Identify. Target. Engage. Optimize.
Account Based Marketing
Research says, ABM can increase the average deal size per customer by more than 150%. No surprise why ABM is quickly becoming the preferred channel of B2B prospecting. ITSMA defines Account Based Marketing as “Treating individual accounts as markets in their own right”. So the fundamental distinction of ABM is to target an organization as a whole and not an individual prospect which clearly means, ABM may be relevant to only those accounts that are most likely to meet your strategic goals.
ABM typically involves enterprise-level sales engagement with organization of sizable employee count, revenue size, usually involving multiple stakeholders or you see a wider potential of up-selling, cross-selling in your tier-1 accounts. Our focused ABM goal is to:
- Increase revenue share & retain high net worth account
- Grow tier 2 accounts into tier 1
- Reduce cycle time and improve speed of engagement
- Unify sales and marketing objectives
- Optimize marketing investments & generate better ROI
Drive relevant engagement with targeted prospects
Insight-driven, contextualized, and personalized engagement
Cultivate better buyer relationships
We can get you started with the below steps, towards a successful ABM implementation program
Step 1
Determine & discover priority accounts
- Identify the top accounts that best qualify for the ABM program based on key attributes
- Build organization structure (Organograms) based on your inputs, product or service in subject complimented by experience from our ABM experts. This is required for identifying the decision making and key influencing personas in the buyer journey.
- Build highly enriched data of key personas & ideal customer profiles that includes firmographics, demographic, sociographic, technographics previous sales history.
Step 2
Deliver personalization that resonate audience’s needs
- Craft messages for that echo the client’s problem statement, depending on their role and potential involvement in the process
- Create thought leadership assets like blogs, case studies, whitepapers, eBooks, product reviews, videos, demos, webinars, presentation decks, short stories, landing pages, emailers and microsites that communicate value.
- Content mapping and perform audits to ensure right content is utilized for the right audiences at the right time and addresses the diverse needs of the buyer commensurate to buyer’s journey
Step 3
Establish channels for effective 360° communication
- Activate multi-channel marketing using offline and online mediums for a seamless and integrated experience
- Content syndication, opt-in marketing, emails, social media, webinars, virtual events, landing pages and website
- Activate & automate the right communication channel at right time
Step 4
Run targeted campaigns to orchestrate engagement
- Define teams and alignment to sales
- Ensure consistent messaging across offline and online channels
- Generate buying signals through intent data
- Complement with telecalling marketing and direct marketing
- Lead nurturing and lead generation activity
- Appointment setting for demo requests and follow ups
Step 5
Analyze and optimize
- Dashboard for campaign reviews and analytics
- Account Engagement Scoring
- Identify potential gaps & fix issues
- Velocity & veracity of engagement
- New opportunities & pipeline generated
- Wins & revenues influenced
- Re-targeting campaigns
Other B2B Marketing Services
Content Syndication & MQLs
Promote thought leadership using personalized content to gain relevant mind-share.
Highly Qualified
Leads
Generate superior quality & sales ready BANT qualified leads that translate to deals in a short span.
Appointment Setting Services
Buy face-time with your intended prospects to boost sales engagement and conversions.
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