting and content strategies.
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Video narrations
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Resource centre
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Company profiles
Create company profiles with custom banners and info-packages tailored to key target accounts.

Contact details
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Engagement analytics
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Feedback and Reactions
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How to Increase Content Engagement

To increase Content Engagement consider the following ABM tips:

  1. Leverage Data-Driven Content Creation: Use content engagement analytics to understand what types of content resonate most with your target accounts and create more of it.
  2. Implement Interactive Content: Incorporate interactive elements like quizzes, polls, or interactive infographics to boost engagement.
  3. Optimize Content for SEO: Ensure your content is SEO-optimized to increase its visibility and reach, leading to higher engagement.
  4. Promote User-Generated Content: Encourage user-generated content, such as reviews or testimonials, which can drive engagement by fostering a sense of community.
  5. A/B Test Content Formats:Regularly test different content formats (blogs, videos, infographics, etc.) to identify which ones drive the most engagement for your target accounts.

Email Engagement

What is Email Engagement?

Email Engagement quantifies the effectiveness of email communications by tracking key parameters like open rates, click-through rates, and response rates. Email Engagement is calculated as the ratio of users who interact with your email (by opening, clicking a link, or responding) to the total number of emails sent.

Always ask yourself these questions when tracking Email Engagement KPI:

  • What is our current Email Engagement rate and how does it compare to our set goals or industry averages? Understanding your current performance is crucial in identifying areas for improvement.
  • Which elements of our email campaigns are generating the most engagement? This could include specific subject lines, content types, or even the timing of email distribution.
  • Are we targeting the right accounts with our email campaigns? If your engagement rate is low, it might be worth reassessing whether your target accounts are accurately identified and truly a good fit for your product or service.
  • How well are our email campaigns personalized to the needs and preferences of each target account? Personalization can significantly increase engagement rates in Account-Based Marketing campaigns.
  • What are the common characteristics of the accounts that are engaging with our emails? Understanding the traits of accounts that engage can help you refine your targeting and personalization strategies to boost email engagement.

How to Increase Email Engagement

The following ABM tips will help you increase Email Engagement:

  1. Personalize Email Content: Use personalization tokens to tailor your email content to each target account, increasing relevance and engagement.
  2. Optimize Email Subject Lines: Test different subject lines to identify what drives the highest open rates for your target accounts.
  3. Segment Your Email List: Segment your email list based on account characteristics or behaviors to deliver more targeted and relevant content.
  4. Implement Email Automation: Use email automation to send timely and relevant emails based on triggers or actions taken by the account.
  5. Track and Analyze Engagement Metrics:Regularly review your email engagement metrics and adjust your strategy based on what’s working and what’s not.

Target Account Reach

What is Target Account Reach?

Target Account Reach is a KPI that quantifies the number of target accounts that have been effectively reached by your campaign. Specifically, it counts the unique target accounts that have had at least one meaningful interaction (e.g., email open, content download, webinar attendance) with your campaign.

Always cross-reference Target Account Reach with your account engagement rate. Are you reaching many accounts but seeing low engagement? This could signal a misalignment between your target accounts and your ABM campaign content.

Ask yourself the following questions to gain a better understanding of the Target Account Reach KPI:

  • What percentage of our target accounts are we currently reaching with our ABM campaigns? Understanding your current reach can help you identify gaps and opportunities for expansion.
  • Which channels are most effective in reaching our target accounts? This could include email, social media, events, or direct outreach.
  • Are there any target accounts that we are consistently failing to reach? Identifying these accounts can help you refine your outreach strategy and improve overall reach.
  • How well are we personalizing our outreach to the needs and preferences of each target account? Personalization can significantly increase the effectiveness of your reach.
  • What are the common characteristics of the accounts that we are successfully reaching? Understanding the traits of accounts that you are effectively reaching can help you refine your targeting and outreach strategies.

How to Improve Target Account Reach

To refine your Target Account Reach always cross-reference it with your Account Engagement Rate and consider the following ABM tips:

  1. Leverage Multi-Channel Marketing: Use a multi-channel marketing approach to increase the likelihood of reaching your target accounts.
  2. Optimize Content for SEO: Ensure your content is SEO-optimized to increase its visibility and reach among your target accounts.
  3. Use Account-Based Advertising: Implement account-based advertising to directly target and reach your key accounts on the platforms they use most.
  4. Personalize Outreach Efforts: Personalize your outreach efforts to increase engagement and reach within your target accounts.
  5. Regularly Update Account Information: Keep your target account information up-to-date to ensure your outreach efforts are reaching the right contacts.

Account Touchpoints

Account Touchpoints - Definition

Account Touchpoints is an ABM KPI that tracks the number of meaningful interactions made with target accounts, like email opens, content downloads, webinar attendances, etc. It provides a layered view of account engagement, allowing ABM marketers to track the depth and frequency of interactions with target accounts.

