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ABM Training: One-Day Overview Session or Two-Day Overview + Advanced Workshop

March 21 - March 22

  • Event, Training
  • The Leela Palace, Bengaluru, Karnataka

ITSMA pioneered ABM in the early 2000s, and has helped many 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 and certified hundreds of marketers from award-winning ABM programs for more than a decade.

Driving growth with ABM requires cross-functional support and a sophisticated mix of knowledge, process, and skill. Whether your team is just getting started or moving to the next level, ITSMA can help by bringing the following ABM training programs.

Program Details

One-Day: ABM Overview Training Program

This one-day program is ideal for team members wanting to understand the rise and importance of ABM, the value and impact of ABM, the three distinct types of ABM (1:1, 1: few, and 1:many), the key essentials for a successful ABM program, an overview of ITSMA’s 7-step approach to implementing ABM with an account or set of accounts, examples from industry leaders, and ITSMA’s latest research on ABM.

Program – Day One

  • Welcome and introductions
  • Why ABM matters
  • The three types of ABM
  • The four phases of ABM evolution
  • Overview of the 7-steps to ABM
  • Measuring and communicating ABM success
  • ABM examples


Two-Day: ABM Overview/Advanced Training Program

This two-day extended program is designed for experienced marketing professionals who want to deepen their knowledge and competency in ABM. This advanced program will continue from the one-day program, with added working sessions on selecting priority accounts for your ABM program, a deeper dive into ITSMA’s 7-step approach to implementing ABM with an account or set of accounts, creating the right ABM campaigns for your target account(s), and ways to measure your impact in terms of reputation, relationships, and revenue.

Program – Day Two

  • Key components of a successful ABM program
  • Selecting the right accounts for your ABM program
  • 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

ITSMA Program Lead

Dave Munn, president and CEO of ITSMA, and co-author of ITSMA’s ABM book “A Practitioner’s Guide to Account-Based Marketing” + an additional ITSMA ABM lead.

David C. Munn

President and CEO, dmunn@itsma.com

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

Program Pricing

ABM Overview Training Program: March 21, 2018

  • Member Pricing: INR 16,000 + Taxes
  • Non-Member Pricing: INR 20,000 + Taxes

ABM Advanced Training Program (Extended Program): March 21-22, 2018

  • Member Pricing: INR 32,000 + Taxes
  • Non- Member Pricing: INR 40,000 + Taxes

*There is an early bird discount of INR 2,000 for confirmed and paid registrations before March 1, 2018. Group discounts will also be applicable based on group size confirmations.

Ready to get started?

Please email Benifer Irani at birani@itsma.com or Rohit Lodhi at rlodhi@itsma.com.

Please note: All applicants for the two-day advanced training extended program must first be evaluated to make sure they meet the minimum requirements for the program.


The Leela Palace, Bengaluru
#23, Kodihalli, Old Airport Road, Bengaluru, Karnataka, 560 008
Venue phone
+91 (80) 2521 1234
Venue website

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