Account-based marketing (ABM) has proven successful for companies like Chorus.ai by doubling average contract values and enhancing employee focus through a strategic, data-driven approach. The process begins with creating an Ideal Customer Profile (ICP) by analyzing firmographic and technographic data to identify companies that align with a product's offerings. This involves using tools like Clearbit for Salesforce to enrich customer data and define ICPs based on successful accounts, including those of competitors. After establishing the ICP, companies can segment accounts into prioritized tiers, each requiring varying degrees of personalized attention, from highly tailored one-on-one campaigns for top-tier accounts to broader strategies for lower-tier groups. The final phase includes vetting and refining the selected accounts with input from marketing, sales, and executives to ensure alignment with organizational goals and previously established connections. This approach not only increases efficiency in targeting but also informs future marketing strategies by analyzing the conversion and customer quality of targeted accounts.