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Description:
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Despite the obvious power of ABM, there are many questions about the best ways to implement ABM and the results that can be achieved. For instance:
- How much should we spend on ABM programs and how should the funds be allocated?
- Are our current systems adequate to manage a program like this?
- How many staff people do we need to manage a growing ABM program?
- What is the role of the sales function in implementing a successful ABM program?
- How does the sales organization measure success?
- How many accounts can one marketer comfortably handle and what skills are critical to success?
- How much does it cost to fund a central ABM program office?
This ITSMA Benchmarking Study on Account-Based Marketing answers these questions and more, enabling marketing and sales organizations to quantify ABM spending and ROI, hone their ABM processes, identify best practices, and compare their company’s performance with that of their industry peers as well as "best-in-class" companies. Armed with this data, marketing and sales executives can set realistic targets, seize the leadership role, and take their ABM efforts to the next level.
| The full report is available free to the following companies that sponsored the study: |
Alcatel-Lucent
BEA Systems
BearingPoint
BMC Software
Capgemini |
Cisco Systems
Cognizant
EDS, US
EDS, EMEA |
Hewlett-Packard
IBM
Unisys
Xerox Corporation |
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If your company is on this list you are entitled to receive the report for free. To order, select option "C" for payment at the bottom of the order form. Write "Participating Company" in the text box. Please use your company email address when you fill out the form. 
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For non-participating companies, this report is available for sale at member
and nonmember prices. To order, click the button below.
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