Transformer « pourquoi maintenant ? » en un système d’exploitation générateur de revenus
La plupart des équipes peuvent définir OMS ils ciblent et comment ils vont sur le marché. Là où ça casse, c'est pourquoi maintenant—the moment a rep should act.
ABX stack Multi-Badge Account Qualification model™ makes the “why now” explicit, explainable, and operational across Sales, Marketing, and RevOps
Ce que cela implique
Who × How × Why-Now — on every routed account.
- ICP (Who): The bounded set of accounts you can win, serve, and retain profitably — complete with ICP-IN and ICP-OUT to protect focus.
- GTM Motion (How): Enterprise ABM for complex, high-ACV pursuits; Growth ABM for scaled 1:few coverage; Deal Acceleration as an overlay when opportunities already exist.
- Badge (Why-Now): A clear, time-bound reason to act, chosen from three universal archetypes:
- Customer — renew, expand, or defend.
- Competitive — switch, displace, or differentiate.
- Change — capitalize on momentum or disruption.
Each account or contact carries one badge at a time, with rules for precedence, expiry, and capacity.
Le résultat attendu
- UN badge map aligné avec vos mouvements et vos niveaux ICP.
- Des règles explicables with built-in time-to-live and sustain logic.
- Routing and SLAs that respect capacity and recycle inactive accounts.
- Tableaux de bord showing Surface→Touch, MQA→Opp, cycle time, and ACV by badge and motion.
- Gouvernance templates: guardrails, change log, and monthly Rules Council.
Vous envisagez de mettre en œuvre le modèle de qualification de compte multi-badges ?
FAQ sur le modèle de qualification de compte multi-badges™
A framework to route the right accounts for the right reason—now—by linking ICP, GTM motion, and one explicit why-now badge per surfaced account.
Customer: Managed by CSMs or AEs for renewals, upsell, and cross-sell.
Competitive: Driven by AEs or competitive pods.
Change: Coordinated by SDRs or Growth teams for emerging momentum.
Badges have precedence and expiry so queues stay clean and actionable.
We enforce role-based caps, SLA, and badge expiry. When signals fade, accounts recycle automatically.
Vous voulez en savoir plus ?
Réservez une séance de travail de 30 minutes. Nous examinerons votre pipeline actuel, choisirons un segment et définirons un projet pilote que vous pourrez démarrer immédiatement.