GTM and your Account Planning
It starts with the Goto Market Strategy (GTM) :
Determining the ideal number of target accounts for your organization depends on a number of factors. Below are some important factors within your GTM.
Each factor should be weighted in level of importance to the overall strategy. As an example, The larger your deal size, the more time it will take to orchestrate your accounts. The larger the deals, there will be fewer accounts served per representative. This will reduce your overall account volume (below is an example).
You can calculate your total number of target accounts, as well as the number of accounts you should have per tier. Tiering allows your reps to focus on covering a reasonable number of accounts while maintaining a structure for performing more broad-based programs that reach other accounts in your ideal customer profile (ICP).
Example Plan: Starting Point = 10% or Initial Target Account List
Revisit your target account list and tiering model quarterly to adapt to changes, learn from success rates, implement learnings, and map to overall success.