To gain a better understanding of the Account Touchpoints KPI, consider asking yourself the following questions:

  • What are the most common Account Touchpoints that lead to engagement in our ABM campaigns? Identifying the most effective Account Touchpoints can help you focus your Account-Based Marketing efforts and resources.
  • Are we utilizing a diverse range of Account Touchpoints to reach our target accounts? A multi-channel approach can increase the chances of engagement and conversion.
  • How many Account Touchpoints, on average, does it take for an account to convert? Understanding this can help you optimize your ABM campaign strategy and set realistic expectations.
  • Are there any Account Touchpoints that consistently fail to engage our target accounts? Identifying less effective touchpoints can help you refine your strategy and improve overall campaign performance.
  • How well are we personalizing our Account Touchpoints to the needs and preferences of each target account? Personalization can significantly increase engagement and conversion rates in ABM campaigns.

How to Improve Account Touchpoints

When implementing Account Touchpoints consider the following ABM tips:

  1. Implement Multi-Touch ABM Campaigns: Develop multi-touch ABM campaigns that engage target accounts at multiple points in their journey to increase touchpoints.
  2. Leverage CRM for Tracking: Use your CRM to accurately track and record each touchpoint with your target accounts.
  3. Personalize Each Touchpoint: Personalize each interaction based on the account’s previous engagement and interests to increase the effectiveness of each touchpoint.
  4. Align Sales and Marketing Touchpoints: Ensure sales and marketing are aligned in their outreach to avoid over-saturation and create a cohesive experience for the account.
  5. Analyze Touchpoint Data: Regularly analyze your touchpoint data to identify which types of interactions are most effective and adjust your strategy accordingly.

Campaign Response Rate

What is Campaign Response Rate?

Campaign Response Rate is a key performance indicator that measures the response rate of each ABM campaign. The Campaign Response Rate is defined as the ratio of target accounts that performed a desired action (clicked a link, filled out a form, etc.) to the total number of target accounts reached by the campaign.

Ask yourself these questions to improve your understanding of your Campaign Conversion Rate:

  • What is our current Campaign Response Rate and how does it compare to our set goals or industry averages? Understanding your current performance is crucial in identifying areas for improvement.
  • Which elements of our Account-Based Marketing campaigns are generating the most responses? This could include specific messaging, content types, or even the channels used for distribution.
  • Are we reaching out to the right accounts with our ABM campaigns? If your response rate is low, it might be worth reassessing whether your target accounts are accurately identified and truly a good fit for your product or service.
  • How well are our ABM campaigns aligned with the buyer’s journey? Alignment between your campaign and the stages of the buyer’s journey can significantly impact your response rate.
  • What are the common characteristics of the accounts that are responding? Understanding the traits of accounts that respond can help you refine your targeting and personalization strategies to boost response rates.

How to Improve ABM Campaign Response Rates

The following ABM tips will help you improve ABM Campaign Response Rates:

  1. A/B Test Campaign Elements: Regularly test different campaign elements (subject lines, CTAs, content formats, etc.) to identify what drives the highest response rates.
  2. Personalize Campaign Messaging: Tailor your campaign messaging to the specific needs and interests of each target account to boost response rates.
  3. Optimize Campaign Timing: Analyze your data to identify the best times to send campaigns for maximum engagement and response.
  4. Use Clear and Compelling CTAs: Ensure your calls to action are clear, compelling, and easy to respond to, encouraging higher response rates.
  5. Follow Up on Campaigns: Implement a follow-up strategy for your ABM campaigns to remind target accounts to respond, increasing overall Response Rates.

Campaign Conversion Rate

What is Campaign Conversion Rate?

Campaign Conversion Rate is a pivotal KPI that measures the percentage of target accounts that have been converted through an ABM campaign. It is defined as the proportion of target accounts that have moved to a desired stage (such as becoming a paying customer) relative to the total number of target accounts reached.

When using this KPI I always try to correlate Campaign Conversion Rate with specific ABM campaign elements.

To gain a clearer understanding of your Campaign Conversion Rate KPI, consider asking yourself the following questions:

  • What is the current conversion rate of our ABM campaigns and how does it compare to our set goals or industry benchmarks? Understanding your current performance is the first step in identifying areas for ABM performance improvement.
  • Which elements of our ABM campaigns are driving conversions? This could include specific content pieces, calls to action, or even the channels used for distribution.
  • Are we targeting the right accounts with our ABM campaigns? If your conversion rate is low, it might be worth reassessing whether your target accounts are accurately identified and truly a good fit for your product or service.
  • How well are our ABM campaigns aligned with the sales process? Alignment between marketing and sales is crucial in ABM, and a lack of alignment could be impacting your conversion rate.
  • What are the common characteristics of the accounts that are converting?Understanding the traits of accounts that convert can help you refine your targeting and personalization strategies to boost conversion rates.

