The Importance of MQL's in an ABM Department

The number of accounts touched by an SDR versus how many of those accounts had a completed meeting in them is what we call our SDR account meeting rate. That number again compared to the number of accounts that they reach out to that are not being touched by ABM. And that is where you're going to see the lift. We like to see anywhere from a 2x to 4x lift between the accounts targeted by SDRs with ABM versus the accounts targeted without ABM. So I don't think MQL should be the only metric for for account based marketing, but we're just talking about engaging people.