How much pipeline will your ABM program create?
Enter the target accounts in each tier and the share you expect to engage, the rate at which engaged accounts become opportunities, your win rate, average deal size and sales cycle. The forecast returns engaged accounts, opportunities, pipeline value and the closed revenue to expect over the cycle, in total and by tier. The starting values are example planning inputs, not benchmarks.
The starting values are example planning inputs, not benchmarks. Replace them with your own.
About $3.2M of pipeline from 31.8 opportunities
127 engaged accounts across three tiers. At a 25% win rate that is about $794K closed over a 9-month cycle.
Figures stay in your browser unless you ask us to send the full plan.
How it works
Engaged accounts
Accounts in each tier times the engagement rate you plan for that tier.
Opportunities
Engaged accounts times your engaged-to-opportunity rate, the same rate for every tier.
Pipeline
Opportunities times your average deal size.
Closed revenue
Pipeline times your win rate, expected over one sales cycle rather than in the first quarter.
Questions about this tool
What engagement rate should we plan for each tier?
Use your own history. Without it, start with a conservative assumption, measure engaged accounts for a quarter with a fixed definition and update the forecast. The starting values in the calculator are examples, not benchmarks.
What counts as an engaged account?
Whatever rule you agree with sales before you forecast, for example a set number of known people from the account active in a period, or a first meeting held. Keep the same rule every quarter so the trend means something.
Why is revenue spread over the sales cycle?
Opportunities created now close over your sales cycle, not in the month they open. Judge the first quarter on engaged accounts and opportunities, and revenue once a full cycle has run.
What if Tier 1 deals are much larger?
The calculator uses one deal size for all tiers to stay simple. If your Tier 1 deals are much larger, run it once per tier with that tier’s deal size and add the results.
Turn your numbers into a plan
Two free guides that pick up where this tool stops. Each opens on the page, and we email you the PDF. See all guides and checklists
