Target account lists in OMRviewer

List of strategic target accounts: How to focus on your potential dream customers

Learn how to use target account lists in OMRviewer to monitor exactly those companies that are most important to your business. Analyze their buying signals and tailor your marketing and sales efforts precisely to them.

In this article, you will find the following content 👇

1. What is a target account list?
2. What are the advantages of target account lists?
3. How to create and use your target account list
4. How to use your target account list
5. Best practice: How a CRM startup wins enterprise customers

What is a target account list?

Target account lists allow you to monitor the companies that are most important to you in OMRviewer. Instead of analyzing all visitor activity, you can create your own list of strategically relevant accounts and see at a glance whether and when these companies were active on OMR Reviews.

A target account list is therefore a customized list of companies that you want to keep an eye on. These could be, for example:

• Companies that match your ideal customer profile (ICP)
• Important accounts from your current sales pipeline
• Target companies of an ongoing marketing campaign

With target account lists, you can focus on your desired companies, track their activities, and plan and prioritize your marketing and sales measures in a targeted manner.

This is how OMR Viewer supports your account-based marketing (ABM) strategy: Instead of using broad measures, you focus on clearly defined target customers and ensure that your activities are precisely tailored to them.

What are the advantages of target account lists?

🔍 Focus instead of chance

You concentrate on the accounts that are most valuable to your business and don't waste resources on anonymous reach.

🔔 Recognize early buying signals

You can see when your target accounts start looking at software solutions like yours—often long before they actively seek contact.

📊 Shared database for marketing & sales

Your marketing team can use the target account lists for targeted campaigns, while your sales team keeps an eye on the same accounts and can respond directly to warm signals.

🎯 Measurable success:

You can see which accounts are active in real time and get a clear, measurable hit rate—instead of guessing in the dark whether your activities are working.

How to create and use your target account list

Don't worry, creating a list is child's play. Just follow these steps:

1. Define your target account list

First, think about which accounts you want to monitor. Typical use cases are:

• “Top 50 enterprise customers”
• “Accounts from the Q3 LinkedIn campaign”
• “Most important pipeline deals > $50k”

2. Create your target account list in OMRviewer

1. Click on “Target Account List” in the menu bar on the left side of OMRviewer.
2. Click on the “Create list” button.
3. Give your list a meaningful name.
4. When you create a new target account list, you can define a start and end date.
   
   1. Start date: From this point on, OMRviewer will start tracking the activities of your accounts in the list. The start date can be no more than 1 year in the past.
   2. End date: After the end date, the list will no longer be updated. However, you can still view it in the archive.
   3. What is this useful for?
      1. Campaign measurement
         If you have a specific campaign running (e.g., LinkedIn Ads in June), you can track your target account list for that exact period. This allows you to see directly which of your desired customers have been activated.
      2. Quarterly or annual targets
         Many sales teams work in quarters. With the end date, you can clearly measure your hit rate at the end of a quarter (“How many accounts from my Q3 pipeline were active?”).
      3. Comparability
         With clear time periods, different lists can be better compared with each other, such as campaign A vs. campaign B.
5. Enter the company names manually and confirm each one with Return/Enter, or copy an entire Excel column – the companies will be recognized automatically.

• Start small and focused
  For most teams, 25–100 companies per list makes sense.
  → This allows you to track activities in detail and really make use of them.
  • “Enterprise customers DACH”
  • “Pipeline Q4 > 50k”
  • “DACH accounts from LinkedIn campaign”
    
• Segmentation instead of huge lists
  Even if you have several hundred accounts in mind, it is better to spread them across several lists, e.g.
• Targeted work
  The clearer your list is, the better you can measure campaigns and align sales with them. A list with 500+ accounts is technically possible, but it quickly becomes confusing and loses its added value.

  6. Click on “Save” – done! Your target account list will now appear in the overview.

How to use your target account list

Monitor activity in your target account list

The overview shows you at a glance how many accounts from your target account lists have already been reached (e.g., 3 out of 3) and what new activity your target companies are showing.

Analyze the activities in your target account list

Click on your target account list to open the detailed activity overview. There you can see:

• How many target accounts from your list were reached
• Which companies were active (including industry, location, distance)
• When the companies were active (date & time)
• Which pages the companies visited and for how long (pages & duration)
• Where the company activities originated (source; e.g., target account list + campaign)
• What intent score (strength of purchase interest) the companies have

This allows you to see not only that a company was active, but also how intensively and what content was consumed. This enables you to address your target accounts in a targeted, needs-based, and personalized manner.

Derive actions and implement them

The insights from your target account lists form the ideal basis for coordinating marketing and sales activities. Use the OMRviewer integration to synchronize activities directly with your CRM (e.g., HubSpot, Salesforce, or Pipedrive).

📣 For your marketing team: Launch tailored campaigns and optimize content
Use activity data for targeted retargeting: Reach only those accounts that are currently showing interest and reduce wastage. Have you noticed that an account is intensively engaged with a specific topic or competitor profile? Then deliver exactly the content that is relevant right now.

💼 For your sales team: Personalize your outreach at the right time
Instead of cold calling, start conversations with real, needs-based points of contact. Reach out exactly when your target customers' interest is at its peak.

🤝 For collaboration: Create a shared database
Marketing and sales work with the same warm buying signals. This allows you to set priorities together and focus your resources on the accounts with the highest potential. Data is thus directly translated into targeted actions, significantly increasing the chances of successful deals.

Best Practices

How a CRM startup wins enterprise customers
An up-and-coming CRM startup wants to grow in the enterprise segment. Until now, it was unclear whether the large target companies would even show any interest in their solution.

This is how the team proceeds with target account lists:

1. Create a target account list
   The marketing team creates a list of 50 strategically important enterprise target accounts in OMRviewer.
2. Track & analyze activities
   After a few weeks, the overview shows that 12 of these accounts were active, some even on the profiles of direct competitors.
3. Synchronize OMRviewer data
   Thanks to OMRviewer integration (e.g., for HubSpot or Salesforce), these valuable insights are automatically transferred to the CRM.
4. Coordinate marketing and sales activities
   The sales team focuses exclusively on these 12 warm, active accounts and initiates a personalized approach. At the same time, marketing manages additional campaigns to activate further accounts from the list.
5. Measure success
   After three months, the hit rate shows that 27 of 50 target accounts were active – more than half of the target accounts.

How a software provider keeps track of existing customers

A SaaS provider not only wants to acquire new customers, but also wants to provide closer support to existing accounts. It is often unclear whether customers are actually using certain features—or whether they are already looking for alternatives.

This is how the team proceeds with target account lists:

1. Create a list of existing customers
   The customer success team creates a target account list with all existing enterprise customers.
2. Observe activities
   The overview reveals that some customers are looking at competitor profiles (available from Professional) or researching additional categories.
3. Act before it becomes critical
   If customers are checking out competitors → proactive approach by CS to prevent churn risks.
   If customers are browsing new categories → point out upsell opportunities or refer them to partners who offer this solution.
4. Make added value visible
   Customers are often unaware that the desired feature or solution is already included in their own tool. With these insights, the CS team can point out: “You don't have to switch, you can use that with us too.”
5. Strengthen customer loyalty
   When the CS team responds proactively and makes appropriate recommendations, it shows customers that their needs are being taken into account. This increases satisfaction and strengthens loyalty to the provider.