Korn Ferry
ABM is the most efficient way to drive revenue growth and profitable customer outcomes. An effective ABM strategy enables organisations to grow their revenue by acquiring and expanding different account tiers in a personalised and scalable way. While Account Marketing isn’t new, delivering it at scale with greater transparency is.
B2B marketers are planning or starting their account-based marketing journey & 52% of these report ROI.
Green Hat/BBN B2B Outlok Report
By 2025 B2B demand generation efforts will focus predominantly on accounts, not leads.
– Forrester
B2B marketers measuring ROI say that ABM outperforms other marketing investments.
– ITSMA and ABM Leadership Alliance, 2020 ABM Benchmark Study
ABM might be a buzzword at the moment, but the reality is it’s not for everyone. It requires a pre-existing level of maturity across sales and marketing, to drive growth with accounts that match an ideal customer profile.
How do you know if ABM is right for your organisation?
How do we help assess, build and implement successful ABM programs for our clients? We do so by using our 3-phased approach to ABM to measure maturity and discover optimisation opportunities.
1
|
ABM strategy blueprint – We help you develop an ABM program that’s right for you, whether that be strategic 1:1, 1:few or 1:many. |
2
|
Program implementation – connecting the data, implementing the technology, and unleashing cohesion between customer engagements, marketing and sales. |
3
|
Program optimisation – continuously optimising marketing’s engagement with accounts, and the orchestration between sales and marketing. |
The ABM approach that’s best for your organisation depends on the account growth potential as illustrated by these 3 tiers: