Knowledge Tree — Inspired ABM
Synthesized from the discovery interview (5 rounds, 20 questions). This is the shared understanding the v1 strategy and design work build on. Each file is one slice; start with overview.md.
| File | What’s in it |
|---|---|
| overview.md | Strategy on a page: the thesis, the motion in one paragraph, the 5 pillars |
| account-strategy.md | Who we target, selection criteria, regional clustering, land-and-expand |
| buying-committee.md | Personas, sign-off path, and the “champion = whoever sees the data” insight |
| go-to-market-motion.md | Entry (peer halo), channels (incl. board meetings), sales cycle, procurement |
| data-signals-and-tooling.md | Trigger signals, public-records sourcing, HubSpot, multi-thread tracking |
| proof-and-positioning.md | Proof assets (have vs. need), differentiation, the small-vendor competitive set |
| metrics-and-team.md | KPIs (renewal + relationship depth) and the operating model |
| open-questions.md | Gaps to resolve before/at the next working session |
| ideas.md | Early tactic ideas surfaced during discovery (not yet decided) |
| glossary.md | Education + ABM terms used across these docs |
Legend used below: ✅ = stated by the client in discovery · 🔎 = inferred/assumption to confirm · ❓ = open question.
Related: ../asset-types.md — the ABM asset library (what to build, for whom, by stage, have vs. need), derived from this knowledge tree.