Account workspace
The account workspace is FieldXM’s view of the accounts behind an event’s attendees, which it labels by where each stands in the CRM, tiers by ICP fit, gives an owner, and checks for coverage gaps.
It turns your attendee list into a plan: which accounts at the show matter, who owns each one, and which high-fit accounts your reps aren’t working yet.
What does it show for each account?
- An account label: Net-new, Existing, Working, Selling, Re-engage, or Exclude, which FieldXM reads from your own CRM fields. Any value your mapping doesn’t cover lands the account in Review, and FieldXM tells you which field caused it.
- An ICP tier: Strategic, Target, Qualified, or Below, from weighted rules your team sets. Every score shows its reasons.
- An owner, following your CRM with fallback rules, and a coverage gap wherever your reps aren’t working a high-fit account at the show.
- Suppression stays intact: do not contact, unsubscribe, bounce, region, and cooldown. FieldXM never clears it on its own.
Why does it matter?
Your reps act early on a plan they trust. Give them a target account list they can inspect, with an owner on each account before the show, and their outreach has time to land.
“They didn’t have strong confidence in the target account list… it took them weeks… then everybody already has plans for that night.”
A director of performance marketing at a company around $25M ARR, on a target account list at a previous company
Then run your outreach from Campaigns: pick the audience, let owners review the drafts, and FieldXM enrolls the contacts they approve in your HubSpot sequences or Salesforce cadences.
Related terms
- Account labelAn account label is a single tag stating an account's current standing with the selling team, such as net-new, in an open deal, or excluded, derived from CRM data so each account gets the right owner and play.
- ICP tierAn ICP tier is a fit band derived from an account's ideal-customer-profile score, which sorts a long account list into a few ranked groups so the best-fit accounts get attention first.
- Coverage gapA coverage gap is a target account that will be present at an event and that your team hasn't given an owner or planned outreach for, visible in the account plan before the event.
- Account coverageAccount coverage is the measure of which target accounts at an event have an assigned owner and a first touch, so a team can confirm that its reps are working every high-fit account before the show.
- Target account listA target account list is the set of accounts a revenue team intends to engage at an event, which the team matches to the CRM, tiers by fit, and assigns to owners before anyone travels.
See it in FieldXM
- Account planningSee each account’s ICP tier and why, its CRM status, and its owner. Then use your HubSpot sequences or Salesforce cadences to reach the ones your reps aren’t working.
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