Targeting your highest potential accounts with dedicated resources can be a wise strategy as you expand into Enterprise and Strategic segments.

But before you rush off to build your new program consider these seven questions:

Are you creating silos in marketing, sales and customer success?

What are you trying to achieve?

Are you aligned on the buyer process?

How will you select your target accounts?

How will you assign resources to the program?

What content will you need to create?

How will you support your target accounts?

How will you measure success?