How to Increase Campaign Conversion Rate

To improve the Campaign Conversion Rate consider the following ABM tips:

  1. Optimize Landing Pages: Ensure your campaign landing pages are optimized for conversion with clear messaging, compelling CTAs, and a seamless user experience.
  2. Use Retargeting Strategies: Implement retargeting strategies to re-engage target accounts that didn’t convert on their first interaction with your campaign.
  3. Leverage Personalization: Personalize your campaign messaging based on account data to increase relevance and boost conversion rates.
  4. Test Different Offer Types: Experiment with different offer types (ebooks, webinars, free trials, etc.) to identify what drives the highest conversion rates for your target accounts.
  5. Align Sales and Marketing Efforts: Ensure your sales team is ready to follow up on marketing campaign leads promptly, increasing the likelihood of conversion.

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Sales Cycle Length

What is Sales Cycle Length?

Sales Cycle Length represents the average duration from the initial contact with a target account to the closing of a deal. It measures the efficiency of the sales process and can vary greatly depending on the complexity of the product or service, the deal size and the decision-making process within the target account.

Sales Cycle length is crucial as it provides insights into the efficiency and effectiveness of the sales process. It can also help identify bottlenecks or areas for improvement in the sales pipeline, with the ultimate goal of reducing the sales cycle length and accelerating revenue growth.

To gain a clearer understanding of your Sales Cycle Length KPI, consider asking yourself the following questions:

  • What is the average length of our sales cycle for target accounts in our ABM campaigns? Understanding your current sales cycle length can help you identify areas for improvement.
  • Are there specific stages in the sales cycle where target accounts tend to stall or drop off? Identifying these stages can help you refine your sales process and improve conversion rates.
  • How does our sales cycle length compare to industry averages or benchmarks? This can provide context for your performance and help you set realistic goals.
  • Are there any common characteristics among target accounts with shorter sales cycles? Understanding these traits can help you refine your targeting and sales strategies.
  • What strategies can we implement to shorten the sales cycle? This could include improving lead qualification, enhancing sales enablement, or streamlining the sales process.

Custom branding
Showcase your brand.

Video narrations
Easily video-narrate any PDF documents or presentations when needed (otherwise video is optional). Redo slide if you made a mistake. Use built-in teleprompter to record longer videos.

Resource centre
Attach any supporting files and links. Make it easy for your prospects and clients to find the right information quickly.

Company profiles
Create company profiles with custom banners and info-packages tailored to key target accounts.

Contact details
Show your contact info easily accessible by your prospects and clients.

Custom CTAs
Add custom CTAs to drive prospects or clients to your calendar, sign up form, etc.

Engagement analytics
See how prospects and clients interact with your PDFs.

Feedback and Reactions
Collect feedback from prospects and clients. Feedback and reactions are not publicly visible.

Share PDFs
Share any existing PDF presentations and documents.

Live links
Share with a single link. Update files even after sharing your link. Get notified when your PDF is viewed. Turn off access anytime.

DeckLinks icon

4x ABM Content Engagement

Enhance PDFs with Video-narrations, CTAs, and Content Hubs. Share links with real-time controls. Access analytics. Learn more.

How to Shorten the Sales Cycle

To shorten the Sales Cycle consider the following ABM tips:

  1. Implement Lead Scoring: Use lead scoring to prioritize high-quality leads and focus your Account-Based Marketing efforts, potentially shortening the sales cycle.
  2. Leverage CRM for Pipeline Management: Utilize a CRM system to manage your sales pipeline efficiently and identify bottlenecks that could be lengthening the sales cycle.
  3. Align Sales and Marketing Efforts: Ensure sales and marketing are aligned in their efforts, providing a seamless transition for accounts and potentially reducing the sales cycle length.
  4. Provide Sales Enablement Tools: Equip your sales team with the right tools and resources to effectively engage and convert target accounts.
  5. Optimize Follow-Up Strategies: Implement a timely and effective follow-up strategy to keep target accounts engaged and moving through the sales cycle.

Opportunity Win Rate

What is Opportunity Win Rate?

Opportunity Win Rate quantifies the percentage of sales opportunities that result in a successful deal. It is calculated by dividing the number of won opportunities by the total number of opportunities. This KPI provides insights into the effectiveness of the sales process and can help identify areas for improvement.

A higher Opportunity Win Rate suggests that the sales and marketing teams are well-aligned and that the target accounts are well-qualified, leading to more successful conversions.

