Building on Jennifer's reply above, we have 4 tiers. We aim to do proactive work (meaning working with BDRs, sales, account managers, success team) to identify a way to engage, grow, or expand an account within the top 10 accounts. This hits all points in the funnel and often involved multiple teams and units. This could include sponsoring a company event and creating custom content to get in front of a big portion of their employee base. In the second tier (100 accounts), we have a request field in Salesforce for "Customized Marketing Request" and will work on materials or collateral to support an ongoing effort (generally more MOFU). The rest of our work across the next two years we focus on scalabliity. Our dream state (and it works sometimes) is to think about this as a feedback loop. We can identify holes in our material and update the more general materials with this highly targeted work and narrative.