ABM Blueprint Strategy
Our Blueprint Strategy uses a best-practice methodology to develop your ABM approach. Whether you are at the beginning of your ABM journey or just want fresh eyes to optimise your program, we can design a process to tackle five core ABM areas:
Target Account List (TAL)
Bringing the teams together to list and enrich ideal profile accounts.
Data Strategy
Defining data across demographic, firmographic, technographic, intent and behavioural sources.
Hyper-Personalised Channels & Content
Dynamically personalising individual buying party contacts engagement with your brand.
Orchestration
Crafting synchronised sequences into the ABM Program Playbook.
Account View
Developing the ABM dashboard that provides Sales the window into account engagement and scoring.
ABM Implementation
The ABM Blueprint defines the roadmap for program execution. Rationale for TAL selection is pressure-tested to ensure we pursue the optimal accounts as well as referencing your personas and understanding of the buying process. With ABM, we are less interested in individual MQLs and more interested in broader engagement of the whole buying party of decision makers, recommenders and influencers.
The SDRs and inside sales team play a pivotal role. We run workshops to help define the sequence of steps to be taken with different personas, account profiles and for different use-case requirements.
To effectively launch to market we build out:
- Enriched contact data
- Content maps for target accounts or account segments
- Personalised advertising media campaigns
- ‘Account View’ dashboards to present engagement data in realtime
- Martech platforms to manage and integrate the CX, data, channels and content
- Program playbook
