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abm-measurement-framework

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Use this skill when measuring ABM success — account-stage metrics instead of lead metrics, attribution models, ROI formulas, and benchmarks for account-based programs.

skills/ivan-falco/abm-measurement-framework/SKILL.md

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# ABM Measurement - Framework

How to measure ABM success: metrics by stage, attribution models, ROI formulas, and benchmarks that actually work.

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## The ABM Measurement Principle

ABM measurement is fundamentally different from demand gen measurement. You're tracking **accounts through a journey**, not leads through a funnel.

**The core shift:**
- Demand gen asks: "How many leads did we generate?"
- ABM asks: "How many target accounts progressed through buying stages?"
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