ABX Strategy & Foundation:
How Many Accounts Should I Include In My ABX Program?
Right-size by capacity, tier, and conversion math. Balance 1:1 focus with 1:Few scale, protect SLAs, and refresh the list as signals change.
Size your ABX program using a capacity-first model. Typical guardrails: Tier 1 (1:1) = 10–30 accounts per AE; Tier 2 (1:Few) = 40–150 per squad; Tier 3 (1:Many) = 500–5,000 per region. Validate with funnel math: Accounts = (meetings target ÷ meeting rate) ÷ contactability, then confirm your team can hit touch SLAs (e.g., emails, calls, ads, exec outreach) without sacrificing quality.
Principles For Right-Sizing ABX
The ABX Sizing Playbook
A practical sequence to set the right account count by tier and team capacity.
Step-by-Step
- Set Outcomes — Define targets (meetings, pipeline, revenue) by segment and quarter.
- Define Tiers & SLAs — 1:1, 1:Few, 1:Many with touch patterns, owner limits, and personalization depth.
- Estimate Capacity — Calculate monthly touches per AE/SDR/Marketer and allowable account load.
- Run Funnel Math — Use historical meeting rate, opp rate, and win rate to back into required account volume.
- Scenario & Stress Test — Model best/mid/worst conversion and adjust account counts and tier mix.
- Publish & Route — Push tiered list to CRM with owners, SLAs, plays, and start dates.
- Monitor & Rebalance — Weekly signal-based adds/drops; monthly governance to keep SLAs green.
ABX Tier Sizing & Operating Matrix
| Tier | Typical Volume | Touch Pattern (Monthly) | Personalization | Primary Plays | Owner Limits |
|---|---|---|---|---|---|
| Tier 1 — 1:1 | 10–30 per AE | 4–6 human touches + 2 exec touches + always-on ads | High (account plans, custom content) | Executive intro, bespoke offers, workshops | Max 30 active per AE |
| Tier 2 — 1:Few | 40–150 per squad | 2–3 human touches + programmatic nurture | Moderate (vertical/use-case) | Industry sequences, micro-events, retargeting | 2–4 pods per region |
| Tier 3 — 1:Many | 500–5,000 per region | Programmatic automation + paid media | Light (segment-level) | Content syndication, webinars, product-led | RevOps capacity-based |
Client Snapshot: Capacity Wins
A global SaaS team cut Tier 1 from 60 to 24 accounts per AE and shifted 300 accounts to Tier 2. In one quarter, first-meeting rate rose 29%, opportunity rate improved 18%, and pipeline per AE increased 22%—with SLAs consistently met.
The right number isn’t “more.” It’s the biggest list you can serve well with consistent touches, clear ownership, and conversion-proof math.
FAQ: Sizing Your ABX Program
Quick answers to pick the right account count with confidence.
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