Impact - Build Your Framework
For the third principle of ABX measurement, impact, we'll dive into how to structure your data, how to capture key metrics, and best practices for data visualization.
© 2025 Folloze. ALL RIGHTS RESERVED.
Capture Key Metrics
Metric Definition
Total Qualified Accounts
Total number of accounts showing high buying intent
through ABM platform signals, matching strong or
moderate profile fit and 6QA [6s] / MQA [DB] buying
stage. Identifies accounts ready for sales outreach versus
continued nurturing. Track using your ABM platform
6sense or Demandbase.
Structure Your Data
Your ABX impact measurement framework combines three powerful data sources to give you a complete view of
program effectiveness:
ABM Platform: Tracks account qualification and buying stage progression through intent signals and third-party
data - think of this as your "radar" for identifying sales-ready accounts
Folloze Impact Dashboard: Measures first-party data, the highest level of engagement, from users evaluating
your platform - this is your "thermometer" revealing which accounts are most likely to convert
CRM: Captures the direct business impact through pipeline and revenue metrics - this is your "scorecard" showing
how the account-based strategy influences deals.
Move beyond basic engagement metrics to understand how account interactions drive pipeline creation and revenue
generation through the buyer's journey.
Build Your Framework For the third principle of ABX measurement , impact, we’ll dive into how to structure your data, how to capture key metrics, and best practices for data visualization.
Impact - Connecting Engagement to Business Impact
© 2025 Folloze. ALL RIGHTS RESERVED.
Metric Definition
Total Surging Accounts
Total surging accounts are highly engaged and evaluating
your solution. Identifies accounts ready for sales
outreach versus continued nurturing.
Track using Folloze Impact Dashboard.
Total New Meetings Booked
Total volume of meetings scheduled with target accounts
shows ABX efforts converting to sales activity.
Track using your CRM.
Total Opportunities Influenced
Total volume of opportunities created that are influenced
by ABX program shows ABX efforts converting to sales
pipeline.
Track using your CRM.
Value of Closed Won Influenced
Total value of closed won opportunities that are
influenced by ABX program demonstrates direct revenue
impact.
Track using your CRM.
https://help.folloze.com/s/article/Organization-level-Impact-Dashboard
© 2025 Folloze. ALL RIGHTS RESERVED.
Note: No ABM platform? Measure segment sizes through your CRM reports and account reach by tracking the number of unique accounts across all your go-to-market touch points.
Visualize Data
A compelling data visualization strategy is crucial for demonstrating your ABX program's impact. Create a multi-metric
dashboard that clearly shows the progression from account qualification through pipeline to revenue impact. Using a
logarithmic scale allows you to display metrics of different magnitudes - from thousands of qualified accounts to
millions in revenue - while maintaining clear visibility of trends and patterns. Consistent color coding helps stakeholders
quickly understand the relationship between different metrics, such as how qualified accounts translate to meetings
booked and eventually to closed revenue.