Table Table 4 Go-to-market & pricing 4 September 2026

Cross-Functional RACI Governance Matrix

ABM Operating Lifecycle Activity	Enterprise Marketing	Account Executive (AE)	SDR / BDR Team	RevOps & Analytics	Executive Leadership
Target Account List (TAL) Selection	Responsible	Responsible	Consulted	Accountable	Consulted
Account Dossier & Stakeholder Research	Responsible	Accountable	Responsible	Informed	Informed
Custom Bespoke Content Production	Accountable	Consulted	Informed	Informed	Informed
Multi-Channel Advertising Air Cover	Accountable	Informed	Informed	Consulted	Informed
Coordinated Outbound Multi-Threading	Consulted	Accountable	Responsible	Informed	Informed
C-Level Executive Dinner Outreach	Responsible	Consulted	Informed	Informed	Accountable
Account Engagement Reporting	Consulted	Informed	Informed	Accountable	Responsible

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Reference & Evidence

Source: Table from this essay. Sources and interpretation are given in the article.

From the essay

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.

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APA 7

Isoglu, S. (2026). Cross-Functional RACI Governance Matrix [Table]. isoglu.com. https://isoglu.com/insights/exhibits/isoglu-2026-what-is-account-based-marketing-fig06/

BibTeX

@misc{isoglu-2026-what-is-account-based-marketing-fig06,
  author = {Isoglu, Sinan},
  title = {{Cross-Functional RACI Governance Matrix}},
  year = {2026},
  howpublished = {Table 4, isoglu.com},
  url = {https://isoglu.com/insights/exhibits/isoglu-2026-what-is-account-based-marketing-fig06/},
  note = {From the essay {What is account-based marketing?}}
}

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