Account Based Marketing


The 80/20 rule is true in most industries: you generate 80% of your revenue from 20% of your customers.

Account Based Marketing is a strategic approach on how you deal and communicate with your key accounts. The sentence “Don’t count the companies you reach but reach the companies that count” says it all.

In account based marketing you tailor your communication to specific accounts and you endeavor to convert accounts rather than leads. According to recent research from our partner, Celsius International: Up to 34 people may be involved in a buying decision for companies with more than 1,000 employees. This alone makes ABM both a challenge and a necessity. If you then add the complexity of many large accounts operating from different sites across the globe, you have a strong business case for adopting an ABM strategy.

An important part of an ABM strategy is technology. Blue Business is a Strategic Consulting Partner for Act-On - a global marketing automation platform (MA) vendor. The ABM module of Act-On is one of the most powerful platforms for executing your ABM strategy. When you get the full-blown effect of the ABM Act-On module and the integration to your CRM platform, you are ready to both grow your existing key account business and conquer new accounts.

How do you implement an account based marketing strategy?
It makes sense to ask yourself these 3 basic questions:


Scale
– How many accounts will be in your program? How big are the deals? What resources are available?


Scope
– Will you start with a small pilot? Will this be an intensive, high-touch approach for a few big accounts or a more scalable effort targeting more companies?


Strategy
– Is this mostly about growing existing accounts, winning new logos or both?

Once you have answered these questions we recommend you take a closer look at the 6 step ABM framework:

1. Account Selection: Use of a process or rationale for selecting target account

2. Insights: Development of target account profiles & marketing plans

3. Content: Creation of content that speaks to the needs of target accounts.

4. Orchestration: Tailoring content depending on which stage the target accounts are in the buying process.

5. Delivery: Intentional delivery of media and/or message to specific target accounts.

6. Measurement: Use of account-level analytics to track ABM program results.

 

mortenWant to learn more?
Morten Kornerup
Strategy/Sales
+45 2085 3377
mk@bluebusiness.com

hans-christianWant to learn more?
Hans Christian Bothmann
Strategy/Sales
+45 4027 9560
hcb@bluebusiness.com

Download the ABA book


Proof of concept
Interested in what marketing automation can do for you? Check out our proof of concept here (in Danish)

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