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32. Personalizing ABM at scale | Snowflake
Let’s talk ABM
Is Your Goal to Help Sales or Is It to Pick at the Accounts?
When we're selecting accounts it's our job to help inform the selection of accounts but it's ultimately sales he gets to decide so depending on how you measure ABM if you're measuring like a demand-gen program then yes. Your average deal length size might be longer than that of one that doesn't have ABM and that can be because a sales team is asking for your help on account they just can't close or they just can't get into. If you're truly there to help sales for what they need your numbers might all not always come outwhat's beneficial for you it's what's beneficial for them right.
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