> ## Documentation Index
> Fetch the complete documentation index at: https://b2-b-playbook.mintlify.site/llms.txt
> Use this file to discover all available pages before exploring further.

# ABM system card

<img src="https://mintcdn.com/b2-b-playbook/8TjYHkeg5vZEv16F/assets/illustrations/worksheet-abm-strategy.webp?fit=max&auto=format&n=8TjYHkeg5vZEv16F&q=85&s=c61f51cf3af617da10c0835f2a72bde2" alt="Foundation (account-driven, not “ABM everyone”); Capacity; Rules" width="1600" height="900" data-path="assets/illustrations/worksheet-abm-strategy.webp" />

B2B Playbook working file. Read [ABM strategy](../playbooks/06-account-field-and-partner/abm-strategy.md) first.

Account-driven foundation, then capacity. T3 is not ABM. Delete teaching notes.

Copyright © 2026 Ivan Xu. Private operating copy permitted. See LICENSE.

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## Foundation (account-driven, not “ABM everyone”)

* GTM TAM in CRM (accounts + contacts):
* Who is **not** TAM this year:
* Signals we will act on (few):
* Inbound is one signal among:

## Capacity

* T1 plans we can staff this quarter (number + why):
* T2 clusters (problem, account count, one shared play):
* What T3 is allowed to be (and what we will not call it):

## Rules

* Entry / exit for a tier:
* Progression we will count:
* Platform we refuse until: