ROI is a vital metric to track, as you need to ensure that your ABM campaign is not costing more than the return from your target accounts. If you’ve got past data from your marketing and sales efforts, that can really come in handy.
It gives you an idea of what to expect when launching a new campaign, like how much you’ll need to spend on average before you start closing deals.
But if you start spending more than the average without getting a good return on investment, it might be time to rethink your approach or focus on different target accounts.