The goal of reviewing your territory and tiering your accounts (customers AND prospects) is to enable you to prioritize your time and proactively work on the right customers with the right amount of effort. When your accounts are ranked effectively, you can work on a cadence that helps you grow your opportunity pipeline by spending the right amount of time depending on the potential and current value of the customer/prospect.
Analyze Your Territory
To get started, you'll need to understand how the territory looks.
Remember, keep it simple and iterate!
Start with the goal in mind (for example, build 2.5-3x quota pipeline)
Determine how your territory buys software / technology, how many developers they have
Understand the routes to market: Direct, Channel, and taking advantage of customer initiatives/ Programs
Use Demandbase, GitLab's targeting and personalization platform, to review intent data and ideal customer profiles
Once you've organized your accounts and understand your routes to market, you can determine which resources to engage with to begin Account Planning.
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