Marketing Qualified Account (MQA)

Definition: A Marketing Qualified Account (MQA) is an account that exhibits buying signals and intent indicators matching your Ideal Customer Profile (ICP), but has not yet been contacted by sales.

Target Account List Building Guide

Your target account list is the foundation of ABM. Get it wrong, and you waste months chasing bad-fit accounts. Get it right, and your sales and marketing teams operate with laser focus.

Intent Signal

Definition: An intent signal is any behavioral, contextual, or explicit indicator that a company or individual is actively researching, evaluating, or preparing to purchase a solution in your category.

Dark Funnel

Definition: The dark funnel is the portion of your buyer's journey that happens outside your owned channels: private Slack communities, internal company discussions, competitor reviews on G2, analyst reports, peer recommendations, and offline conversations that influence buying decisions but remain invisible to your marketing and sales tools.

Buying Committee (B2B)

Definition: A buying committee is the group of stakeholders within an account who jointly influence, evaluate, and authorize purchase decisions for a given solution.

Ideal Customer Profile Template for B2B

An Ideal Customer Profile (ICP) is a detailed description of the hypothetical company that would benefit most from your product or service. Unlike lead scoring, which ranks individual prospects, an ICP describes the type of account worth pursuing at scale. This guide provides a template to build your B2B ICP and use it to align sales, marketing, and product teams.

B2B Demand Generation

Definition: B2B demand generation is the process of creating, nurturing, and capturing buying interest from target accounts and prospects, with the goal of feeding qualified opportunities into your sales pipeline.

B2B Intent Data Activation Guide

Intent data tells you which accounts are actively researching solutions like yours. A company exhibiting "in-market" signals is more likely to buy than a company showing no signal. Yet most teams buy intent data and then don't do anything with it.

Account Prioritization Framework 2026

Thousands of accounts might be a "fit" for your solution, but you can't pursue them all. Account prioritization is the discipline of deciding which accounts get your best people, budget, and attention first. This framework helps you tier accounts rationally based on fit, intent, and available resources.

Rollworks Alternatives 2026: Mid-Market ABM Platforms Compared

Rollworks dominates mid-market (100-400 accounts) with fastest implementation (30-45 days) and transparent per-account pricing, but lacks Demandbase-level attribution and Terminus-level personalization. Choose Demandbase for attribution clarity, 6sense for early-stage identification, Abmatic for flat pricing, or Terminus for deep personalization.

Madison Logic Alternatives 2026: Account-Based Advertising Platforms Compared

Madison Logic dominates pure account-based display advertising but costs scale quickly with large TALs (500+ accounts). Demandbase bundles attribution and orchestration with advertising. Terminus adds personalization. LinkedIn Campaign Manager provides cheapest reach if you already advertise. Choose based on whether advertising is your primary motion or one channel in a broader ABM program.

Demandbase Alternatives 2026: Find the Right Account-Based Marketing Platform

Demandbase excels at enterprise attribution and orchestration but requires 12-16 weeks and per-account pricing that scales to 600K-1M annually for 1000-account TALs. Rollworks, 6sense, and Abmatic offer faster implementations, lower costs, and lighter configurations for mid-market and growth-stage teams prioritizing speed and budget control over attribution depth.