Most  ABM programmes can report what they did. Far fewer can prove what it was worth,  and to whom it mattered. This working session will take you through the full portfolio of metrics available including engagement, pipeline, revenue, and the harder-to-track experiential signals. It will show you how to map that portfolio of measures against the very different expectations of key stakeholders including sales leaders, account leaders, end clients and marketing leadership. You'll leave with a working stakeholder/metric map and a first-draft account value statement you can take straight into your next QBR or budget conversation to demonstrate the value you’re adding and hopefully secure that essential budget you need.

You'll come away with:

• Why "we did a lot of activity" no longer earns ABM its budget, and what the data says stakeholders actually want instead
• The full portfolio of ABM metrics — activity, outcome, impact — and where experiential/trail-marker measures fit
• One dashboard won’t satisfy all stakeholders: You’ll learn how to map metrics to four distinct ABM stakeholders (sales leaders, account leaders, end clients, marketing leadership) to serve each one’s needs.
• How to turn a raw metric into a stakeholder-ready value statement (Action → Outcome → Impact).

This is a working session, not a presentation. Bring your own examples and be ready to compare notes with the room on your metrics and your stakeholders.