ABM for Critical Clusters: Driving Growth with a One-to-Few Approach

This document is available free of charge
  • Author(s) Louise Jefferson, Vincent Rousselet
  • Published June 13, 2017
  • 32 Pages
  • Category Content & Communications, Engagement & Advocacy, Hot Topics
  • Type Member Research
  • 32 Pages
  • .PDF Format

The rise of account-based marketing (ABM) has brought to the fore two distinctly different approaches: One-to-one for strategic accounts and one-to-many for broader market segments.

With a true one-to-one, Strategic ABM approach, marketers work hand-in-hand with key account teams to create highly customized programs for individual clients. This can generate dramatic returns but scaling beyond a small number of accounts is hard to afford.

With a one-to-many, Programmatic ABM approach, marketers identify dozens, hundreds, or even a few thousand named accounts and organize segment-oriented campaigns to drive desirable opportunities through the pipeline. ABM works at scale from the beginning; the key challenge is going deeper with your most important accounts.

Between these two extremes, a one-to-few, cluster-based approach can split the difference by focusing customized programs on small groups of accounts with similar business issues and initiatives. Marketers craft highly targeted value propositions based on deep insight, a new point of view, and tight collaboration with sales. Examples might include groups of 5-10 large grocery chains, automotive suppliers, or life science firms, each group having similar business challenges.

This webcast explores the why, what, and how of a one-to-few, ABM Lite approach with data and examples from ITSMA research and experience in the field.

Key takeaways include:

  • Critical elements of the three types of ABM
  • How to apply ITSMA’s seven-step ABM methodology to critical clusters of accounts
  • ABM Lite examples and tactics
  • ABM Lite metrics and impact
This document is available at no charge.
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