Selecting the right accounts is key to ABM success. As an early adopter of an account-based approach in 2015, VersionOne struggled to align sales and marketing to narrow down a set of target accounts. VersionOne partnered with EverString to select best-fit accounts that matched its target company profiles and industries.
However, determining best-fit accounts were only part of the equation. VersionOne still needed a way to determine if those target accounts were interested in agile technologies or had any upcoming initiatives for Agile and DevOps.