Account-based marketing (ABM) allows B2B marketers and sales teams to target and market to individual companies as markets of one. ABM is a strategic approach where Sales and Marketing join forces to focus on a group of stakeholders within an account, rather than an individual. The goal is to achieve full visibility among these stakeholders, build relationships, open doors and deepen engagement at specific targeted accounts.
By identifying and investigating relevant customers and decision makers, you gain deeper insight into business drivers, their current challenges and buying triggers. This gives your marketing and sales team the opportunity to deliver personalised content to each specific account.
If you want to drive growth and you’re looking for support in planning or executing a blended ABM strategy, SPOTONVISION can help.
When you work with SPOTONVISION you will have an experienced B2B partner that has the strategic know-how, creative resources, and technical expertise in house. With us you can make sure you get the most out of your ABM investment. Whether one-to-one, one-to-few or one-to-many, our ABM consultants have the experience and expertise to help you from strategy to execution.
SPOTONVISION can build your ABM programme from the ground up, or develop specific content, creative assets, and campaigns to help fuel your existing ABM initiative. We can help you in every step on the way:
1. Defining the goals
We help you define goals and project scope, whether it’s a one-to-one, one-to-few or one-to-many ABM programme.
2. Identifying your accounts
Together with your sales team, we help you define your ideal customer profile (ICP) and select the target accounts.
3. Collecting deeper account and buyer insights
We’ll assemble as much contact information as possible to better understand your accounts and stakeholders. Through manual research and data enrichment tools. All mapped to the stakeholder buying process.
4. Creating account-relevant messages, content and campaigns
We’ll create appealing personalised content for your account-based marketing campaigns and decide on the right multichannel approach. Using various online and offline marketing tactics, we’ll build a seamless story for you to tell.
5. Finalizing your ABM plan
How to go to market, what ABM ‘plays’ to roll out and how to plan and budget for your ABM strategy. It all comes together in the final plan that we will present to the broader team.
6. Execution set-up
Setting up the campaigns, sales playbook, content and marketing tools. You’re almost ready to go live.
7. ABM campaign execution
We launch your ABM campaigns, measure results and find ways to optimise your campaigns, making them more engaging, personal and relevant.
From your account strategy to specific ABM campaigns, we’ll help you succeed. Our approach is actionable and scalable. With a highly personal campaign you can win more accounts. It’s a triple win! For your prospects, your marketing and your sales! Together we’ll define target accounts to focus on, the approach to take and the relevant content and promotion channels to use.
Download our e-book Account-based marketing in 5 steps