Account Based Programs for B2B SaaS

We are an ABM-based revenue growth agency. We help execute pre-sales targeting deals over €100K ACV consistently. Our approach combines account research, market insights, and strategy to capture the buying intent of your audience.

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We have helped our friends with account-based programs.

Account-Based Programs That Bring Revenue

Account Based Marketing and Account Based Sales Development are the perfect way to focus on your most important accounts.

Account Based Marketing

We handle the execution from top to bottom. We'll set up your HubSpot, build ads, pages, and content for your funnel, and launch everything. Whatever's needed to get you deals - we'll do it.

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Account Based Sales Development

We offer a complete solution for B2B companies looking to scale their business through account-based selling, where we handle the whole pre-sales process from strategy, to research, to sequences and programs execution.

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They try different attitudes, they do different activities, and we can see that they follow what they teach others.

Paulina Chmielewska

CMO @ itCraft

How we run Account Based Marketing

Pipeline value grows with our program - that's a fact. We do with three simple steps:

Month 1

ABM program strategy

1. Ideal Customer Profile & Target List

TARGET: we run market and customer segmentation to establish criteria for your best-fit buyers. Then we compile a list of target accounts that match that description.

2. Marketing and Sales Touchpoints Plan

ENGAGE: we build a matrix of engagements based on ABM buyer personas within target accounts.

3. Orchestration and Reporting Dashboards

ACTIVATE & MEASURE: we outline the Marketing and Sales plays that go into ABM orchestration. As an aligned team, we agree on metrics for reporting.

Month 2

1. ABM Infrastructure Setup

We make sure you have the tech stack for ABM program implementation. We onboard your team and migrate your data.

2. Content Production & Creatives

We build a content pipeline based on the topics and messages that resonate with the buyer personas within your target accounts.

3. Ad Campaigns Setup

We develop and get ready for personalized ad campaigns to target decision-makers within your target accounts.

4. Custom Sales Playbook

We take sales enablement to the next level with marketing and sales alignment, personalized content offers, and ABM orchestration plan.

Setup

Months 3-6

1. Ads Campaign Launch & Optimization

We start personalized ad campaigns targeted at specific accounts. We make sure you hit your goals and optimize what's needed along the way.

2. Account Research

We collect data on target accounts and buyer roles within them to outline engagements with specific people.

3. Social Selling

We use social selling to engage decision-makers with Marketing and Sales plays on social media.

4. Multichannel Outreach

We amplify engagement by using a combination of channels to get our messages across.

Monthly Ongoing
Sprints

Outcomes

1. Marketing-influenced Pipeline Growth

You see how your marketing efforts contribute to moving the deals forward by looking at specific metrics and analytics.

2. Qualified Appoitments

You see how lead nurturing results in qualified appointments with target accounts - meetings that bring you deals.

3. Improved Sales Velocity

Thanks to extensive research and improved targeting, deals with best-fit accounts move faster.

TOP pick for B2B

Why do B2B companies switch to MAN Digital?

Full-stack B2B marketers who fully understand your marketing & sales processes.
Heavily researched engagement programs focused on your customers needs.
Consistency in running account - based programs using a long - term and quick - reactive approach.
Excellent project management and well organized processes.
Specialists in revenue operations and technology setup.
One fee gives access to several experts with a single point of contact.
Execution and coaching for your team in one package.
Content focused on revenue enablement rather than vanity metrics.

Few of our tool stack to run account-based programs

CRM & Marketing Automation

Sales Intelligence

Email Outreach

ABM Platform

Sales Intelligence

Ad Platform

Reach your 2022 goals with ABM

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LinkedIn Ads, used in all of the stages of the buyers journey.

Xing Ads, used in all of the stages of the buyers journey. DACH region

Twitter Ads, used as a secondary touch. (Remarketing)

Facebook Ads, used as a secondary touch. (Remarketing)

Quora Ads, used as a secondary touch. (Remarketing)

Give leverage to your revenue with account-based programs.

Book a strategy call with our senior strategists to see how our account-based marketing framework helps you grow your pipeline, scale your team, upsell and cross-sell your services. We can help you:

Digitize your sales process and scale faster

Accelerate pipeline growth

Improve the sales velocity

Conduct consistent pre-sales

Improve marketing ROI drastically

Book a strategy call.

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Frequently Asked Questions

When is ABM worth it for my business?

ABM is worth it when you offer premium services or a higher-end product with a Customer Lifetime Value (CLV) of at least €15,000.

In case your CLV is lower than €15,000, ABM will be too much effort and it makes sense to focus on demand gen because it'll be more scalable for you.

Examples of when ABM is right for you:

1. You are a software house that runs long-term projects and offers expertise in a particular niche.

2. You sell a tool that addresses Enterprise needs and your pricing model is an annual contract on top of which you have services to upsell.

If, on the other hand, you offer a lower end SaaS tool with no upsell potential, then you're better off investing in demand gen.

Meanwhile, there are some hybrid cases where you offer the tool at a fixed price with services you sell on top - then ABM makes sense again.

The rule of thumb is to look if you can grow sales organically based on your entry point offer.

How do I know if ABM works?

Actions speak louder than words, and so we invite you to check our case studies and judge ABM by real-life results and the feedback we collected from clients.

Meanwhile, there are entire institutions like Gartner that focus heavily on Marketing research - this is a brilliant resource to read up on ABM efficiency and hear from tech giants who've grown thanks to their Account-Based Marketing programs.

ABM makes sense now more than ever - when there's so much noise around demand gen. Because of the COVID-19 pandemic, everyone went online and ran a digital transformation. In times like these, ABM brings clarity and empowers you to stand out with specialization.

How is sales velocity calculated?

To calculate sales velocity, you need to multiply your # of opportunities by the value of deals and also by your win rate - and then divide it by the length of your sales cycle (the time it takes to close a deal).

Sales velocity is the #1 metric that we aim to improve while also taking into account secondary metrics like website traffic and bounce rate.

If you decide to work with us, sales velocity is what we keep at the heart of our reporting.

What resources do I need to allocate for ABM?

We'll need to work with at least one marketing leader/ABM owner (usually, this is a person from your marketing team).

Additionally, we'll need to be in touch with at least one sales rep (not necessarily a leader) who is running engagement activities like sales outreach and has conversations with prospects.

At the beginning of your ABM journey, we also request a product or market specialist (SME - subject matter expert) who knows your buyer personas and can offer market-specific insights.

We don't use HubSpot. Can we still work together?

We have 2 options:

a) If our services will be limited to putting together an ABM strategy and running an ABM training, then no, we don't need you to have HubSpot.

b) If you'd like our team to also execute your ABM programs then yes, we do require you to use HubSpot.

What is a typical timeline for ABM programs?

Although ABM programs vary greatly depending on the scope of target accounts*, we aim to have clear conclusions in 3 months (mid-market).

The first month is dedicated to preparation, onboarding, and ABM strategy.

Months 2-3 are all about execution (demand generation, sales engagement, etc.).

* If you plan to target Enterprise companies, then we'll need more time (depending on the complexity of company units, the number of budget holders, etc.).

If you're after SME companies, then you'll get the results faster as we can clearly see the decision-making chain, identify buying roles within the buying committee, and ultimately move the deal faster.

We're happy to review your business goals and deliver a proposal specific to your company and the type of ABM program we'd run for you - request your proposal here.