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Capture Key Metrics

Metric Definition

Total Accounts

Total accounts within your intended market segment size

will establish your targetable universe. Track using ABM

platform data from 6sense or Demandbase.

Structure Your Data

Combine your ABM platform metrics with Folloze Impact Dashboard insights to document a complete view of account

reach, engagement, and program performance. This will serve as your foundational data.

ABM Platform: Monitor target market coverage and multi-channel reach while

leveraging third-party intent signals to identify potential account interest

Folloze Impact Dashboard: Measure account and people-level engagement and

capture first-party behavioral data to understand actual buying patterns.

This dual-lens approach enables teams to build and maintain the comprehensive data coverage needed for scaling

effective, personalized account-based experiences.

Build Your Framework For the first principle of ABX measurement, scale, we’ll dive into how to structure your data, how to capture key metrics, and best practices for data visualization.

Scale - Reaching Market Potential

© 2025 Folloze. ALL RIGHTS RESERVED.

Metric Definition

Total Account Reach

Total unique accounts exposed to sales and marketing

activities measures outreach effectiveness across go-to-

market motions. Track using ABM platform data from

6sense or Demandbase.

Coverage Rate

The percentage of total accounts reached by your sales

and marketing activities provides consistent tracking as

segment sizes evolve or fluctuate.

Calculate using this formula = (# Total Accounts

Reached / # Total Accounts) * 100%.

Total Accounts Visited

Total unique accounts that had at least one person

engaged with your Folloze board(s), based on applied

filters, reveals account buying intent. Track using the

Folloze Impact Dashboard.

Total People Visited

Total unique people who engaged with your Folloze

board(s), based on the applied filters, reveals buyer

intent. If a person was invited, but did not land on board,

they will not be counted as engaged people. Track using

the Folloze Impact Dashboard.

© 2025 Folloze. ALL RIGHTS RESERVED.

Metric Definition

Average Coverage / Account

Average number of unique people per unique account

that visited your Folloze board(s), based on applied filters,

reveals how deeply you're connecting with accounts’

buying committee. Calculate using this formula = (# Total

People Visited / # Total Accounts Visited) * 100%.

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

Simple charts transform complex ABX metrics into clear insights, enables teams to spot trends instantly, and make

data-driven decisions. By presenting performance data visually, teams can better communicate results across

departments, monitor KPIs in real-time, and tell compelling stories about program impact to stakeholders.