You can gain a better understanding of your Opportunity Win Rate KPI by asking yourself these questions:

  • What is our current Opportunity Win Rate for our Account-Based Marketing campaigns? Understanding your current win rate can help you identify areas for improvement.
  • Are there specific stages in the sales process where we tend to lose opportunities? Identifying these stages can help you refine your sales process and improve your win rate.
  • How does our Opportunity Win Rate compare to industry averages or benchmarks? This can provide context for your performance and help you set realistic goals.
  • Are there any common characteristics among the opportunities that we win? Understanding these traits can help you refine your targeting and sales strategies.
  • What strategies can we implement to improve our Opportunity Win Rate? This could include improving lead qualification, enhancing sales enablement, or streamlining the sales process.
The Sales Enablement Content Your Sales Team is Missing

Identify sales enablement content gaps holding your sales team back from building sales momentum and driving growth. Read the article.

How to Increase the Opportunity Win Rate

To increase the Opportunity Win Rate consider the following ABM tips:

  1. Invest in Sales Training: Provide regular sales training to improve selling skills and increase the likelihood of winning opportunities.
  2. Leverage CRM for Opportunity Management: Use a CRM system to manage opportunities effectively and identify patterns in successful deals.
  3. Implement a Sales Methodology: Adopt a proven sales methodology to provide a structured approach to winning opportunities.
  4. Focus on High-Quality Leads: Prioritize high-quality leads that fit your ideal customer profile to increase your win rate.
  5. Conduct Win/Loss Analysis: Regularly analyze won and lost opportunities to understand what factors contribute to a successful deal and apply those learnings to future opportunities.

Not All Sales Methodologies Are Equal

Understanding your business goals and team is crucial for picking a sales methodology that will drive real results. Learn how.

Deal Size

What is Deal Size?

Deal Size measures the average revenue generated from all closed deals. It is calculated by dividing the total revenue generated from closed deals within a defined period by the number of those deals. This KPI provides valuable insights into the revenue potential and effectiveness of the sales and marketing strategies.

A larger Deal Size indicates a higher Return on Investment (ROI) and a more successful ABM strategy.

To gain a better understanding of your Deal Size KPI, consider asking yourself the following questions:

  • How does our average Deal Size compare to industry averages or benchmarks? This can provide context for your performance and help you set realistic goals.
  • Are there any common characteristics among the deals with larger sizes? Understanding these traits can help you refine your targeting and sales strategies.
  • What strategies can we implement to increase our average Deal Size? This could include upselling, cross-selling, or improving your value proposition.
  • Are there specific target accounts or industries that tend to result in larger deals? Identifying these can help you focus your Account-Based Marketing efforts and resources more effectively.
  • How does the Deal Size correlate with the length of the sales cycle or the cost of customer acquisition? Understanding this relationship can help you balance the pursuit of larger deals with efficiency and profitability.

How to Increase the Average Deal Size

To increase the average Deal Size consider the following ABM tips:

  1. Upsell and Cross-Sell: Leverage upselling and cross-selling opportunities to increase the size of each deal.
  2. Focus on High-Value Accounts: Prioritize high-value target accounts that have the potential for larger deals.
  3. Bundle Products or Services: Offer bundled products or services to increase the overall deal size.
  4. Provide Value-Based Pricing: Implement value-based pricing strategies that align the price with the perceived value of your solution.
  5. Negotiate Effectively: Train your sales team in effective negotiation techniques to maximize the value of each deal.

Pipeline Value

What is Pipeline Value?

Pipeline Value represents the total potential revenue from all active opportunities in the sales pipeline. It is calculated by summing up the potential revenue from each opportunity that is currently in the sales pipeline. This metric provides a snapshot of the potential future income and helps in forecasting revenue.

Pipeline Value also provides an indication of the effectiveness of the sales and marketing strategies in generating high-value opportunities.

Ask yourself these questions to gain a clearer understanding of your Pipeline Value KPI:

  • How does our Pipeline Value compare to past periods or industry averages? This can provide context for your performance and help you set realistic goals.
  • Are there specific stages in the sales pipeline that hold a significant portion of the total value? Identifying these stages can help you focus your Account-Based Marketing efforts to move deals forward.
  • What strategies can we implement to increase our Pipeline Value? This could include targeting higher-value accounts, improving lead qualification, or enhancing sales enablement.
  • Are there any common characteristics among the opportunities with higher pipeline values? Understanding these traits can help you refine your targeting and sales strategies.
  • How does the Pipeline Value correlate with our Opportunity Win Rate and Sales Cycle Length? Understanding this relationship can help you balance the pursuit of larger pipeline values with efficiency and profitability.

How to Increase Pipeline Value

To increase Pipeline Value consider the following ABM tips:

  1. Focus on High-Value Opportunities: Prioritize opportunities with a higher potential deal size to increase the overall pipeline value.
  2. Improve Lead Qualification: Enhance your lead qualification process to ensure only high-quality, sales-ready leads enter your pipeline.
  3. Leverage CRM for Pipeline Management: Use a CRM system to effectively manage and track the value of your sales pipeline.
  4. Align Sales and Marketing Efforts: Ensure sales and marketing are aligned in their efforts to fill the pipeline with high-value opportunities.
  5. Implement Regular Pipeline Reviews: Conduct regular pipeline reviews to identify and address any bottlenecks or stale opportunities that could be affecting your pipeline value.

