Figure 14 Sept 2026From “What is account-based marketing?”

The account-based marketing tiering architecture

Structure marketing and sales resources across Strategic 1:1, Scale 1:Few, and Programmatic 1:Many account tiers.

Figure 1The account-based marketing tiering architecture

ABM Program Tier	Target Account Volume	Customization Depth	Primary Commercial Channels	Target Account Value Profile
Tier 1: Strategic ABM (1:1)	10 to 50 accounts	100% bespoke research and content	Executive briefings, custom ROI audits, direct mail	\$250,000+ ACV / Strategic Flagships
Tier 2: ABM Lite (1:Few)	50 to 250 accounts	Segment-specific personalization	Tailored micro-webinars, industry roundtables	\$75,000–\$250,000 ACV / High-Growth
Tier 3: Programmatic (1:Many)	250 to 1,000+ accounts	Automated programmatic dynamic rules	Intent-triggered digital ads, dynamic landing pages	\$25,000–\$75,000 ACV / Volume Scale
Customer Expansion ABM	Active enterprise client base	Relationship and telemetry tailored	Executive QBRs, co-innovation roadmaps, cross-sell	Top 20% existing revenue contributors

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Source: Author's ABM governance framework grounded in account-level customer valuation and channel governance from Biemans et al. (2022), Frazier (1999), and Reinartz and Kumar (2000).

PNG4:3, 1600 × 1200, with the title, the source line and the attribution set in the image isoglu-2026-what-is-account-based-marketing-fig01.png

From the essay

Go-to-market strategy

What is account-based marketing?

Account-based marketing coordinates sales and marketing around high-value accounts. Treat target accounts as individual markets to allocate resources.

4 Sept 2026

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APA 7

Isoglu, S. (2026). The account-based marketing tiering architecture [Figure]. isoglu.com. https://isoglu.com/insights/exhibits/isoglu-2026-what-is-account-based-marketing-fig01/

BibTeX

@misc{isoglu-2026-what-is-account-based-marketing-fig01,
  author = {Isoglu, Sinan},
  title = {{The account-based marketing tiering architecture}},
  year = {2026},
  howpublished = {Figure 1, isoglu.com},
  url = {https://isoglu.com/insights/exhibits/isoglu-2026-what-is-account-based-marketing-fig01/},
  note = {From the essay {What is account-based marketing?}}
}

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  <a href="https://isoglu.com/insights/exhibits/isoglu-2026-what-is-account-based-marketing-fig01/">
    <img src="https://isoglu.com/social/isoglu-2026-what-is-account-based-marketing-fig01.png" alt="Figure 1: The account-based marketing tiering architecture" width="3200" height="2400">
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  <figcaption>Figure 1: The account-based marketing tiering architecture. Source: Author&#39;s ABM governance framework grounded in account-level customer valuation and channel governance from Biemans et al. (2022), Frazier (1999), and Reinartz and Kumar (2000). <a href="https://isoglu.com/insights/exhibits/isoglu-2026-what-is-account-based-marketing-fig01/">View exhibit</a>.</figcaption>
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