ForgeX Files

Practitioner-grade ABM analysis from Davis Potter.

Issues

• Why Most Target Account Lists Fail Before They Ship — Most target account lists are dead on arrival — built from the wrong data, signed off by the wrong people, and frozen the moment they ship. Here is what to do instead.
• The ABM Operating Model Is Broken (and What Replaces It) — The reason most ABM programs flatten after year one has nothing to do with tools or budget. It is the operating model itself. Here is the shape of what works.