Account Selection & Tiering:
When Should I Remove Accounts from My ABX Program?
Protect capacity and raise win rates by pruning non-ICP, stalled, or low-probability accounts. This guide gives hard criteria, a simple exit workflow, and a comparison matrix so you can act with confidence.
Remove an account when it fails ICP fit, shows sustained no-intent/no-engagement, has commercial/technical blockers you cannot overcome in the next 12 months, or becomes brand/ethical risk. Otherwise pause/recycle it with a time-boxed nurture. Use the rule: Fit OR Intent must be true—if both are false for 2+ consecutive quarters, exit.
Clear Exit Signals
Decide: Remove vs. Pause vs. Retain (Low-Touch)
Apply consistent rules so reps spend time where outcomes are most likely.
Exit Workflow (5 Steps)
- Score Fit & Intent — Fit (ICP, tech, geo, size). Intent (topics, site, replies). Require ≥1 to proceed.
- Validate Evidence — Confirm data freshness (≤30–60 days). Check SDR/AE activity logs and deliverability.
- Assess Obstacles — Classify as Temporary (≤6–12 months) or Structural (>12 months/no path).
- Choose Path — Remove, Pause (recycle), or Retain at Tier 3. Assign owner and SLA.
- Document & Replace — Log reason code, set re-entry criteria, and backfill from the waiting list within 7 days.
Removal vs. Pause vs. Retain — Decision Matrix
| Criteria | Remove from ABX | Pause / Recycle | Retain (Low-Touch T3) |
|---|---|---|---|
| Fit | Fails ICP or compliance; no roadmap fix <12m | Borderline ICP; one blocker likely to clear <6–12m | ICP-true |
| Intent & Engagement | No intent + no engagement for 2 quarters | Seasonal lulls; intermittent intent signals | Some passive behavior (web visits, light email) |
| Commercial Outlook | Multi-year competitive lock-in below ACV floor | Fiscal freeze until next budget cycle | Viable ACV; timing uncertain |
| Action & Ownership | Owner: Ops; Action: archive segment, suppress ads, close plan | Owner: Marketing; Action: 90–180d nurture + re-entry trigger | Owner: SDR; Action: quarterly check-ins + auto-intent alerts |
| Re-Entry Conditions | Leadership exception or major change (new exec, M&A, tech shift) | Intent surge, new sponsor, RFP, or integration released | Meeting booked or ≥2 qualified signals in 30 days |
Client Snapshot: Prune to Perform
A SaaS team removed 19% of accounts (structural blockers) and recycled 14% into 120-day nurtures. Result: +28% meetings per rep, +17% pipeline/rep, and −22% CAC within one quarter.
Keep taxonomy clean and SLAs clear—align to RM6™ and orchestrate changes in The Loop™ so Sales, CS, and Marketing stay synchronized.
Frequently Asked Questions on ABX Removal
Short, practical answers designed for AEO and rich results.
Make Room for High-Probability Accounts
We’ll codify exit rules, automate pauses, and backfill from ICP lookalikes—so your ABX stays focused and effective.
Tune Your ABX Portfolio Assess Readiness