ABX Strategy Framework

A comprehensive Account-Based Everything (ABX) strategy framework for B2B companies with complex sales cycles, lots of personnas, high-value deals, and limited addressable markets.

Progress Tracking

Display progress during ABX strategy development:

[████░░░░░░░░░░░░░░░░] 25% — Phase 1/4: ICP Scoring & Account Selection
[████████░░░░░░░░░░░░] 50% — Phase 2/4: Messaging Architecture & Persona Mapping
[████████████░░░░░░░░] 75% — Phase 3/4: Campaign Design & Channel Strategy
[████████████████████] 100% — Phase 4/4: Pipeline Measurement & Field Enablement

Core Philosophy: Marketing as Product

Treat every campaign, message, and channel as a hypothesis to validate, not a plan to execute.

The Bet Board Methodology

Every initiative is a bet with four components:

┌─────────────────────────────────────────────────────────────┐
│ BET: [Name of initiative]                                   │
├─────────────────────────────────────────────────────────────┤
│ HYPOTHESIS: [What you believe will happen]                  │
│                                                             │
│ TEST: [How you will validate]                               │
│                                                             │
│ SUCCESS CRITERIA: [Measurable outcome that confirms bet]    │
│                                                             │
│ KILL CONDITION: [When to abandon and pivot]                 │
│                                                             │
│ LEARNING OUTPUT: [What you'll know regardless of outcome]   │
└─────────────────────────────────────────────────────────────┘

Framework 1: Segment-Specific vs. Synergy Analysis

Template: Segment Analysis Matrix

For each segment, document: ICP (description), Primary Personas (titles), Top 3 Pain Points, Pricing Model, Primary Channels, Key Message (one-sentence value prop) — and which collateral, success stories, and education topics can be reused from other segments.

Framework 2: ABX Account Motions

Replace the linear funnel with signal-driven account motions. Each motion is triggered by observed signals, not assumptions about where accounts "sit" in a journey.

Signal Detection Categories

Framework 3: PURE Problem Scoring

Score ICP tiers using the PURE framework to identify "hair-on-fire" accounts.

The PURE Criteria

Tier Assignment

Template: Account PURE Scorecard

## Account: [Company Name]

### PURE Assessment
| Criterion | Score (0-3) | Evidence |
|-----------|-------------|----------|
| Painful | [X] | [Why this score] |
| Urgent | [X] | [Why this score] |
| Recognized | [X] | [Why this score] |
| Expensive | [X] | [Why this score] |
| **TOTAL** | [X/12] | **Tier: [X]** |

### Buying Committee (Known)
| Name | Title | Role in Decision | Engagement Status |
|------|-------|------------------|-------------------|
| | | Champion / Influencer / Blocker / Decision-maker | Cold / Warm / Engaged |

### Next Actions
1. [Action]
2. [Action]

Framework 4: Message Resonance System

Five components: Personalization (tailored content per persona and segment), Storytelling (real case studies that make abstract tangible), Engagement Metrics (track via Gong, analytics, email), Feedback Loops (sales input, win/loss analysis, customer interviews), and Consistent Voice (professional yet human, innovative but proven).

Message Resonance Rate (MRR)

The key leading indicator: % of sales conversations where the prospect uses your language back.

Track via conversation intelligence (Gong, Chorus) by monitoring:

• Keyword adoption (do they say "dedicated capacity" or "shared bandwidth"?)
• Objection patterns (are we addressing the right concerns?)
• Competitive mentions (how are we being compared?)

Target: 40%+ of qualified meetings show message adoption.

Framework 5: Capability-to-Benefit Translation

Template: Capability Translation Matrix

Template: Persona Message Map

Framework 6: Constant Discovery Mindset

Before, during, and after every deal, ask:

1. Players — Who are the real decision-makers vs. influencers? Who can kill the deal?
2. Relationships — Internal dynamics, external advisors, political factors, trust networks.
3. Influencing Factors — Budget cycles, regulatory timelines, competitive moves, internal mandates.
4. Decision Factors — Technical requirements, commercial terms, risk tolerance, evaluation criteria.

Win/Loss Analysis Framework

Framework 7: Learning Loop Architecture

Framework 8: Budget Allocation by Stage

Framework 9: Customer Journey Mapping

Template: Journey Map

Framework 10: Collaterals with Success Metrics

KPI Architecture

Composable ABX Tech Stack

Best-of-breed tools orchestrated through CRM as single source of truth. Phase 1 investment: ~$100-165K vs. $150-250K+ for monolithic enterprise ABM platforms.

90-Day Implementation Plan

Example Usage

Score accounts: "Apply the PURE framework to [company] based on [context]"

(All other prompts follow the same pattern: name the framework and provide the relevant context — product, segment, competitor, or persona.)