Our Process

STRATEGY DEVELOPMENT

A clear path to pipeline growth

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We start with a series of workshops to understand your objectives and develop an ABM strategy.

  • Target Accounts
  • Campaign Narrative
  • Tactical Plan 
  • Content Assets
  • Infrastructure Requirements

 

tECH STACK SETUP

Priority on high-potential accounts

ABM - Account Progression

Next, we establish infrastructure, tools, and processes for effective ABM execution and team collaboration.

  • Account progression tracking
  • Customized landing pages
  • Stage-based ad audiences
  • Sales views and notifications
  • Campaign dashboards

 

Campaign ExeCUTION AND ORCHESTRATION

Insights for effective engagements 

Account Insights

We go beyond account prioritization, empowering your sales with insights to start meaningful conversations.

  • Paid advertising
  • Digital events
  • Lead nurturing
  • Account insights
  • Sales outreach

 

tAILORED CONTENT

Customizable content assets

MAN Digital Customizable content v.1 (1)

The goal is to build deeper relationships with target accounts based on expertise.

  • White papers and e-books
  • PDF one-pagers
  • Personalised videos
  • Segment specific webinars
  • Infographics
Revenue MEASUREMENT

Transparent reports on campaign ROI

Dashboard

Our focus is on core drivers of business growth and scalability, meaning pipeline,  revenue, and CAC.

  • Campaign overview dashboard
  • Account engagement dashboards
  • Account-based sales dashboards

Difference between ABM and Traditional Marketing

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Inbound

Sales sells to whoever marketing sources

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ABM

Marketing starts with sales’ targets

Tailored messaging

The client knows roughly what you’ve done in the past for others, but what can you specifically do for them?

 
Traditional B2B marketing
Account Based Marketing
Objective:

Acquire new accounts

Grow existing and new accounts

Segmentation:

Broad-based, casting a wide net 
(eg. industry marketing)

Narrow focus on target accounts

Positioning:

Brand building at the global, regional, or industry level

Brand building at the account level

Proposition:

Product and solution marketing

Customized solution on account level

Sales alignment:

Lead generation for sales;
handoff from marketing to sales

Opportunity development with sales; collaboration 

Traditional B2B marketing
Objective:

Acquire new accounts

Segmentation:

Broad-based, casting a wide net 
(eg industry marketing)

Positioning:

Brand building at global or regional or industry level

Proposition:

Product and solution marketing

Sales alignment:

Lead generation for sales;
handoff from marketing to sales

Account Based Marketing
Objective:

Grow existing and new accounts

Segmentation:

Narrow focus on highly targeted accounts

Positioning:

Brand building at account level

Proposition:

Customized solution on account level

Sales alignment:

Opportunity development with sales; collaboration throughout the sales cycle

Some of our recent testimonials from our clients. Who recommends us?

Marketing activities now have a clear ROI for our board. It was impossible to calculate this ROI before. Right now, ABM is a really key part of our marketing strategy. Everything is being calculated from the ABM perspective. Thank you MAN Digital.

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Sebastian Kaiser

CMO @ Divante

Your team helped us scale, sorted out all the mess with different data and different activities, folded around magnificent work and picked up those activities when needed. The results were outstanding.

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Darek Kociecki

Chief Growth Officer @ Neoteric

We now have a clear, structured process that has not only streamlined our operations but also boosted our visibility into the buyer's journey and enhanced our forecasting capabilities. 

Pixyke.ai - Roland Simon

Roland Simon

Co-Founder & Chief Growth Officer @ Pixyle.ai

With MAN Digital's help, we successfully migrated to HubSpot and implemented our Revenue Operations ready for ABM. We can now confidently handle all of our customers with ease.

Michał Kowalski - The Software house

Michał Kowalski

Head of Marketing @ The Software House

The team from MAN Digital played a pivotal role in developing a skilled in-house marketing team. They helped us understand the potential of RevOps but also implemented a comprehensive system to leverage it

Leopold van Oosten

Leopold van Oosten

Founder & CMO @ Amsterdam Standard

Their comprehensive audit and future state process development gave us the operational clarity we needed. We look forward to continuing our work with them.

Monica Axinte

Monica Axinte

Senior VP of Marketing @ DataFeedWatch by Cart.com

MAN Digital's efforts resulted in more in-depth customer journeys which will subsequently impact conversion rates. Thanks to their industry knowledge, they were able to improve re-engagement and focus on the business's unique positioning. Their high-quality services were noteworthy.

Łukasz Ciesielski

Head Of Marketing @ Pragmatic Coders

Talk to the ABM Expert

Account-based marketing is complex. Meet right away with an ABM strategist, not some junior SDR. Our expert will assess your ABM readiness to find out if we can help you. Then, he'll prepare a tailored plan for you.

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Book a strategy call.

Frequently Asked Questions

  • You should offer high value services of at least 20 000€ annual contract value. Few examples:

     

    1. You have an enterprise or premium plans in your subscription service

    2. You are an IT software provider selling high value projects

    3. You sell and address your services to enterprises

    4. You are able to define a broad sub-segments and customize your offering towards them at scale

  • It depends if you want to rollout a full-scale GTM or experiment with a new tactic.

    We will need to work with a marketing leader and at least one sales representative that could work alongside to engage with customers and prove the ROI from this approach. We also recommend to include SME (subject matter expert).

    For ABM advertising you should have a minimum 3k-5k€ a month to spend on ads. Cheapest way to start is Linkedin. If you consider rollworks, n.rich or 6sense you fall into 5 figure budgets.

  • We have 2 options:

     

    1. Limit our service to putting together and ABM strategy and mentoring without an ability to run and manage it for you on HubSpot infrastructure.

     

    2. We execute your ABM program and yes, then we require you to use HubSpot.

  • It depends what kind of program you want to run. Is it strategic 1:1 abm, 1:few or at scale 1:many.

     

    Nonetheless, usually first month is dedicated to strategy and messaging. Month 2-3 is all about preparing the infrastructure and assets. Month 3-4 we start running pilot campaigns and iterate fast to prove pipeline growth.

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Poland

MAN Digital Sp. z o.o
Przemysłowa 12
33-332 Cracow 

USA

MAN Digital LLC
30 N Gould St Ste R
Sheridan, WY