Account-based Marketing
Transform B2B Marketing with an Account-Based Framework

Alexander Gorbunov

The B2B marketing landscape is constantly evolving, with traditional approaches quickly giving way to more targeted and personalized methods. The reason is simple: the information noise has become so overwhelming that people stop paying attention to anything that doesn't touch, affect, or matter to them. Account-Based Marketing (ABM) has emerged as a clear indicator that old approaches are no longer effective. And while ABM was once seen as one of the strategies most effective in complex and long B2B sales cycles, it is now a framework based on the principles of interaction and relationships between the company and its most valuable customers and prospects. The size of the company and customer is no longer as important-the framework works for both SMBs and enterprises. The differences are in the effort, the amount of groundwork, and the cost.

ABM is a targeted approach that allows sales and marketing to combine their efforts to focus on specific accounts. Rather than targeting everyone at once, ABM allows companies to identify the right companies (accounts) and develop personalized campaigns to target decision-makers within those companies. By viewing each account as a single market, companies can deliver highly relevant and personalized services that drive relationship development and revenue growth.

Why ABM is essential in today's B2B marketplace

Nobody denies it anymore in large companies. But for small and midsize businesses, it's still not so obvious. In a world saturated with information and choice, B2B decision makers are inundated with generic marketing messages that tend not to resonate. The larger the company, the less likely they are to respond. ABM is designed to change this by enabling companies to develop highly personalized and compelling campaigns that speak directly to the issues and goals of specific customers. This approach not only captures attention, it creates stronger, longer-lasting relationships.


Disclaimer:

The following thoughts are based on what is in our area of interest - the promotion of large and complex technological and industrial solutions and products. We would be pleased if our thoughts and observations are relevant to the B2C market, as well as to products and services with a short sales cycle.

Why? Three reasons:

Increased engagement. ABM enables marketers to deeply understand target organizations and create personalized content and experiences that resonate with decision makers. By focusing on the needs and pain points of individual personas, companies can create meaningful interactions and build trust.

Higher conversion rates. ABM enables companies to prioritize the accounts most likely to convert. By combining the efforts of sales and marketing, companies can identify and engage key stakeholders in target accounts, increasing the likelihood of conversions and deals.

Improved ROI. ABM enables marketers to allocate resources more effectively. By focusing on high-revenue accounts, companies can optimize their marketing spend and achieve measurable results, leading to higher ROI.


Hit the mark

Have you ever felt like you were shouting into a void with traditional marketing? ABM flips the script. You identify your dream customers, then develop customized campaigns that speak directly to their needs. For example, a small technology company was using traditional tools (webinars, community activity, social media ads, email marketing, and referrals) to attract customers. Referrals were the primary channel. But during the COVID, competition intensified and the development of traditional advertising channels did not yield results. Deciding to try ABM, they identified a few dozen target prospects, thoroughly researched their businesses, and created personalized campaigns for each. The result of a six-month campaign was a 27% conversion rate to deals and a reduction in the deal cycle from 7-9 months to 2 months.

Why it's a framework, not a strategy

A framework is much broader than a strategy. It defines the boundaries within which you can and should act, the sequence of steps, and their general nature. Everything else is individual. Even when working with a single account, different strategies can be applied depending on the position, the decision-making process, and the size of the company. The ABM framework can be applied to companies of all sizes, from flower shops to global corporations.

What does the framework include?

The steps are simple: evaluate potential client companies and select the most suitable ones; study them in detail to understand what problems they have, how decisions are made, who participates in the decision-making process, i.e. research that allows making a series of assumptions about how and with what proposal to approach and to whom initially; create several routes of personalized interactions to test hypotheses-develop a strategy for each route with the aim of testing the hypothesis and forming a truly personalized offer to the real decision makers.

As you can see from the steps, the most important point is to study the companies. It is their study that will allow to make the correct and precise offer that will attract the decision maker (not just a name/title/company). This stage will provide the knowledge and insight to later say to the decision maker, "I know you have this problem and these plans, your employee suggested a solution, but it won't work because you also have factors ABC. But if you try steps XYZ, it might work, and we can help you with that. Why us? Because we have already studied everything and understand your context. At the very least, you will be heard and listened to. And if you truly understand the context in which your account is developing, you will frame all subsequent discussions around the account's interests and issues.


In the ever-evolving marketing landscape, ABM is the future. AI-based personalization, hyper-targeted content, and omnichannel experiences are opening up new horizons for ABM. Remember, ABM is not just about strategies, it's also about relationships, building connections that go beyond deals.

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Transform B2B Marketing with an Account-Based Framework

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