Return on Investment (ROI)

What is Return on Investment?

Return on Investment is a crucial KPI that measures profitability of the ABM efforts by comparing the revenue generated against the ABM activities cost. ROI is calculated by subtracting the cost of ABM activities from the revenue generated and then dividing that by the cost of ABM activities, expressed as a percentage.

To better understand your Return on Investment ask yourself these questions:

  • How does our ROI compare to past ABM campaigns or industry averages? This can provide context for your performance and help you set realistic goals.
  • Which specific ABM activities are driving the highest ROI? Identifying these can help you focus your resources more effectively.
  • What strategies can we implement to improve our ROI? This could include refining your targeting, improving your sales process, or optimizing your marketing mix.
  • Are there any common characteristics among the ABM campaigns or target accounts that yield a higher ROI? Understanding these traits can help you refine your strategies.
  • How does the ROI correlate with other key metrics like Deal Size, Sales Cycle Length, or Opportunity Win Rate? Understanding these relationships can help you balance the pursuit of higher ROI with other important objectives.

How to Increase Return on Investment

To increase Return on Investment consider the following ABM tips:

  1. Implement Multi-Touch Attribution: Instead of attributing the entire revenue to the last touchpoint, use a multi-touch attribution model to understand the impact of each interaction in the customer journey.
  2. Use Account Scoring: Develop an account scoring model that takes into account firmographic, technographic, and intent data to prioritize accounts with the highest revenue potential.
  3. Run A/B Tests on Personalization: Experiment with different degrees of personalization in your content and measure which approach yields a higher ROI.
  4. Leverage AI for Content Optimization: Use AI tools to analyze engagement data and optimize content for each account based on what has proven to be most effective.
  5. Integrate CRM and Marketing Automation: Ensure your CRM and marketing automation platforms are fully integrated to avoid data silos and enable real-time, data-driven decisions.

Cost per Opportunity

What is Cost per Opportunity?

Cost per Opportunity (CPO) measures the average cost incurred to generate a sales opportunity. It is calculated by dividing the total marketing and sales expenses by the number of opportunities created in a given period. CPO provides a clear understanding of the efficiency of ABM efforts in creating potential deals.

Ask yourself these questions to better understand your Cost per Opportunity:

  • How does our Cost per Opportunity compare to past campaigns or industry averages? This can provide context for your performance and help you set realistic goals.
  • Which specific ABM activities are driving the lowest Cost per Opportunity? Identifying these can help you allocate your resources more effectively.
  • What strategies can we implement to reduce our Cost per Opportunity? This could include refining your targeting, improving your sales process, or optimizing your marketing mix.
  • Are there any common characteristics among the opportunities with lower costs? Understanding these traits can help you refine your strategies.
  • How does the Cost per Opportunity correlate with other key metrics like Deal Size, Sales Cycle Length, or Opportunity Win Rate? Understanding these relationships can help you balance the pursuit of lower costs with other important objectives.

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How to Reduce Cost per Opportunity

Follow these ABM tips to reduce your Cost per Opportunity:

  1. Refine ICP Criteria: Regularly update and refine your Ideal Customer Profile (ICP) criteria to focus on accounts that have a higher likelihood of becoming opportunities, reducing wasted spend.
  2. Optimize Outreach Channels: Analyze the cost-effectiveness of each outreach channel (email, social, events, etc.) and reallocate the budget towards those generating the most opportunities.
  3. Leverage Intent Data: Utilize intent data to identify accounts showing buying signals, allowing you to focus your Account-Based Marketing efforts on those more likely to convert into opportunities.
  4. Implement Account-Based Retargeting: Use account-based retargeting to re-engage accounts that have shown interest but haven’t converted into opportunities yet, maximizing your marketing spend.
  5. Automate Qualification Process: Implement automation in your lead qualification process to reduce manual effort and lower the cost per opportunity.

Customer Acquisition Cost

What is Customer Acquisition Cost?

Customer Acquisition Cost (CAC) quantifies the total cost of acquiring a new customer. It includes research, marketing, and sales costs. It’s calculated by dividing the total costs associated with acquisition by the total number of new customers. CAC helps companies determine the profitability of customer segments.

