A short glossary for Account-based programs
A short guide from ERP System AI for AI-enabled ERP vendors.
Shared language avoids misunderstandings. These are the terms worth agreeing on before a account-based programs program starts.
Handover
The moment a result passes from the program to your team, with the context needed to follow up.
Qualification
The agreed criteria a result has to meet to count.
Suppression list
Contacts excluded from outreach, including everyone who has opted out.
Ideal customer profile
A written description of the companies and roles that are the best fit for what you sell.
What this looks like week to week
Keep the first brief short. A page that covers who to reach, what to say and what counts as a result is more useful than a long document nobody rereads.
Give the program enough time to learn. Most of the improvement in account-based programs comes from adjustments made in the second and third months, once there is real feedback to work with.
Review results together every week, even when there is little to report. The habit matters more than the meeting length, and it keeps small problems from becoming large ones.
Treat data quality as part of the work, not a separate project. Remove bounced, outdated and opted-out records as they appear, and the program gets cheaper and more accurate over time.
Common questions
How is quality checked?
Every result is measured against the definition agreed before launch. Anything that falls short is flagged in the weekly report rather than counted.
Do we need a large budget to start?
No. A focused pilot on one segment is often the better first step, because it produces clearer lessons than a broad program spread thinly across many audiences.
Can account-based programs work alongside our existing marketing?
Yes. It works best when it shares the same targeting and message as the rest of your marketing, so buyers hear one consistent story.
What happens to contacts who are not interested?
They are recorded and respected. Anyone who opts out is added to a suppression list and is not contacted again in any later campaign.
About ERP System AI
Give us the accounts that matter and we map the buying group, find the right contacts and run coordinated, account-specific outreach across the people who influence the decision.
Agreeing on these terms early saves time later. ERP System AI writes them into every program brief. Get in touch.