FOUNDATIONAL FRAMEWORK

Activating an Account-Based Marketing and Sales Revenue Approach

Redefining “Account-Based Marketing” to “Account Based Revenue” for Effective Growth

Marketing and Sales leaders have found Account-Based Marketing (ABM) programs haven’t lived up to the promise and hype. While many view ABM as a marketing-led initiative, it requires maniacal focus from not just marketing — but also sales and customer experience. The best-in-class focus on ABM revenue growth strategy where Sales and Marketing teams collaborate to create personalized buying experiences for a mutually identified set of priority accounts.

Build your own account-based revenue model and activate an account-based marketing and sales strategy with these 5 core elements:

Segment Target Accounts
Define account-based targeting and validate ABM approach
Profile Buyer & Experience Understanding
Inform programs and CX with actionable buyer insights
Orchestrate Sales-Marketing Alignment
Align Sales and Marketing to drive cohesive efforts
Activate Account-Based Programs
Create and land account-based programs with defined plays
Optimize Ongoing Calibration to Opportunity
Maximize optimization with systematic insight engine