Stop hoping your ideal customers find you, and start pursuing them as markets of one.
Account-Based Marketing is an effective B2B marketing strategy that delivers the highest ROI for technology and SaaS businesses who have complex solutions, lengthy sales cycles and an annual contract value (ACV) of $10k to $100 million.
INBOUND ISN’T WORKING OUT LIKE YOU EXPECTED?
Traditionally, B2B companies have invested their resources, especially in sales and marketing across different areas where an immediate opportunity might be present. However, they fail to realize that 80% of revenues come from just 20% of their customers/prospects. Due to lack of sales and marketing alignment and a wide spread focus, revenue generation and converting leads from larger accounts becomes a challenge. Account Based Marketing solves this problem by helping sales and marketing focus on a set goal, target specific accounts, and plan the right campaigns.
HOW WE EXECUTE ABM:
Every organization and company is different. We take the time to learn the ins and outs of your business so that we can better recommend changes.
Aligning marketing and sales is one of the most important parts of ABM. Often within our client organizations, these two teams are disconnected. Our approach brings them closer together, making the entire effort more successful. Unified goals result in outstanding performance.
3. Ideal Targets & Personas
Rather than broadly define some vaguely related demographics, we look at specific elements that are critical to key accounts. We use this to build your ideal target account profiles and personas.
4. Competitive Analysis
You don’t work in a vacuum. You need deep insight into what your competitors are doing, and what content they are creating.
5. Content Development
Content is king! We develop content that helps get out the right message at the right time. Content is crucial to a successful ABM Program.
6 Campaign Launch
Now for the fun stuff! We setup and launch the campaigns. When starting off, we ease into the budget while keeping a close eye on performance and our benchmarks. We start to scale the campaigns when we see results that we feel are sustainable. It’s important with ABM to not overwhelm a sales teams limitations! While marketing, we keep a close eye on bandwidth to ensure all leads are followed up on in a timely fashion.
7. Lead Nurturing
Gaining interest from an ABM prospect takes time. You are creating a requirement for them rather than the prospect coming to you with a need. This means you have to nurture the prospect for several days or months until the right opportunity is opened and you are the first person they reach out to.
8. Conversion/Sales Closure
Unlike a traditional sales process where you have an immediate requirement, ABM takes time but it’s worth the wait. During the lead nurturing process, your prospect may show an interest to sign you up to solve their challenge. Since you are the only company that has ever engaged with them closely, understand their challenges and know what solution works for them, your chances of closing the deal are 99.99% and we will help you get there.