Intandemly Intandemly Intandemly Intandemly

  • Products
    • ABS Suite
    • Prospecter
  • Solutions
    • Outbound SDR
  • Resources
    • Blog
    • Podcast
    • FAQ’s
  • Pricing
  • About Us
  • Contact Us
  • Free Sign Up
  • Login
  • Products
    • ABS Suite
    • Prospecter
  • Solutions
    • Outbound SDR
  • Resources
    • Blog
    • Podcast
    • FAQ’s
  • Pricing
  • About Us
  • Contact Us
  • Free Sign Up
  • Login

7 ABM Strategy To Get Started

  • Home
  • Articles / 7 ABM Strategy To Get Started
7 ABM Strategy To Get Started
  • Vivek
  • April 4, 2023
  • Articles, ABM
  • 0

7 ABM Strategy To Get Started

Account-Based Marketing (ABM) Strategy

Account-Based Marketing is all rage recently. But how do we know if our business can benefit Account-based marketing? To answer this question, we have to devise the ABM strategy. This will validate our assumptions and provide a list of to-dos for Account-Based Marketing. Purchasing a piece of technology or account-based marketing tool does not mean your organisation is ready to Implement ABM strategy and methodology. There's a process that goes into planning ABM Strategy and ABM itself. In fact, if you purchase any technology before developing the strategy, you might be going down the wrong path. Moreover, for a successful Account-Based Marketing campaign, you need to consider the following.
  • Collaboration and compatibility from various departments such as product team, marketing team, sales team, etc. And,
  • Account-Based Marketing is focused on select accounts, but it requires extra efforts from many departments of an organisation.
When you combine the following it adds up to a huge expense for a very few accounts. This means if the worse happened and you generated no leads, your organisation just spend a lot of money on a failed venture. In order to mitigate this, it is advised to follow these two rules:
  • Implement a full-fledged ABM Strategy before you begin ABM plans.
  • Account-centric approach should be an addition to your existing lead generation strategy.
In this article, we will look at planning an Account-based Marketing Strategy.  

Seven Steps To ABM Strategy

This segment we will talk about creating an ABM Strategy. This will take us through 7 steps which are
  1. Is Your Business Model Account-Based Marketing Ready?
  2. Assemble Organisation Wide ABM Team
  3. Identify Target Accounts
  4. Create Engaging Content
  5. Engage Across Channels
  6. Measure, Analyse, Optimise
  7. Select the Right Technology
 

1. Is Your Business Model Account-Based Marketing Ready?

You can implement Account-Based Marketing if one of the following conditions is true for your business model. The sales cycle is long and complex

Due to the cost or level of commitment required by the buyer and often involves multiple stakeholders.

Strategic Sales and Marketing Focus 

Your sales and marketing team wants to make a greater impact with a more strategic focus.

Precisely Identified Accounts

Your high-value customers who generate the most revenue for your business have distinct characteristics OR You have identified accounts with distinct characteristics that have the potential to generate more revenue.

Broad Target Audience

There is a market of organizations whose needs are clearly addressed by your solution.

Expanding services Horizon

Your organization’s goals include expanding into a new segment, territory, or vertical, or going after your competitor’s customers.

Range of Products

Your organization offers several products or services and has set goals to grow customer lifetime value through upselling and cross-sell.

If your business model can encompass ABM, there are a few foundations and best practices that you should address. This video below considers you are running an organisation, and helps you get started with ABM.
Clear here to view the video
 

2. Assemble Organisation Wide ABM Team

Team up, define goals and strategy Before you begin planning your first ABM campaign, you’ll need to assemble a core team and dedicate them as a strategic initiative. This team of stakeholders across the organization will vary depending on your organizational needs, but at the minimum, it should have participation from leaders of sales, and marketing. Now that you have a team, define goals and objectives to be achieved through ABM. This will encourage pooling in of strategies and metrics monitoring as we go forward.  

3. Identify Target Accounts

Once you are staffed up and everyone agreed upon the goals, it’s time to select top target accounts to achieve your goals. It’s recommended you have the ideal customer profile, or ICP, pre-defined. If you don’t have the ICP documented, you can leverage technology to define and identify these best suitable accounts with a high possibility to buy. If you haven’t already, you’ll also need to define your buyer personas. While ABM is focused on accounts rather than leads, each account is still made up of individuals with diverse roles and priorities. While identifying target accounts, your ABM team must work with momentous alignment.  

4. Create Engaging Content

Content is the basic component of any campaign, but with ABM, you must ensure your content and messages must reach both far and wide within a single account. Right content for ABM is personalized, relevant, and planned that resonates with problems of the audience. There are tricks to creating such content at scale for different buyer personas, verticals, company sizes, deal sizes, or stages of the sales cycle.  

