How to Build an ABM Marketing Program in ClickUp

Account-based marketing thrives on coordination, visibility, and repeatable workflows, which makes ClickUp a powerful hub for planning, running, and improving ABM campaigns across sales and marketing teams.

This how-to guide walks you through building a practical ABM framework inspired by successful account-based strategies so you can execute targeted campaigns with less chaos and more control.

Step 1: Define Clear ABM Goals in ClickUp

Before you build any lists or automations, you need focused objectives for your ABM initiative.

1. Clarify the business outcome you want from ABM, such as higher average contract value, faster sales cycles, or expansion revenue.

2. Translate these into measurable targets, like the number of target accounts engaged, number of meetings booked, or pipeline created.

3. Create a dedicated Space in ClickUp (for example, “ABM Program”) to centralize all goals, campaigns, and account work.

Inside this Space, add a List named “ABM Goals & Strategy” and create tasks for each major objective. Use task descriptions to document:

• Why the goal matters
• How it will be measured
• Key stakeholders and owners
• Timeframes and milestones

Step 2: Build Your Ideal Customer Profile in ClickUp

A strong ABM motion starts with a detailed ideal customer profile (ICP) and tight account selection.

1. Create a List in your ABM Space called “ICP & Segments.”

2. Add tasks for each ICP or segment, such as “Enterprise SaaS,” “Mid-market Manufacturing,” or “Strategic Accounts.”

3. Use Custom Fields in ClickUp to track ICP attributes, including:

   • Industry
   • Company size
   • Annual revenue
   • Tech stack
   • Key pain points
   • Buying triggers or events

Attach research documents, competitor intel, and notes directly to each ICP task so your marketing and sales teams work from the same reference point.

Step 3: Create a Target Account Database in ClickUp

Once you have your ICP, translate it into a structured list of named accounts.

1. Create a List called “Target Accounts” in your ABM Space.

2. Add one task per account so ClickUp becomes your single source of truth for ABM activity.

3. Configure Custom Fields to capture account-level data, such as:

   • Account tier (Tier 1, Tier 2, Tier 3)
   • Annual contract value potential
   • Current lifecycle stage (Prospect, Opportunity, Customer, Expansion)
   • Region or territory
   • Primary contacts and roles

Use Views in ClickUp to organize these accounts:

• Table view: for fast filtering and sorting by tier or region.
• Board view: to visualize account stages like Awareness, Engagement, Opportunity, and Closed Won.
• List view: to review account details and upcoming tasks for each record.

Step 4: Map Multi-Touch Plays with ClickUp

Effective ABM relies on personalized, multi-step engagement. Use ClickUp to document and manage these plays.

1. Create a List called “ABM Plays & Sequences.”

2. For each play, create a task, such as “Tier 1 Executive Outreach” or “Customer Expansion Play.”

3. Use subtasks to define each step of the play, for example:

   • Day 1: Personalized email to economic buyer
   • Day 3: LinkedIn connection request
   • Day 5: Value-based follow-up with case study
   • Day 10: Invite to tailored demo or workshop

Use ClickUp task templates to turn your best-performing plays into reusable workflows. Include fields for:

• Messaging angle and positioning
• Assets and links to use
• Owner (SDR, AE, or marketer)
• Time delays between steps

Step 5: Coordinate Content Production in ClickUp

ABM campaigns need highly relevant content for specific accounts or segments.

1. Create a Space or Folder for “ABM Content Production.”

2. Set up Lists for different content types, such as “One-pagers,” “Case Studies,” “Landing Pages,” and “Email Sequences.”

3. For each asset, create a task and track:

   • Target segment or account tier
   • Key problem the content addresses
   • Stage of the buyer journey
   • Status (Briefed, Draft, Review, Approved, Live)

Use ClickUp comments and @mentions to gather feedback, align stakeholders, and finalize copy, design, and approvals without sprawling email threads.

Step 6: Align Sales and Marketing Workflows in ClickUp

ABM fails when teams operate in silos. Use ClickUp to create shared workflows and clear ownership.

