Scaling & Optimization:
What Are Signs That an ABX Program Isn’t Working?
Spot issues early, fix fast. Use leading indicators, role-based diagnostics, and control groups to separate execution problems from strategy gaps—before pipeline stalls.
Your ABX is underperforming when coverage is thin (fewer than 3 buying roles engaged), signals don’t trigger action within 72 hours, high-touch plays yield few meetings (reply <2% among ICP), MQAs don’t progress (MQL/MQA→meeting <25%), and pipeline per 100 target accounts is flat quarter over quarter. Confirm with a weekly ABX health scorecard and a 14-day triage plan.
Common Red Flags in ABX
Your 14-Day ABX Triage Plan
Stabilize first, then optimize—so you protect pipeline while you learn.
Day 1 → Day 14
- Instrument the baseline — Publish a one-pager: coverage by role, reply & meeting rates, MQA→meeting, touches/account, pipeline/100 accounts.
- Tighten targeting — Freeze outreach to non-ICP; confirm TAM, buying centers, and exclusions (students, partners, competitors).
- Enforce signal windows — Define triggers (intent, pricing/docs depth, product usage). Auto-launch plays within 24–72 hours.
- Right-size touch patterns — Apply role-based caps (e.g., ≤2 emails + 1 call/week). Pause sequences once meetings are set.
- Multi-thread stalled opps — Add finance, security, and ops contacts; swap generic nurture for role-specific offers.
- Add control groups — 10–20% of accounts receive BAU; compare lift in meetings and pipeline after 2 weeks.
- Fix handoffs — SDR→AE SLA, templates for notes (role, pain, trigger, next step), and same-day calendar holds.
- Decide & scale — Promote winning plays to kits; retire laggards; publish “what good looks like” examples.
ABX Symptom → Diagnosis → Fix (Quick Reference)
| Symptom | Likely Cause | Evidence to Check | Fix This Week | Owner |
|---|---|---|---|---|
| Coverage <3 roles/account | ICP not mapped; list is user-heavy | Contact roles by tier; exec/security missing | Add 2–3 buyers (finance/security/ops); launch role-specific plays | SDR Lead |
| Intent surges, no outreach | No trigger automation or routing gaps | Time from surge→first touch >72h | Create surge rule + Play ID; alert SDR within 2h | MOps |
| Reply <2% / Meetings <0.6% | Offer/value prop off for role | Template-level metrics by role | Test 75-word ROI note + peer proof vs. demo ask | SDR Enablement |
| MQA→Meeting <25% | Weak scoring or slow follow-up | SLA adherence; score inputs | Refit scoring to role + behavior; same-day outreach | Analytics + SDR |
| Touches rising, meetings flat | Fatigue from over-sequencing | Unsubscribes, bounce, spam flags | Apply role caps; rotate creatives; add quiet periods | MOps |
| Stage aging >2× benchmark | Single-threaded, missing committee | #contacts/oppty; titles | Map buying committee; add exec brief + security FAQ | Sales Mgmt |
| Pipeline/100 accounts flat | Targeting or tiering off | Tier mix; non-ICP share | Rebalance list to Tier 1–2 ICP; pause non-ICP | RevOps |
| Board asks for “proof of lift” | No control group or Play IDs | Experiment design docs | Add 15% holdout; tag plays; report lift vs. BAU | Analytics |
Client Snapshot: Turning Around a Stalling ABX
An enterprise SaaS team faced flat pipeline/100 accounts and reply <1.5%. In 14 days, they enforced surge-triggered plays, added finance & security contacts, and introduced a 15% control group. Meetings rose 38%, MQA→meeting hit 27%, and touches/account dropped 22% with improved deliverability.
Anchor your diagnostics in RM6™ and map fixes to The Loop™—so targeting, orchestration, and measurement stay aligned to revenue.
ABX Trouble-Shooting FAQs
Short, practical answers you can act on today.
Run an ABX Health Check
We’ll audit coverage, triggers, and plays; add controls; and ship a 14-day recovery plan so you can restore momentum quickly.
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