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Using Account Tiers for an Effective ABM Strategy

You’ve identified a large amount of accounts that are a good fit for your business and fit your ICP. Now what? That’s where account tiering comes in.

In this episode of The Revenue Growth Architects, we’re taking a look at how to use account tiers and how it can be an effective tool for prioritizing accounts, as well as defining what the strategy will be from marketing and sales for those accounts.

We’ll dive into defining your Ideal Customer Profile, then venture into thinking about layering your accounts into three types: key accounts, valuable accounts, and programmatic accounts. And then we will cover how to maintain and use these account tiers long-term.

Tune in to learn how to get the most out of your account-based Go to Market strategy with tiered accounts.

Do you have a marketing ops question you’d like answered? Reach out to us at

Key Takeaways:

- By tiering your accounts, you're not just segmenting them by size or industry, you're strategizing on how to allocate resources for maximum impact.

- The Ideal Customer Profile (ICP) is the compass for your account tiering journey. Discover how to refine and evaluate your ICP to ensure it's driving revenue growth and aligning your marketing and sales efforts effectively.

- Learn how to strategically layer your accounts into key, valuable, and programmatic tiers based on their propensity to buy and potential deal size.

- Give your account tiering strategy time to percolate. Understand why it's crucial not to rush changes to your tiers and be patient, allowing the strategy to work its magic over time.

Jump into the conversation:

[03:39] If you haven’t defined your organization’s Ideal Customer Profile, now is the time.

[10:33] Prioritizing accounts based on intent and fit.

[15:52] ABM strategy: How to align, target, and strategize effectively.

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