Orchestrate Your Marketing & Sales to Win More Deals

We help B2B companies orchestrate Account-Based Marketing programs. Target high-ticket buyers and build engagement programs for inbound and outbound campaigns.

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The Backbone Of Your Account
Based Marketing Programs

Your Account-Based Marketing strategy is an indispensable pillar to guarantee your next marketing and sales program's success, especially when targeting high-value services with a sales cycle.

ABM Strategy is our first step in any engagement we have with our clients.

Identify

At first, we deep-dive into your market to understand your Ideal Customer Profile, target lists, and tiers of accounts.

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Engage

We then define your ABM buyer personas, make org charts, and build a multi-channel plan of engagements for buying committees.

Activate & Close

Through various marketing and sales plays, we activate buyers from your target accounts and move the deals forward.

Measure & Improve

We continuously optimize ABM campaigns by looking at the metrics that constitute sales velocity.

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 understand better what scenarios and hypotheses 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

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 €15,000 or more
You are a company that wants alignment between marketing & sales
You have at least 20 customers
You have at least €4,000 in operational marketing costs per ABM program

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

We build awareness

with paid advertising on these platforms:

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LinkedIn Ads, used in all of the stages of the buyer's 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)

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Frequently Asked Questions

How is ABM different from 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 too, demand gen is focused on particular campaigns, and ABM is focused on particular accounts you want to target.

How do you run the strategy calls?

We run strategy calls via Zoom together with our project manager 2 times a week. Before each call, we prepare on both sides for efficiency and the best use of your time.

Whom 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) 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 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, i.e. you can switch activities and adjust the campaign as we 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). This is priced on a monthly basis in a sprint model.

To have us look into your business case and suggest the services you need to hit your revenue goals, request a proposal.

Do I need to have HubSpot for the ABM strategy?

Yes, because ABM program execution requires HubSpot.

Let’s start working together
on your next campaign.

Get in touch in no time with our team