Account Based Marketing

We help B2B organizations solve for these Account Based Marketing (ABM) objectives:

  • Driving account expansion and engagement
  • Accelerating pipeline velocity


What is ABM?

  • Focuses time and resources on accounts most likely to drive revenue
    • Deal sizes are bigger
    • Increases the close rates of toughest deals
    • Deals process faster
  • Tightly integrates sales and marketing teams à Marketing helps sales get in front of more potential customers and further penetrate existing
  • customers
  • Track and optimize all marketing initiatives for optimal performance and return

 

How ABM Differs from Demand Generation

  • ABM targets fewer, specific, high value accounts, and supports sales efforts more closely
  • With Demand Gen, marketing casts a wider net, then delivers MQLs to sales, if applicable

Account Based Marketing vs Demand Generation


Our Capabilities
Over the past few years, our clients started asking how we could help them with ABM strategy and execution. We quickly realized that our existing approach with customers, along with our solid digital marketing and advertising capabilities, translated well to dedicated ABM projects. As a result – and understanding our strengths – we organized our capabilities into three main categories:

1. Consulting/Strategic Alignment

  • Clarification of ABM objectives, strategic account selection and marketing/sales alignment
  • Technical assessment and sourcing recommendations
  • Quick Start to Maturity Model (ABM step-by-step ramp-up process)

2. Sales Enablement

  • Orchestration of plays
  • Playbook and content development

3. Marketing/Advertising Engagement Targeting Select Accounts

  • Display and video ads
  • LinkedIn Ads
  • Paid-search and paid-social with an ABM lens
  • Content creation and syndication across channels
  • Conversion rate optimization

 

As with all facets of working with us, analytics are built into our DNA. With ABM, we look at everything from tactic to campaign to account metrics, including:

  • Creation and expansion of relationships or engagement with named accounts
  • Progression toward pipeline
  • Full ROI (typically revenue goals)


Pricing
After conducting a discovery meeting, we will custom quote work for you based on your budget, needs, and objectives. Please contact us to schedule an introductory meeting.