Ask yourself these questions to better understand your Customer Acquisition Cost:

  • What is the total cost of our marketing and sales efforts that are directly attributed to acquiring new customers? This question is important because it helps you understand the total investment you’re making to acquire new customers. This includes all marketing and sales expenses directly related to your ABM campaigns, such as advertising costs, content creation, and sales team compensation.
  • How many new customers have we acquired in a given period and can we directly link these to our ABM campaigns? By tracking the number of new customers that were acquired as a direct result of your ABM efforts, you can better understand the return on your investment.
  • Are there specific ABM tactics that are more cost-effective in acquiring new customers compared to others? Not all ABM tactics are created equal. Some may be more cost-effective than others. By asking this question, you can identify which tactics are delivering the best results for your investment, allowing you to optimize your strategy and potentially reduce your Customer Acquisition Cost.
  • How does our Customer Acquisition Cost compare to the average Lifetime Time Value of our customers? This will help you understand whether your investment in customer acquisition is profitable in the long run. If the lifetime value of your customers is significantly higher than your Customer Acquisition Cost, your ABM strategy is likely to be profitable.
  • Can we identify any trends or patterns in our Customer Acquisition Cost over time and what might be causing these changes? This will help you understand how your Customer Acquisition Cost is changing over time. If you notice that your Customer Acquisition Cost is increasing, it’s important to identify the reasons behind this trend. This could be due to changes in your market, increased competition, or inefficiencies in your ABM strategy.

How to Reduce Customer Acquisition Cost

To reduce Customer Acquisition Cost consider the following ABM tips:

  1. Leverage Intent Data: Use intent data to identify accounts showing buying signals, allowing you to focus your Account-Based Marketing efforts on those more likely to convert into customers, thereby reducing the cost per acquisition.
  2. Refine ICP Criteria: Regularly update and refine your Ideal Customer Profile (ICP) criteria to focus on accounts that have a higher likelihood of becoming customers, reducing wasted spend on low-quality leads.
  3. Optimize Outreach Channels: Analyze the cost-effectiveness of each outreach channel (email, social, events, etc.) and reallocate the budget towards those generating the most customers.
  4. Implement Account-Based Retargeting: Use account-based retargeting to re-engage accounts that have shown interest but haven’t converted into customers yet, maximizing your marketing spend.
  5. Strengthen Referral Programs: The lowest-cost customer acquisition is often through referrals. Enhance your referral and loyalty programs to encourage existing customers to bring in new ones.

Customer Retention Rate

What is Customer Retention Rate?

Customer Retention Rate is a key KPI that tracks the percentage of target accounts that remain customers over a given period. It is calculated by dividing the number of customers at the end of a period (minus new customers during that period) by the number of customers at the start of the period, multiplied by 100.

Ask yourself these questions to gain a better understanding of your Customer Retention Rate:

  • How does our Customer Retention Rate compare to past periods or industry averages? This can provide context for your performance and help you set realistic goals.
  • Which specific ABM activities are driving the highest Customer Retention Rate? Identifying these can help you focus your resources more effectively.
  • What strategies can we implement to improve our Customer Retention Rate? This could include enhancing customer service, improving product quality, or offering customer loyalty programs.
  • Are there any common characteristics among the customers we retain? Understanding these traits can help you refine your strategies.
  • How does the Customer Retention Rate correlate with other key metrics like Customer Satisfaction, Net Promoter Score, or Customer Lifetime Value? Understanding these relationships can help you balance the pursuit of higher retention rates with other important objectives.

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How to increase Customer Retention Rate

To increase Customer Retention Rate consider the following ABM tips:

  1. Implement Account Health Scoring: Develop an account health scoring system that tracks key engagement metrics to identify and address potential churn risks early.
  2. Leverage AI for Churn Prediction: Use AI-powered tools to analyze customer behavior and predict churn, allowing for proactive retention strategies.
  3. Create Account-Specific Success Plans: Develop customized success plans for each account, outlining how your product/service will help them achieve their specific goals.
  4. Establish Regular Check-Ins: Schedule regular check-ins with key stakeholders in each account to address concerns, gather feedback, and reinforce the value of your partnership.
  5. Offer Exclusive Benefits to Loyal Customers: Provide exclusive benefits (like early access to new features or premium support) to long-term customers, reinforcing their decision to stay with your company.

Customer Expansion

What is Customer Expansion?

Customer Expansion measures the growth in revenue from existing customers through upselling or cross-selling. It is defined as the increase in revenue from existing customers, either through purchasing more of the same product (upselling) or buying a different product (cross-selling).

Customer Expansion is instrumental in evaluating the effectiveness of strategies aimed at customer retention and business growth.

To gain a deeper understanding of your Customer Expansion KPI, consider asking yourself these questions:

  • How does our Customer Retention Rate compare to past periods or industry averages? This can provide context for your performance and help you set realistic goals.
  • Which specific ABM activities are driving the highest Customer Retention Rate? Identifying these can help you focus your resources more effectively.
  • What strategies can we implement to improve our Customer Retention Rate? This could include enhancing customer service, improving product quality, or offering customer loyalty programs.
  • Are there any common characteristics among the customers we retain? Understanding these traits can help you refine your strategies.
  • How does the Customer Retention Rate correlate with other key metrics like Customer Satisfaction, Net Promoter Score, or Customer Lifetime Value? Understanding these relationships can help you balance the pursuit of higher retention rates with other important objectives.

