Your guide to GTM metrics 2.0

• Identifying your target accounts isn’t a one-off exercise with basic TAM filters. A best-in-class approach is to have a dynamic ICP model that can evolve with your product and market. At a minimum, revisit it annually.


• You need good data to not only pick accounts, but to engage accounts at scale. This should include a combination of firmographic,

Because the mindset shifts in account-centric from focusing on lead volume and qualification to targeting the right accounts and progressing toward closed opportunities, the metrics used to evaluate your program change, too.