Account-Based Marketing

Account-Based Manketing Account-Based Marketing (ABM) 1 marketing to those accounts most likely to provide revenue 2 targeting defined, key accounts that are strategically important noun Account-Based Marketing allows marketers to scale growth and revenue by generating marketing-sourced deals. marketers surveyed said that ABM provided 84% significant benefits to retaining and expanding existing client relationships Ever heard the mantra... The Sales Whales "80% of youn revenue comes from 20% of your customers" 5 STEPS TO ACCOUNT-BASED MARKETING 1 Discover and Define Your Dream Prospects Key attributes of defining your target accounts: • firmographics • named accounts • customer journey 2 Define Personalized and Effective Messaging Discover existing content and conrelate to tangeted personas "75% of executives will read unsolicited marketing materials that contain ideas that might be relevant to their business such as success stories, research reports, and webinar invitations" 3 Determine Optimized Channels set up the touchpoints and nunture plan 4 Execute Targeted Campaigns >> Deliver the right content at the right time >> Personalize their experience in real-time Most of your potential lies in the top funnel. 82% of prospects 67% find content value content targeted C- targeted to their to their specific industry job function valuable" 5 Measure, Learn and Optimize Track the funnel flow starting from the top-funnel to discover incoming accounts and early results Then measure interactions, engagements, and conversion metrics. Optimize and do it again. 6With Account-Based Marketing, we were able to generate the deals the whole company was talking about. 99 - VP Marketing, Panaya Sources www.siriusdecisions.com B2B Content Marketing Trends www.alterra-group.com MarketingSherpa insightera ITSMA - Fast Track to Sales