During my client interaction workshops, masterclass, I get a question again and again. Is account-based marketing right for my solution, product or organization? I have a three question framework to answer that. Let me explain that to you. First, what is your per sales revenue ticket? Means, if your revenue per sales is high, is ABM more relevant to you. Think of it in this way. If you are selling a data center solution, where per sales revenues an average $100,000 plus, then definitely, ABM is right for you. On the other hand, if you are selling to SMBs, a software as a service like payroll, where per sales revenue is around $20 per user per month, ABM might not be the right solution for you. Second, how long and complex is your sales cycle? Longer it is, ABM is more applicable to your product or solution. Third, if you are serving a niche industry or vertical, then ABM is more suitable for you. For example, if you are selling cybersecurity solution for banking or BFSI sector, definitely, ABM is the right solution for you. You