Account segmentation is the process of dividing a company’s customer base into groups of customers that share similar characteristics. In the case of tiers, it means separating accounts into Tier 1 (high priority), Tier 2 (medium priority), and Tier 3 (low priority). This way, you can more effectively scale your ABM implementation.
When all your accounts have been segmented into their appropriate tiers, you get a better idea of the number of accounts at each level, and how they can be supported. The higher the tier, the higher the number of touch points and customization marketers use for their campaigns.
Tiers can be determined by a number of factors and priorities, like the expected revenue to be generated, the size of the company, the industry they’re in, their expected growth, etc. Depending on your criteria, accounts can be split into Tier 1, Tier 2, or Tier 3, with the most important accounts at the top in Tier 1, and the less important accounts at the bottom in Tier 3.