How many accounts can you really go after?
Enter the accounts that fit your ideal customer profile, your account executives and how many accounts each can work, average deal size, win rate and buying-group size. The calculator returns TAM, serviceable and obtainable market, the 1:1, 1:few and 1:many tiers your team can cover, the contacts to reach and a starting monthly media budget.
Last updated
Focus on 300 accounts, not 3,000
48 one-to-one, 252 one-to-few and 2,700 one-to-many. TAM $360M, serviceable $36M, obtainable this year about $2.2M.
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How it works
TAM, SAM, SOM
ICP accounts times deal size is TAM; accounts your team can cover is serviceable; the share you can win this year is obtainable.
Tiers from capacity
Sellers times accounts per seller sets coverage. Tier 1 is the share each seller works one-to-one; Tier 2 and 3 fill the rest.
Buying groups
Accounts times buying-group size gives the contacts your ads and outreach must reach.
Media budget
Contacts times monthly impressions per contact times your CPM, an assumption you can change.
How many target accounts should an ABM program have?
As many as your sellers can actively work, not as many as fit the ICP. Coverage you cannot follow up wastes media and attention. Tier the rest into one-to-many programs.
What are TAM, SAM and SOM in ABM?
Total addressable market is every ICP account’s potential value; serviceable is the part your team can cover; obtainable is what you can realistically win in the period.
Do I need an ABM platform such as Demandbase or 6sense?
Not to start. Platforms add intent data, account-level advertising and orchestration that pay off once you run many accounts across channels. PlanConversion is a Demandbase partner, so weigh our view accordingly.
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