Account Research Deep Dive

Deep account research builds a complete picture of a company before outreach begins. The output is a one-page account brief that any rep, AE, or ABM marketer can pick up and act on immediately.

Time budget: 45-90 minutes for a Tier 1 ABM account. 15-30 minutes for a Tier 2 account. If research takes longer than 90 minutes, the account is either too opaque or you're going too deep. Cap it and move on.

The Account Brief

Every deep dive produces one document with these sections:

1. Company snapshot
2. Business model and revenue
3. Strategic priorities
4. Tech stack
5. Buying committee map
6. Problem hypothesis
7. Signal inventory
8. Competitive landscape
9. Recommended angle