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2019 Account Based Benchmark Report | TOPO

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2 January 23, 2019 © 2019 TOPO. All rights reserved. Unauthorized copying or distribution is a violation of copyright law. For questions, email analyst@topohq.com 2019 ACCOUNT BASED BENCHMARK REPORT A research report focused on the strategies and tactics of successful account based organizations. By Eric Wittlake With Kristina McMillan January 23, 2019 Many organizations are leveraging an account based strategy to drive business growth. Therefore, organizations must identify the best tactics, necessary budgets, and resources for adopting an account based strategy, and align internal expectations around the expected outcomes. To address this requirement, TOPO surveyed more than 150 practitioners at leading account based organizations and compiled the strategies and metrics that support them into the 2019 Account Based Benchmark Report. This report provides insights organizations can apply to adopt or evolve their account based strategy in 2019 and beyond. TABLE OF CONTENTS Survey Overview 3 Demographics 4 Introduction and Takeaways 5 Market Overview 7 Strategy 11 Metrics 14 Organizational Design 16 Process 19 Tactics 20 Guidance 25 About TOPO 26 RELATED RESEARCH Account Based Technology Report, April 2018 Account Based Measurement Model, November 2018 The Account Based Funnel, February 2017

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