5. Engage Across Channels

This is it, this stage is about putting ABM into action. You listen, learn and send the right message across to your buyers. Unfortunately, there is no one channel or device, that the contacts in your account use to interact with you. You should be well equipped and available across multiple channels to truly penetrate and engage the key influencers within the account.  

6. Measure, Analyze and Optimize

Like any other business strategy, it is essential to accurately measure the effectiveness of the ABM approach and optimize when needed. It can get complex here, but a good strategy always starts with setting goals and analyzing the movement towards these goals.  

7. Select the Right Technology

Technology is always a must-have for SMBs to effectively implement powerful ABM methodology at scale. Utilising the best suitable technology will keep all the teams in-sync and informed. Intandemly offers a customised tool for ABM which encompasses all the stages and all the teams' requirements. Alternatively, you might need five different tools for the execution of account-based marketing. It’s highly recommended to choose from products which provide all the tools supporting your organization’s ABM goals under one platform. Intandemly has helped 300+ organisations to win dream Accounts with ABM. Book a demo session with us and start winning accounts.  

Conclusion

ABM has a huge conversation ratio but it requires a significant amount of planning. On paper setting up ABM strategy is very straight forward. you start by asking a question and based on the answer you plan your strategy.
Account Based marketing Trending, Account-Based Marketing, Account-Based Sales, Tiering Accounts, Why Account Based Marketing
Previous Post
Next Post

Recent Posts

  • 7 ABM Strategy To Get Started
  • How To Map Target Accounts for Account Based Marketing
  • What Goes In To an Account Based Sales Playbook
  • Account based Marketing Strategy for Startup
  • Account-based Marketing Examples. Simplest Explanation

Archives

  • April 2023
  • March 2023
  • February 2023
  • January 2023
  • December 2022
  • October 2022
  • September 2022
  • February 2022
  • December 2021
  • July 2021
  • November 2020
  • October 2020
  • September 2020
  • August 2020
  • June 2020
  • May 2020
  • April 2020
  • March 2020
  • January 2020
  • December 2019
  • November 2019
  • October 2019
  • December 2018
  • November 2018
  • October 2018
  • March 2018
  • July 2016
  • June 2016
  • May 2016
  • December 2015
  • November 2015

Categories

  • ABM
  • Articles
  • Infographics
  • Marketing
  • Podcasts
  • Sales
  • Work From Home
  • Latest
  • Popular
7 ABM Strategy To Get Started

7 ABM Strategy To Get Started

  • Vivek
  • 4 Apr 2023
How To Map Target Accounts for Account Based Marketing

How To Map Target Accounts for Account Based Marketing

  • Vivek
  • 4 Apr 2023
What Goes In To an Account Based Sales Playbook

What Goes In To an Account Based Sales Playbook

  • Vivek
  • 4 Apr 2023
Account based Marketing Strategy for Startup

Account based Marketing Strategy for Startup

  • Vivek
  • 4 Apr 2023
Account-based Marketing Examples. Simplest Explanation

Account-based Marketing Examples. Simplest Explanation

  • Vivek
  • 4 Apr 2023
Content Marketing For Beginners [Free Guide]

Content Marketing For Beginners [Free Guide]

(67997)
  • Vivek
  • 8 Jul 2016
What is Account Based Marketing? ABM FAQs 2023

What is Account Based Marketing? ABM FAQs 2023

(52284)
  • Vivek
  • 4 Apr 2023
Revive Dead Sales Leads with Smart Marketing

Revive Dead Sales Leads with Smart Marketing

(13441)
  • Vivek
  • 15 Jun 2016

How to Generate sales without A Marketing Budget

(13062)
  • Vivek
  • 22 Nov 2019

Prospect research in 100 Seconds

(12206)
  • Vivek
  • 13 Oct 2020

Categories

  • ABM
  • Articles
  • Infographics
  • Marketing
  • Podcasts
  • Sales
  • Work From Home

Tags

Account-Based Marketing Account-Based Sales Account Based marketing Trending Aligning Sales and Marketing B2B B2B Buyer Persona B2B Marketing B2B Marketing 2022 B2B Marketing Trends B2B marketing Trends in 2022 best sales tracking software Best sales tracking software for small business Content Marketing Customer Lifetime Value Customer profile event Intent Data Lead Generation leads by events Letter's from founder Marketing Marketing Automation Marketing guide Networking planning event Podcast sales sales and Marketing Sales CRM Sales guide Sales Hacks Sales Pitch Sales tracking startups Tiering Accounts twitter marketing what is account based marketing Why Account Based Marketing Work from home
I don't feel lucky
5% Discount
Free Demo
Next time
Almost!
10% Discount
10 Day Free Trial
No Prize
No luck today
Almost!
15% Discount
No prize
Unlucky
Get your chance to win a price!
Enter your business mail ID and spin the wheel. This is your chance to win amazing discounts!
Our in-house rules:
  • One game per user
  • Cheaters will be disqualified.
Go to mobile version