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How to Improve Customer Expansion

The following ABM tips will help you improve Customer Expansion:

  1. Develop Account-Specific Upsell/Cross-Sell Plans: Create tailored upsell and cross-sell strategies for each account based on their usage patterns, needs, and potential growth areas.
  2. Leverage Product Usage Data: Use product usage data to identify features or services that an account is not utilizing but could benefit from, and make targeted upsell or cross-sell pitches.
  3. Implement Customer Success Software: Utilize a customer success platform to track account health and identify upsell or cross-sell opportunities based on customer behavior and engagement.
  4. Train Sales Team on Account Expansion: Regularly train your sales team on the latest product updates and potential use-cases to equip them for effective upselling and cross-selling.
  5. Offer Incentives for Expansion: Provide incentives such as discounts or exclusive features to encourage existing customers to expand their usage or try new products.

Net Promoter Score (NPS)

What is Net Promoter Score?

Net Promoter Score (NPS) evaluates customer loyalty and satisfaction. It is measured by asking customers how likely they are to recommend your company to others, with responses ranging from 0 (not at all likely) to 10 (extremely likely). The score is then calculated by subtracting the percentage of detractors (those who score 0-6) from the percentage of promoters (those who score 9-10). Passives (those who score 7-8) are not factored into the calculation.

This KPI offers a direct insight into your company’s performance from the customer’s perspective.

If you want to better understand your Net Promoter Score, you can ask yourself the following questions:

  • How does our NPS compare to past campaigns or industry averages? This can provide context for your performance and help you set realistic goals.
  • Which specific ABM activities are driving the highest NPS? Identifying these can help you focus your resources more effectively.
  • What strategies can we implement to improve our NPS? This could include enhancing customer service, improving product quality, or addressing customer feedback.
  • Are there any common characteristics among the customers who are promoters? Understanding these traits can help you refine your strategies.
  • How does the NPS correlate with other key metrics like Customer Retention Rate, Customer Satisfaction, or Customer Lifetime Value? Understanding these relationships can help you balance the pursuit of higher NPS with other important objectives.

How to increase the Net Promoter Score

To increase the Net Promoter Score consider the following ABM tips:

  1. Segment NPS by Account: Break down your NPS scores by account to identify specific accounts that may need attention or are potential advocates.
  2. Implement Closed-Loop Feedback: Establish a closed-loop feedback process where you follow up with respondents to understand their scores and address their concerns.
  3. Leverage AI for Feedback Analysis: Use AI tools to analyze open-ended feedback from NPS surveys, identifying common themes and areas for improvement.
  4. Integrate NPS with Account Health Score: Incorporate NPS into your account health scoring model to get a more holistic view of account satisfaction and loyalty.
  5. Run NPS Surveys Post-Major Interactions: Conduct NPS surveys after major interactions or milestones (like a successful project or a product update) to gauge immediate customer sentiment.

Data Completeness

What is Data Completeness?

Data Completeness measures the completeness of data for each target account in an ABM system. It is expressed as a percentage, with 100% indicating that all data fields are complete. Data Completeness directly impacts the accuracy of ABM strategies and the effectiveness of personalized marketing efforts.

To better understand your Data Completeness KPI ask yourself these questions:

  • How does our Data Completeness compare to past Account-Based Marketing campaigns or industry averages? This can provide context for your performance and help you set realistic goals.
  • Which specific data fields are often incomplete or missing? Identifying these can help you focus your data collection efforts more effectively.
  • What strategies can we implement to improve our Data Completeness? This could include enhancing data collection methods, implementing data validation checks, or training staff on the importance of data completeness.
  • Are there any common characteristics among the accounts with complete data? Understanding these traits can help you refine your strategies.
  • How does the Data Completeness correlate with other key metrics like Account Engagement Rate, Campaign Response Rate, or Opportunity Win Rate? Understanding these relationships can help you balance the pursuit of higher data completeness with other important objectives.

How to Improve Data Completeness

To improve Data Completeness when running ABM campaigns consider the following ABM tips:

  1. Implement Data Enrichment Tools: Use data enrichment tools to automatically fill in missing data fields for your target accounts.
  2. Establish Data Entry Standards: Set clear guidelines for data entry to ensure consistency and completeness across all accounts.
  3. Regularly Audit Data: Conduct regular data audits to identify and fill gaps in your account data.
  4. Integrate Data Sources: Ensure all your data sources (CRM, marketing automation, customer service, etc.) are integrated for a complete view of each account.
  5. Leverage AI for Data Cleaning: Use AI-powered tools to automate data cleaning processes, identifying and correcting incomplete or inaccurate data.

