2019 Account Based Benchmark Report | TOPO

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4 January 23, 2019 2019 Account Based Benchmark Report A research report focused on the strategies and tactics of successful account based organizations. © 2019 TOPO. All rights reserved. Unauthorized copying or distribution is a violation of copyright law. For questions, email analyst@topohq.com DEMOGRAPHICS This report is based on survey data gathered from account based marketers in mostly high-growth B2B companies. 6-12 months ago 26% 12-24 months ago 34% More than 24 months ago 23% Fewer than 6 months ago 15% Have not yet implemented account based 2% 61% of respondents are director level and above 55% of respondents generate ACVs greater than $75K on average 51% of respondents are targeting fewer than 1,000 target accounts 57% of respondents have been executing an account based strategy for more than one year Account based maturity CMO/EVP/SVP 23% Director/Sr. Dir. 38% Manager 16% VP 20% Other 3% Job title Annual contract value (ACV) Target account list size $0-$25K 14% $25K-$75K 31% $75K-$250K 38% $250K+ 17% 1-100 13% Over 1,000 49% 101-1,000 38%

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