Companies across various industries are under constant pressure to modernize their go-to-market strategies. One approach that has gained prominence is Account-Based Marketing (ABM), a strategy that focuses on targeting high-value accounts with personalized marketing efforts. To take your ABM strategy to the next level and ensure scalability, there are three key pillars to focus on: data, alignment, and automation.
Setting the Foundation for Success
The journey to scaling your ABM strategy begins with the crawl phase. At this stage, it is essential to establish cross-functional alignment between your sales and marketing teams. To achieve this alignment, key areas to focus on include:
Both sales and marketing leadership should come together to define the specific business outcomes your ABM strategy aims to achieve. This alignment ensures that everyone is working toward the same goals.
Selecting the right metrics to track the progress and success of your ABM strategy is crucial. These metrics may include lead conversion rates, deal velocity, and revenue growth. Clear alignment on these metrics will guide your efforts and measure your strategy’s impact.
To effectively execute your ABM strategy, you must invest in quality data. The accuracy and relevance of your data will drive the success of your campaigns. Here’s how data supports your ABM efforts:
Accurate data plays a vital role in building your initial list of target accounts. You need reliable contact and company data to identify the right accounts to include in your ABM campaigns.
Data enables real-time alerts, notifying you when companies in your total addressable market are showing buying intent. This information is valuable for timely and relevant outreach.
Personalization as a Starting Point
In the crawl phase, you might begin your ABM campaigns with simple personalization, such as using the recipient’s first name in communication. Start creating content that addresses specific challenges your target accounts are facing.
The walk phase is where you’ll lean into automation to streamline your ABM processes. It’s a critical stage for achieving consistency and efficiency in your outreach efforts. Here are key actions to consider:
Building on the alignment between sales and marketing established in the crawl phase, create a coordinated outreach process. Decide which channels to prioritize and how you will track the effectiveness of your campaigns.
Establish a feedback loop between your sales and marketing teams. Sales representatives should provide insights into how marketing content is resonating with potential customers. This feedback helps marketing fine-tune content for better results.
Automation simplifies internal processes and equips your teams with the tools they need to work more efficiently and effectively. Consider the following scenario:
Suppose you’re targeting director-level and above marketers in the software industry. As opportunities typically involve multiple stakeholders, a multi-threaded campaign is beneficial. Instead of manually researching and adding every stakeholder to a campaign, use data to surface those additional contacts. With workflow tools, you can automatically enroll these contacts in upcoming campaigns, saving time and ensuring key decision-makers are included.
The Time and Cost Benefits of Automation
Automation not only saves time but also reduces costs. It ensures comprehensive coverage of decision-makers in your ABM campaigns, expanding your campaign’s reach and increasing the likelihood of a successful sale.
Invest in Technology to Optimize Your Strategy
In the run phase of your ABM strategy, it’s time to invest in advanced technology to achieve hyper-personalization. This phase is where you move from basic personalization to the next level.
Key considerations include:
Start by assessing your existing technology stack. Determine if your current tools and platforms are still suitable for your needs or if more advanced solutions are available.
The core of your ABM strategy in the run phase is hyper-personalization. Create highly targeted, custom content for your target accounts, addressing their specific pain points and challenges.
Develop a content strategy that aligns with your ABM efforts, considering content types that resonate with your target accounts. Ensure consistent messaging and branding across all channels.
Implement artificial intelligence and predictive analytics to gain insights into account behavior and intent. Use this information to prioritize accounts and optimize your outreach efforts.
Leverage marketing automation for personalized outreach, using dynamic content and email personalization to address the specific needs of each recipient.
Engage your target accounts across multiple channels, including email, social media, retargeting ads, direct mail, and personalized video messages.
Invest in robust analytics and reporting tools to track the performance of your ABM campaigns, using data to continually optimize your efforts.
Ensure your sales team is well-equipped to handle leads generated through ABM. Provide training and resources for productive conversations with prospects.
As you optimize your ABM strategy in the run phase, consider how to scale your efforts to include more accounts or expand into new markets. Invest in technology and processes that support scalability while maintaining personalization and effectiveness.
Scaling your ABM strategy requires a methodical approach, starting with the crawl phase’s focus on data and alignment, moving to the walk phase’s integration of automation, and finally, reaching the run phase with advanced technology and hyper-personalization. ABM is a dynamic and ongoing process that demands constant improvement and adaptation. By following these key strategic goals and embracing technology, you can scale your ABM strategy effectively, driving long-term success for your organization in a data-driven, automated, and aligned way.
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