Data Accuracy

What is Data Accuracy?

Data Accuracy refers to the degree to which the data collected about target accounts, such as industry, challenges, key decision-makers and buying behavior, are true and reliable. High data accuracy ensures that ABM efforts are based on reliable and accurate information, leading to better targeting and personalization.

The key to data accuracy is constant validation. Regularly review and update your data to ensure it remains accurate and reliable. Accurate data fuels accurate targeting, and personalized messaging, and ultimately leads to successful Account-Based Marketing campaigns.

Ask yourself these questions to improve your understanding of the Data Accuracy KPI:

  • How does our Data Accuracy compare to past campaigns or industry averages? This can provide context for your performance and help you set realistic goals.
  • Which specific data fields often contain errors or inaccuracies? Identifying these can help you focus your data validation efforts more effectively.
  • What strategies can we implement to improve our Data Accuracy? This could include enhancing data collection methods, implementing data validation checks, or training staff on the importance of data accuracy.
  • Are there any common characteristics among the accounts with accurate data? Understanding these traits can help you refine your strategies.
  • How does the Data Accuracy correlate with other key metrics like Account Engagement Rate, Campaign Response Rate, or Opportunity Win Rate? Understanding these relationships can help you balance the pursuit of higher data accuracy with other important objectives.

How to Improve Data Accuracy

To improve Data Accuracy when running ABM campaigns consider the following ABM tips:

  1. Implement Data Enrichment Tools: Use data enrichment tools to automatically fill in missing data fields for your target accounts.
  2. Establish Data Entry Standards: Set clear guidelines for data entry to ensure consistency and completeness across all accounts.
  3. Regularly Audit Data: Conduct regular data audits to identify and fill gaps in your account data.
  4. Integrate Data Sources: Ensure all your data sources (CRM, marketing automation, customer service, etc.) are integrated for a complete view of each account.
  5. Leverage AI for Data Cleaning: Use AI-powered tools to automate data cleaning processes, identifying and correcting incomplete or inaccurate data.

Account Coverage

What is Account Coverage?

Account Coverage is an ABM KPI that refers to the extent to which your marketing and sales efforts are reaching and engaging your target accounts. It’s a measure of the effectiveness of your ABM strategy in penetrating your key accounts, and it’s critical for understanding how well your resources are being utilized.

High Account Coverage means your messages are reaching a large proportion of your target accounts, which can lead to higher engagement and conversion rates.

To gain a better understanding of Account Coverage KPI, consider asking yourself the following questions:

  • How does our Account Coverage compare to past campaigns or industry averages? This can provide context for your performance and help you set realistic goals.
  • Which specific ABM activities are driving the highest Account Coverage? Identifying these can help you focus your resources more effectively.
  • What strategies can we implement to improve our Account Coverage? This could include enhancing targeting methods, expanding marketing channels, or increasing sales team capacity.
  • Are there any common characteristics among the accounts that we are covering effectively? Understanding these traits can help you refine your strategies.
  • How does the Account Coverage correlate with other key metrics like Account Engagement Rate, Campaign Response Rate, or Opportunity Win Rate? Understanding these relationships can help you balance the pursuit of higher account coverage with other important objectives.

How to Improve Account Coverage

To improve Account Coverage when running ABM campaigns consider the following ABM tips:

  1. Prioritize High-Value Accounts: Use account scoring to prioritize high-value accounts and ensure they are always covered in your engagement efforts.
  2. Leverage Multi-Channel Engagement: Implement a multi-channel engagement strategy to increase your reach and coverage of target accounts.
  3. Automate Engagement Tracking: Use CRM and marketing automation tools to automatically track and measure engagement with each account.
  4. Align Sales and Marketing Efforts: Ensure sales and marketing teams are aligned in their efforts to avoid gaps in account coverage.
  5. Regularly Review Account Coverage: Conduct regular reviews of account coverage to identify and address any accounts that are not being actively engaged.

Customer Lifetime Value (CLV)

What is Customer Lifetime Value?

Customer Lifetime Value (CLV) quantifies the total revenue a company can expect per customer. CLV is calculated by multiplying the average purchase value by the average purchase frequency and then multiplying that by the average customer lifespan. CLV is used to calculate a reasonable Customer Acquisition Cost.

To utilize CLV as a strategic tool in your ABM campaigns, segment your customers based on their CLV. Identify high CLV accounts and develop personalized strategies to retain and upsell these accounts.

To gain a clearer understanding of how your ABM efforts affect Customer Lifetime Value, consider asking yourself the following questions:

  • How does our CLV compare to past ABM campaigns or industry averages? This can provide context for your performance and help you set realistic goals.
  • Which specific ABM activities are driving the highest CLV? Identifying these can help you focus your resources more effectively.
  • What strategies can we implement to improve our CLV? This could i