Introduction To Account Lists

Prerequisites 

This feature is available to customers whose subscription includes Terminus Data Studio.

What are Account Lists?

In an account-based program, account lists are a segment of named accounts that a team intends to run marketing & sales programs against, and measure progress for over a specific period of time, such as a month or a quarter. 

In the Terminus platform, users can segment accounts by analyzing their marketing, sales, and web activity, along with key account attributes, and save them in lists that coincide with their marketing programs and strategic initiatives.

Creating saved Account Lists in Data Studio unlocks several benefits for our users, including:

• The ability to launch personalized and coordinated campaigns across our advertising, web, chat, and email marketing experiences, to those specific accounts 
• Pushing account list membership to Salesforce for sales visibility, and external marketing campaign execution
• Filtering your Measurement Studio reports by activity in your key segments
• And, monitoring trends and measuring the true impact of your efforts across the buyer’s or customer’s journey in ABM Scorecard and Trending Scorecard

Some best practices to consider when building your target account lists:

• Group your target accounts based on similarities among prospect or customer segments. For example:
  
  • Industry / verticals
  • Revenue range
  • Employee count
  • Product line / service 
• Optimize your target account list size based on what can feasibly be targeted with coordinated campaigns:
  • E.g. According to “TOPO’s 2019 Account Based Benchmark Report”, account lists with up to 999 target accounts are on average 61% covered by programs

Here are examples of some typical Account Lists:

• Q1 Mid-Market SDR Tier 1 List: A list of new mid-sized accounts that show in-market signals (such as intent for your solution), that your SDR teams will work to activate over a specific quarter.
• Annual Enterprise Key Account List: A list of key enterprise accounts and logos that you want to acquire or progress in a specific year.
• Single-Product Quarterly Renewal Engagement List: A list of accounts using one of your offerings, with renewal dates in a specific quarter, with which you’d like to support expansion deals.

How to Use Account Lists

You should create an account list when:

• You have a specific cohort of accounts, and you want to measure the progress of those accounts towards revenue over a specific time period.
• You want to test the effectiveness of certain programs, or compare engagement and success rates across certain segments of accounts.
• You want to easily share relevant engagement data and funnel progress on different target account segments or business units externally (re: via .CSV export).

You do not need to create a new list each time you want to:

• Run a new marketing campaign.
• Launch a new Terminus advertising campaign.

Adding Accounts to a New List

By selecting the checkboxes to the left of the Account name, you will be selecting that Account for inclusion within a defined list. Users have the option to select the current accounts displayed, individual accounts, or all accounts that meet the given criteria.



Once all accounts have been chosen, click the ‘Add to Account List’ button. Select the folder where you'll be creating a new list and click ‘Create New List’. Once the list has been created, select the list and click 'Add to List'.


You will now see the selected accounts within this list and have the ability to filter additional Terminus Measurement Studio reports sections by these accounts.

Adding Accounts to an Existing List

By selecting the checkboxes to the left of the Account name, you will be selecting that Account for inclusion within a defined list. Users have the option to select the current accounts displayed, individually selected accounts, or all accounts that meet the given Criteria. To add the selected accounts to an existing list, select the ‘Add to Account List’ button.



Select the folder where you want to add these the chosen accounts, and select the existing list to include additional accounts. If a list name is highlighted in grey, it is currently selected.

Removing Accounts from an Existing List

You can edit and remove accounts from an existing list. To remove the selected accounts to an existing list, select the white 'Manage Lists’ button next to the blue 'Add to Dashboard' button.

Select the desired folder and account list you would like to remove the account(s) from, and click on the list name.

Check the box next to the accounts you would like to remove. Then, select 'Remove from List' button.

Additional Feature Details 

List Permissions

Public Folder

Anyone can:

• Can add a new list to the folder
• Can delete a list from the folder
• Can modify a list’s name within the folder
• Can move a list from the current folder to a different folder
• Can add account record memberships to a list
• Can remove account record memberships to a list
• Can filter reports by lists contained in the current folder

Private Folder

Only the owner:

• Can add a new list to the folder
• Can delete a list from the folder
• Can modify a list’s name within the folder
• Can move a list from the current folder to a different folder
• Can add account record memberships to a list
• Can remove account record memberships to a list
• Can filter reports by lists contained in the current folder

Read Only Folder

Only the owner:

• Can add a new list to the folder
• Can delete a list from the folder
• Can modify a list’s name within the folder
• Can move a list from the current folder to a different folder
• Can add account record memberships to a list
• Can remove account record memberships to a list

Anyone:

• Can filter reports by lists contained in the current folder

List Functionality

• Lists MUST be contained in a folder.
• Deleting a folder will delete all lists contained within the folder.
• List permissions are inherited from the folder permissions.
• Users can select accounts from different pages without losing the accounts already selected (referred to as the “running count”).
• Users can see the running count selected prior to adding them to a list (notification box located above the table).
• Users can edit the memberships of a list on Data Studio page (via “Manage List”).
• Users can select accounts from different pages without losing the accounts already selected (referred to as the “running count”
  

FAQs

Are there limits to how many lists I can have?

• Currently, there is no limit.

Are there limits to how many accounts I can store in a list?

• Currently, there is no limit.

Can I filter other reports outside of the Account List to only show accounts from my saved lists?

• Yes, all Terminus reports and dashboard tiles can be filtered to show only data that pertains to created account lists.

Can a single account be a member of multiple lists?

• Yes, a single account can belong to multiple lists.

Are accounts de-duped on a single list?

• Yes, Terminus de-dupes account memberships within a list. When attempting to add a duplicate account to a list, Terminus checks for existing memberships and does not add an account if it is already a member.