Building and scaling Account-Based Marketing (ABM) was rated the top priority by B2B marketers for 2018. Why? Because it delivers results. Ninety-nine percent of marketing organizations that we surveyed said ABM provides the same or higher ROI than traditional forms of marketing with almost half of those respondents saying it delivers double the ROI or more.
But are you and your team expanding your capabilities fast enough to take full advantage of the promise of ABM to drive growth with your most important clients and prospects? Succeeding with ABM, especially with your strategic accounts, requires a critical blend of process, knowledge, and new ways of working with clients and with internal resources.
ITSMA pioneered ABM in the early 2000s, and has worked since then with leading B2B technology, telecom, and services firms to design and execute ABM strategies and programs. Our approach, methodology, and practical experience are the best in the business, and we’ve trained hundreds of marketers from award-winning ABM programs for more than a decade.
Our industry-leading ABM Training Workshop is a two-day, intensive program that provides immersion in the methodology and skills that ABM-ers need to accelerate growth and advance your reputation and relationships with your most important accounts.
Interested in learning more? Read the details below.
Who should participate?
ITSMA’s ABM Training workshop is designed for senior, experienced marketing professionals who want to build their professional competency in ABM. We evaluate all applicants to make sure that all participants meet the minimum requirements for the program.
What will you learn?
Specifically, the program helps you learn how to:
- Understand the value and impact of ABM, including three distinct types (1:1, 1:few, 1:many)
- Implement the key essentials for a successful ABM program
- Identify priority accounts for ABM
- Develop new insights into accounts
- Design targeted propositions that show clients the value you can bring to their strategic priorities
- Craft marketing messages and campaigns that resonate with clients
- Create and sustain deep, long-term relationships with executives in key accounts
- Build client loyalty and intimacy
- Measure your impact in terms of reputation, relationships, and revenue in each account
The program provides a unique opportunity to learn from top ABM experts, explore real-world case studies, actively participate in discussions on various ABM scenarios (1:1, 1:few, 1:many), and network with marketers facing similar ABM challenges.
Account-Based Marketing Training Workshop – Program Agenda
- Welcome and introductions
- Why ABM matters
- The three types of ABM
- The four phases of ABM evolution
- Key components of a successful ABM program
- Overview of the 7-steps to ABM
- Selecting the right accounts for your ABM program
- Measuring and communicating ABM success
- ABM examples
Deep dive on the 7 steps of ABM:
1. Knowing what is driving the account
2. Developing plays for your target account
3. Mapping and profiling stakeholders
4. Developing targeted customer value propositions
5. Planning integrated sales and marketing campaigns
6. Executing integrated campaigns
7. Evaluating account and program results
Pricing and General Information
For members of ITSMA – INR 36000 + Taxes
For non-members – INR 44000 + Taxes
The program fee includes individual workshop fees (including lunches and refreshments) and program materials—including a copy of ITSMA’s ABM book, A Practitioner’s Guide to Account-Based Marketing: Accelerating Growth in Strategic Accounts.
Travel and accommodation expenses are not included and are the responsibility of the participants.
Kickoff Workshop: December 4-5, 2018
Day 1: 8:00 am to 5:00 pm
Day 2: 8:00 am to 5:00 pm
Le Méridien New Delhi
Windsor Place, New Delhi, Delhi 110001
Tel. 011 2371 0101
Special Requests: If there is anything we can do to make your participation in this program easier, please contact Benifer Irani at email@example.com or +9833162562
David C. Munn
Dave is a well-recognized thought leader in B2B services and solutions marketing. For more than 20 years, he has led the way in defining, documenting, and inspiring excellence with the ITSMA global community. Dave oversees all ITSMA strategy, partnerships, and international operations, and guides the ITSMA team in delivering a broad suite of research, education, advisory, and community services to help member companies improve marketing, sales, and business results. Full bio
Rohit is a global marketer and brand enthusiast with more than 20 years of experience in building highly successful programs and strategies to drive global brand initiatives and services growth. Rohit leads all of ITSMA’s work in India, including business development, member relations, events, and customized research and consulting projects.Full bio
Ready to get started?
If you are interested in signing up or have any questions, please email Benifer Irani at firstname.lastname@example.org or Rohit Lodhi at email@example.com.
Cancellation, Refund, and Photo Policies
Cancellations and substitutions must be in writing and forwarded to ITSMA via email to firstname.lastname@example.orgemail@example.com. Full refund or future event credit will be given 30+ days prior to the event. INR 10,000 cancellation fee 15–29 days prior to the event. No shows will incur the full event fee. Substitutions for this program must be approved by ITSMA prior to the start of the program.
Participants at this event agree to allow ITSMA to take photos during the event. Pictures captured by ITSMA’s photographer may be used in future promotional materials or presentations. For questions or concerns, please contact us at firstname.lastname@example.orgemail@example.com.
Le Meridien, New Delhi
+91 11 2371 0101