ABM MEASUREMENT WORKSHEET
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Account list version and date:
Account inclusion criteria:
Reporting window:

For each measure record: definition, source, denominator, owner, current value, comparison and limitation.
1. Target accounts with observed reach:
2. Target accounts with meaningful engagement:
3. Accounts with an accepted sales conversation:
4. Accounts with an opportunity created:
5. Opportunity stage changes:

Engagement definition and bot/internal exclusions:
Meeting qualification criteria:
Opportunity definition:
Duplicate person/account rules:
Unknown or unmatchable activity:
Sales feedback and disqualification reasons:
Decision for next reporting period: