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Account Based Marketing- New Approach to B2B

B2B marketing is very challenging, and sometimes finding your ideal prospect and make him a client is demanding.

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Viable Approach for ABM

1.Identify your target companies/accounts

This stage is a collaborative process in the account-based marketing process between you and our team. You are looking to identify suitable clients based on size, revenue, and needs, amongst other factors determined by your target audience. At the same time, we are researching to discover those potential client's needs.

1.Identify your target companies/accounts image
2.Decide Target Companies image
2.Decide Target Companies

After the previous process, we will find many potential clients, but now we have to decide which will be our priority to acquire. Then after we choose,  It's essential to dig deeper into that organization to understand its internal modules, where there might be a gap for our products and services, and how it goes about its procurement, such as financial decisions.

3.Find your target-people

Based on the research results, you will find out whom decision-makers will influence the final decision.

3.Find your target-people image
4.Establishing SMART goals image
4.Establishing SMART goals

Like any marketing campaign same, you have to establish your SMART methodology(backlink to inbound). Marketing and Sales Departments of your company will have to set specific KPIs to measure the progress of your efforts and maybe steps to optimize the process.

5.Develop your Strategy & Marketing Tactics.

Once you have set up your SMART goals, it's time to develop your action plan. Usually, to ensure that the company is aligned with us and be clear and specific, we use Ansoff-Model Matrix(backlink . After that, we are ready to develop our marketing tactics like content, targeted channels, and communication process to our target people touchpoints.

5.Develop your Strategy & Marketing Tactics. image
6.Organize and track your activities image
6.Organize and track your activities

A calendar to schedule is a must-tool for all the team to align the actions they have to take place. Also, a project management tool is required for monitoring and progress purposes.

7.Run-Track

Once the planning is complete and management processes in place, the whole plan can begin. It's vital to note that monitoring the progress of an ABM program is critical to its success, as much of the buyer touchpoints will occur across various offline and online channels. Therefore, a multi-channel approach needs to be aligned and coordinated so that all communications happen at the right time.

7.Run-Track image
8.Monitoring-Optimize image
8.Monitoring-Optimize

Ongoing monitoring can help steer us in the right direction with deep analysis on our first goal and KPIs, which we establish before we start. In addition to proper monitoring, we will find out our weaknesses in the process and gaps that we can improve our marketing efforts to optimize and increase the ROI of this marketing campaign.

1.Identify your target companies/accounts

This stage is a collaborative process in the account-based marketing process between you and our team. You are looking to identify suitable clients based on size, revenue, and needs, amongst other factors determined by your target audience. At the same time, we are researching to discover those potential client's needs.

1.Identify your target companies/accounts image
2.Decide Target Companies

After the previous process, we will find many potential clients, but now we have to decide which will be our priority to acquire. Then after we choose,  It's essential to dig deeper into that organization to understand its internal modules, where there might be a gap for our products and services, and how it goes about its procurement, such as financial decisions.

2.Decide Target Companies image
3.Find your target-people

Based on the research results, you will find out whom decision-makers will influence the final decision.

3.Find your target-people image
4.Establishing SMART goals

Like any marketing campaign same, you have to establish your SMART methodology(backlink to inbound). Marketing and Sales Departments of your company will have to set specific KPIs to measure the progress of your efforts and maybe steps to optimize the process.

4.Establishing SMART goals image
5.Develop your Strategy & Marketing Tactics.

Once you have set up your SMART goals, it's time to develop your action plan. Usually, to ensure that the company is aligned with us and be clear and specific, we use Ansoff-Model Matrix(backlink . After that, we are ready to develop our marketing tactics like content, targeted channels, and communication process to our target people touchpoints.

5.Develop your Strategy & Marketing Tactics. image
6.Organize and track your activities

A calendar to schedule is a must-tool for all the team to align the actions they have to take place. Also, a project management tool is required for monitoring and progress purposes.

6.Organize and track your activities image
7.Run-Track

Once the planning is complete and management processes in place, the whole plan can begin. It's vital to note that monitoring the progress of an ABM program is critical to its success, as much of the buyer touchpoints will occur across various offline and online channels. Therefore, a multi-channel approach needs to be aligned and coordinated so that all communications happen at the right time.

7.Run-Track image
8.Monitoring-Optimize

Ongoing monitoring can help steer us in the right direction with deep analysis on our first goal and KPIs, which we establish before we start. In addition to proper monitoring, we will find out our weaknesses in the process and gaps that we can improve our marketing efforts to optimize and increase the ROI of this marketing campaign.

8.Monitoring-Optimize image

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