Account-Based Programs
for Long Sales Cycles
Deliver impactful and highly relevant campaigns across all marketing and sales channels, effectively engaging target accounts and key stakeholders.
Deliver impactful and highly relevant campaigns across all marketing and sales channels, effectively engaging target accounts and key stakeholders.
97% of marketeers say ABM has a higher ROl than other marketing activities.
Altera Group
ABM practitioners experience a
285% lift in win rate.
Engagio
Account-based marketing delivers a 40% decrease in acquisition costs.
Forrester
ABM Programs experience 50% faster marketing-influenced pipeline growth.
Boston Consulting Group
Relevance is essential to your campaign's success. We run a series of workshops to understand your objectives, business model, audiences, and messaging pillars.
Buyers don’t want to talk to sales. Defining a unique value proposition and insightful content is a backbone of a campaign that truly resonates with your target accounts.
We sketch out a plan for your campaign. How will potential customers find and engage with you? What's your budget and timeline? How will you track progress and adapt to reach your goals?
ABM assets can take many forms, such as case studies, whitepapers, webinars, or personalized gifts. The goal is to build deeper relationships with target accounts based on expertise.
Have in mind that ABM is a strategic decision and you might need to wait for results to come. You should be looking at it as a new GTM.
Sales sells to whoever marketing sources
Marketing starts with sales’ targets
Acquire new accounts
Grow existing and new accounts
Broad-based, casting a wide net
(eg. industry marketing)
Narrow focus on target accounts
Brand building at global, regional or industry level
Brand building at the account level
Product and solution marketing
Customized solution on account level
Lead generation for sales;
handoff from marketing to sales
Opportunity development with sales; collaboration
Acquire new accounts
Broad-based, casting a wide net
(eg industry marketing)
Brand building at global or regional or industry level
Product and solution marketing
Lead generation for sales;
handoff from marketing to sales
Grow existing and new accounts
Narrow focus on highly targeted accounts
Brand building at account level
Customized solution on account level
Opportunity development with sales; collaboration throughout the sales cycle
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.
Sebastian Kaiser
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.
Darek Kociecki
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.
Roland Simon
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 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
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
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
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.