Scrappy ABM The Account Progression Model: From Awareness to Opportunity | Ep. 254
Feb 23, 2026
Meghana Bhate, an ABM practitioner who builds scrappy, profit-first programs and playbooks. She walks through targeting by profitability and product-market fit. She explains mapping buying committees from deal records and the Account Progression Model stages. She covers re-engaging closed-lost accounts, channel choices for finite lists, and using AI for data cleanup and segmentation.
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Target Profitability Not Just Revenue
- Start ABM by targetting profitable, high-retention customers rather than top revenue accounts.
- Use contract length, NPS, CS responsiveness, and finance profitability to define which customers to replicate.
Use A Clean Sheet To Find Target Accounts Fast
- Use a simple spreadsheet template to categorize customers by industry, geo, and revenue then hand the filtered list to finance and CS for profitability and satisfaction checks.
- Clean data first; with decent data you can pull a vetted target list in a day or a week with planning.
Map Buying Committees From Deal Records
- Map the buying committee from deal records by associating contacts to deal rows and tracking who shows up in cycles.
- Enrich with call transcripts and title-based persona segmentation to build persona-specific lists.