1. In your “Target Accounts” List, assign each account task to both a sales owner and a marketing owner.

2. Add Custom Fields for “Primary SDR,” “Account Executive,” and “Marketing Partner.”

3. Create automation rules so that when an account moves to a new stage, ClickUp automatically:

   • Notifies the next owner
   • Creates follow-up tasks based on pre-defined play templates
   • Updates the stage in your account board view

Use ClickUp Dashboards to display joint metrics for both teams, such as meetings booked, engaged accounts, content usage, and pipeline influenced by ABM efforts.

Step 7: Launch Campaigns Using ClickUp Checklists

Each ABM campaign launch should follow a consistent checklist so nothing falls through the cracks.

1. Create a List named “ABM Campaigns.”

2. For each campaign, create a task and add checklist sections for:

   • Account selection and data validation
   • Message and creative approval
   • Channel setup (email, ads, events, outreach tools)
   • Sales enablement and training
   • Measurement plan and dashboards

Link each campaign task to relevant target account tasks and content tasks using ClickUp relationships. This keeps context and dependencies visible for everyone involved.

Step 8: Track Performance and Optimize in ClickUp

Iteration is crucial for ABM. Use ClickUp to monitor what works and double down on winning strategies.

1. Create a Dashboard called “ABM Performance.”

2. Add widgets that pull data from your ABM Lists, including:

   • Number of engaged accounts by tier
   • Open tasks and overdue actions by owner
   • Campaign status and completion rates
   • Pipeline value associated with target accounts (tracked via Custom Fields)

After each campaign or quarter, run an ABM retrospective:

• Log insights and learnings in a dedicated “ABM Learning Log” List in ClickUp.
• Create tasks for improvements, such as refining ICP criteria, updating plays, or enhancing content.
• Assign owners and due dates so optimizations actually get implemented.

Step 9: Use ClickUp to Share ABM Wins and Case Studies

Showcase successful ABM campaigns to reinforce alignment and secure continued investment.

1. Create a List titled “ABM Wins & Case Studies.”

2. For each win, add a task capturing:

   • Target account and segment
   • Play or sequence used
   • Content and channels involved
   • Business outcome (revenue, expansion, deal velocity)

Attach call recordings, slides, and play notes to each task so your team can replicate what worked. Over time, this becomes your internal ABM playbook, all organized in ClickUp.

Step 10: Connect ClickUp With Your Broader ABM Stack

To get the most from an account-based strategy, ClickUp should sit at the center of your operations while integrating with your CRM, marketing tools, and enrichment platforms.

• Mirror stages and account fields with your CRM for consistent data.
• Link outreach tools and ad platforms through native integrations or automation tools.
• Use ClickUp tasks and Custom Fields to reflect engagement signals and account scores coming from your ABM tools.

This ensures everyone sees the same status and next steps for every strategic account.

Learn More About ABM Strategy

For inspiration and deeper strategy examples that can inform how you configure your ClickUp workspace, study real-world ABM programs and their results. A helpful resource is the article on ABM marketing examples at this page on ABM marketing examples, which breaks down how account-based campaigns are structured and executed.

If you need expert help setting up your workspace, optimizing workflows, or aligning ClickUp with your go-to-market systems, you can also explore consulting options such as Consultevo for tailored implementation support.

Next Steps: Operationalize ABM in ClickUp

To put this guide into action, start small and expand:

1. Set up your ABM Space and core Lists.

2. Add 10–20 target accounts that match your ICP.

3. Document a single multi-touch play as a ClickUp template.

4. Launch one pilot campaign and track it end-to-end.

5. Review performance in your Dashboard and refine your process.

By gradually layering on more accounts, plays, and content while keeping everything centralized in ClickUp, your team can run a focused, scalable ABM program that consistently engages high-value accounts and drives revenue.

Need Help With ClickUp?

If you want expert help building, automating, or scaling your ClickUp workspace, work with ConsultEvo — trusted ClickUp Solution Partners.

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