Accounts Based Marketing (ABM) is a popular strategy to approach your market. It is not a piece of software. It is not a tool. ABM is a strategy. It’s how companies can focus their resources on the target accounts that best fit what you sell.
How Agile ABM addresses common issues arising from ABM
Four steps to validate your targeting
Aligning your teams with one strategy
What is ABM?
ABM turns the traditional sales funnel on its head. Traditionally, you'd identify a target persona, but with ABM the focus is on the accounts first.
You can find your most valuable verticals from your CRM data. And once you've created a targeted list of accounts, you can focus your attention on all the stakeholders in an account involved in a deal.
Where ABM falls short
The lack of collaboration between sales and marketing
How the Agile ABM approach can help your organization
Ensure you target the right companies
Stop wasting time with deals that will never close
Stop wasting money on pointless campaigns. Every marketers nightmare is to waste their energy building a campaign for a specific audience and then seeing no results. Agile ABM, however, helps you spend where it will make an impact.
It can help align your sales and marketing teams with shared goals and purposes.
The 4 Steps to the Agile ABM framework
Here’s what we did at Ocean.io
1. IT Solutions2. Cloud Security / Network3. Artificial Intelligence Solutions4. E-commerce Solutions5. Social Media Marketing Providers6. Lead Gen Providers
Audience. We built specific LinkedIn audiences to target the segment.
Advertising. We got industry-specific ads in front of the relevant audience.
The Landing Page. We created landing pages with industry-specific messaging to speak directly to the prospect.
Conversions. We measured ad to lead conversion and CPL to define ideal verticals.
Why LinkedIn is instrumental for Agile ABM
It is fast.
It allows you to test ideas.
LinkedIn's reach helps to test across a broader audience.
It can save sales teams time.
Before you proceed, check and double-check
The Account Whisperer
What makes an account want to engage?
Why is it important?
The importance of ranking when establishing your best value customers
How Ocean.io can help achieve your marketing goal
The Agile ABM Framework, guiding your future business direction
When you know the right accounts for your business, you can employ the right resources to engage and build great relationships, emphasizing those you deem the most valuable. This approach will allow you to achieve your business goals and create a framework for continual success. You know who to target, how to identify future opportunities and most importantly, help your teams see the value in working together to deliver excellence.