ABM Strategy

Our proprietary Account-Based Marketing strategies are made specifically for B2B Tech Companies. With it, our clients land six-figure deals with five times shorter sales cycles. It's Revenue Ops on overdrive.

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We grew dozens of B2B Tech companies:

The Backbone Of Your
Revenue Operations

Without it, you'll be leaving money on the table. Companies that use ABM see more coordination between marketing and sales, leading to more high-ticket deals on the pipeline.

Our four-step process ensures outcomes to your company:

Identify

Research begins by diving into your market and understanding your Ideal Customer Profile, target lists, and account tiers.

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Engage

We then define ABM buyer personas, layout org charts, and outline the multi-channel engagement plan targeted to buying committees.

Activate & Close

We activate buyers from your target accounts with marketing and sales plays to move the deals forward.

Measure & Improve

We constantly analyze incoming data to optimize the process, making sales velocity faster with each iteration.

6 weeks to complete

People Involved:

Marketing & Sales Leaders
Targeted Market Subject Matter Expert
Senior Consultant (MAN Digital)
Department Specialists (MAN Digital)

Replicable for other targeted markets.

Bring Clarity To Your Budgets and ROI

As part of the ABM strategy, we build business cases to better understand what scenarios of your ABM programs bring the highest ROI.

We build strategies to improve your sales velocity

Sales Velocity

Opportunities

Deal Value

Win Rate

Length of Sales Cycle

We build strategies to improve your sales velocity

5,250

Lifetime Value

5,250

Lifetime Value

5,250

Lifetime Value

5,250

Lifetime Value

5,250

Lifetime Value

5,250

Lifetime Value

5,250

Lifetime Value

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

Paulina Chmielewska

CMO @ itCraft

ABM Strategy is for you if

Your customer lifetime value is 50000€ or more
You are a Company that wants alignment between marketing & sales
You have at least 20 customers
You have at least €10K+/Mo in marketing budget

With this service you will get

Project Manager - to execute, organize and coordinate your ABM strategy.
Market and customer segmentation - to better understand the target market (we wrote about it here).
Ideal Customer Profile - to have a clear understanding of what companies you need to target and avoid. (we wrote about it here).
Accounts Tiers - to prioritize all your customers.
Target List - to prospect a list of companies to target.
ABM Tier approach - to understand what ABM approach to have for each customer tier.
Buyer Roles - to understand buyer persona responsibilities, KPIs, and impactful content.
Buying Committees - to help you find out who your budget holders, deal influencers, and decision-makers are.
Messaging Map - to differentiate your service and create the right content for each stage of the buying process.
Content Outline - to compile a list of content you need to create for the ABM program.
ABM Orchestration - to outline a process map with all the tools and automation rules you need to implement ABM.
Business Case - to run detailed budget and ROI calculations.
ABM Orchestration - to create a process map with all the tools and automation rules you need to implement ABM.

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Some of the tools we use to run ABM programs

CRM & Marketing Automation

B2B Data Base & Sales Intelligence

Ad Platform

Email Outreach

ABM Platform

Sales Intellingence

Use Revenue Ops to grow in 2022

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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.

Know more

Frequently Asked Questions

How is ABM different to demand generation?

Demand gen focuses on creating brand awareness and interest in your products or services. Demand gen relies solely on marketing activities.

Meanwhile, ABM is all about aligning marketing and sales with equal involvement of both teams. Although the elements of demand gen are present in ABM programs, demand gen focuses on particular campaigns. ABM concentrates on specific accounts you want to target.

How do you run the strategy calls?

We run strategy calls via Zoom together with our project manager two times a week. Before each call, we prepare on both sides for efficiency and the best use of your time.

Who do I need to involve from my team?

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). Someone, who is running engagement activities like sales outreach and has conversations with prospects.

At the beginning of your ABM journey, we might request a product or market person who knows your buyer personas and can offer market-specific insights.

What is next after we do the ABM strategy?

Next is the execution of your ABM program in monthly sprints and with a modular approach. You can switch activities and adjust the campaign as you go.

What is the cost of the ABM strategy?

We do ABM strategy as part of our first monthly sprint in ABM program execution (month 1 out of 6). It's priced every month in a sprint model.

Request a proposal, and we can take a look at your business and suggest services you need to hit your revenue goals.

Do I need to have Hubspot for the ABM startegy?

Yes, as ABM program execution requires HubSpot. We can help you with the set up.

ABM Strategy

The Backbone Of Your Revenue Operations

Bring Clarity To Your Budgets and ROI

Some of the tools we use to run ABM programs

Use Revenue Ops to grow in 2022

Give leverage to your revenue with account-based programs.

Book a strategy call.

Frequently Asked Questions

The Backbone Of Your
Revenue Operations