Check your pilot prerequisites
Mark only statements you can support with evidence. This is a worksheet, not a validated score.
Check readiness for one pilot
Choose an offer and a bounded account group. Read each statement below and select it only when you can point to usable evidence. An unchecked item is a prompt for work, not a judgment about the organization’s maturity.
Salesforce’s ABM guidance emphasizes selected accounts and coordinated activity. The assessment turns that general concept into six original operating checks. It is not endorsed by Salesforce and does not imply a platform requirement.
What the checks mean
| Check | Evidence that supports it |
|---|---|
| Account criteria | Inclusion, exclusions and reasons for selection |
| Sales ownership | Named owners who can take useful next actions |
| Buyer evidence | A relevant problem and stakeholder questions |
| Usable data | Stable account identity and known gaps |
| Capacity | Time and resources for research, content and follow-up |
| Measurement | Baseline, progression definition and review rule |
The form keeps selections in the current page only. It sends no information to NCMC and does not require an email address. Without JavaScript, the questions remain available as a printable checklist.
Interpret an unresolved item
If account criteria are missing, refine the customer profile before expanding the list. If ownership is unclear, agree a smaller active group that sales can support. If buyer evidence is weak, investigate the problem and buying roles before adding personalization.
Data gaps may require a research task or a matching rule. Capacity gaps may require a narrower pilot. Measurement gaps require definitions before results accumulate, so the team can tell whether apparent progress is meaningful.
Avoid an average that hides a blocker
Do not treat five completed checks as evidence that the sixth is unimportant. A pilot without a responsible sales owner can fail operationally even when the content and technology are ready. Review the nature and consequence of each gap.
Turn the result into a pilot brief
Record one action, owner and evidence requirement for each unresolved item. Once the prerequisites are coherent, define the account cohort, effort limit, next-step offer and review date. The purpose of a pilot is to learn whether the coordinated approach works in this situation. Completing the worksheet does not guarantee account engagement, pipeline or return.