- Solutions For
- Grow Digitally
Is ABM right for my organisation?
The answer is provided above in the section ‘Who is Account Based Marketing For?’
How do I start on ABM?
You start by assessing your ABM readiness. This involves reviewing how aligned are your sales and marketing teams, how well defined is your ideal customer profile and target account list, and how mature is your team in using sales and marketing automation tools.
A quick way to judge readiness is to ask your sales and marketing people individually, what their goals are. If they are aligned, you are ahead of the curve! If not, it is not unusual. Most organisations we speak to have differences of goals and targets of sales and marketing teams.
We can help with assessing your ABM readiness as well as preparing your teams and management for ABM.
How do I get my sales and marketing teams aligned?
Account Based Marketing is a team sport! It is no longer enough for marketing to have goals of number of leads and sales of revenue goals. Get them in the same room, and get them to work on achievement of overall business and revenue goals. Facilitate them to identify how sales and marketing can deliver on the common goals. The idea should be to design the aligned and similar measures for both teams. Continue to have sync sessions like these, till they are aligned and working on the same goals seamlessly.
Will you help us in our sales and marketing team alignment?
Absolutely! Depending on the service or package selected, sales and marketing alignment is the critical factor in the success of Account Based Marketing (ABM) strategy. You will need to have CEO level commitment to start with to embark on an ABM strategy.
What is the length of your ABM programs?
Typically ABM programs are longer in nature as they run through demand generation to conversion and then expansion. There are quarterly cycles set within each of the program to ensure agility and flexibility. At the end it will depend on your requirements—full program OR specific tailored solutions.
So will ABM solve my quota problems?
Done the right way, it can. But you must bear in mind that it is not a magical thing that changes things overnight. ABM is more of a marathon than a sprint, and it takes hard work, discipline and phenomenal teamwork to get it right.
What do I need in my tech stack to get started on ABM?
At a base level, you need a good CRM in place, that your sales team uses religiously. You need a good marketing automation tool. And you also need your CRM to be well integrated with your marketing automation tool and required account based reporting. That should be able to start you off.
As you mature with ABM processes, you can bring in more tools that help in ad targeting, data research, personalisation, data enrichment, discovering buying intent, and so on.
You can download the ABM guide for more information.
Let's get started with a 30-min introductory call to baseline your ABM readiness, goals, challenges and introduce you to our processes and programs. Use the calendar below to book a time and date that suits you.