Account-Based Marketing

Win big clients with
Account-Based Marketing

Our experts guide you through proven strategies
to design and implement your own
ABM

Transform Your B2B Marketing
with Personalisation and Tech

87% of marketers who measure ROI say that Account Based Marketing outperforms every other digital marketing investment.

B2B Marketing has evolved! The new way to reach out to businesses involves identifying your high-potential clients, reaching out to them through personalised communication and tracking their intent at every stage of the journey to closure.

Welcome to Account-Based Marketing (ABM). With the power of personalisation and MarTech integrations across the funnel, we help you:

Let’s first evaluate if ABM is a right fit for
your company by looking at 5 parameters.

1. Long sales cycle

If your sales cycle is short and transactional, I recommend focusing on demand-capturing activities (ads, SEO, cold outreach) instead of ABM.

2. High ACV (average contract value)

Will it pay off to proactively market and prospect a specific set of accounts? I suggest considering ABM if the LTV or ACV of your best customers is for high tickets

3. Hybrid sales: product + consulting + best practices training.

ABM is extremely important when you don’t only sell products, but also sell your expertise in solving challenges your buyers have.

It includes product training, consulting alongside implementation, and training on best practices.

4. TAM (target addressable market) <1000 companies.

If your market is limited to 500–1000 companies across the globe, you have no other choices than ABM.

5. Multiple buyers are involved in vendor evaluation and buying processes.

If you usually deal with multiple people (3+) who influence the buying decision, ABM is a perfect strategy.

I weigh and prioritize the first three points. Here is why.

Your market can be more than 1k companies, or you might sell to an SMB where you don’t have lots of decision-makers, but ACV is high.

8 Pillars for Success

ABM Goals

There are 4 goals ABM helps to achieve

· Net new revenue – generate sales opportunities

· Pipeline acceleration – win stalled opportunities

· Expansion – upselling or cross-selling to existing customers

· Renewal / Churn prevention – renewing contracts with key customers

Ideal Customer Profile

Here are 5 pillars of ICP

· Firmographics

· Buying committee

· Account Qualification

· Account Segmentation

· Account enrichment

Account List Building

Here are 4 sources

· Intent Data

· Demand gen programs

· C-Level Personal Network

· Associations and communities

Account Research and value proposition

Craft personalized solutions for your target accounts

· Account Research

· Buying committee research

· Value proposition mapping

· Personalized Solutions

Account Development playbook

These activities might include

· Social engagement and selling

· Personalized ads

· Contents hubs

· Content collaboration

· Direct mail swags

· Micro-events, etc

Team and Skillsets

5 core functions

· ABM Manager

· Researcher

· Content marketer

· Designer

· SDR

ABM Stack

Tech Advisor

Depending on the quality of your database, your current technology and available budget; we will recommend the best tools to suit your needs and objectives.

Reporting and Tracking

Monitoring at all times

We will build a dashboard with real-time information, which will allow us to audit the correct execution and make any necessary corrections.

Get more insight in our ebook