Free tool 20 of 26 · ABM planning
ABM Tiering Calculator
Tiering puts more effort on fewer accounts. Set how many accounts sit in each tier and how much more a top-tier account deserves, and see what each one gets per year and per month.
- Free, no sign-up
- Runs in your browser
- Checked 19 October 2026
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How it works
How to use the ABM Tiering Calculator
- Enter the annual ABM budget.
- Enter accounts per tier and how many times more a 1:1 or 1:few account gets than a 1:many account.
- Read the split, budget per account and typical plays.
| What | How it's worked out |
|---|---|
| Budget units | Σ accounts × weight across tiers |
| Tier budget | Budget × (tier accounts × weight) ÷ units |
| Per account | Tier budget ÷ tier accounts |
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How to use the result
- Check that 1:1 is really 1:1. If a top account gets less than one bespoke asset and an event seat a year, move it to 1:few.
- Tier by capacity, not ambition. Each 1:1 account needs a named owner and plan; most teams can run 5–20.
- Re-tier quarterly using fit and intent scores, and promote accounts that start engaging.
Questions
Straight answers.
What are 1:1, 1:few and 1:many ABM?
1:1 treats each account as a market of one with custom plays. 1:few groups similar accounts into clusters. 1:many runs programmatic and LinkedIn plays across hundreds or thousands of accounts.
How many accounts should be in each tier?
Commonly a handful to 20 in 1:1, tens to low hundreds in 1:few, and the rest in 1:many. Capacity in sales and marketing sets the limit.
How much more should a 1:1 account get?
Often dozens of times a 1:many account, because it carries custom content, events and executive time. The example uses 80.
Can an account move between tiers?
Yes. Review quarterly and move accounts based on fit, intent and engagement.
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