Accelerating ABM Impact: The Case for a Blended Approach

This document is available free of charge
  • Author(s) Rob Leavitt, Jessica Fewless
  • Published October 11, 2017
  • 25 Pages
  • Category Strategy & Planning, Content & Communications, Sales & Field Enablement
  • Type Member Research
  • 25 Pages
  • .PDF Format

The movement of Account-Based Marketing (ABM) from marginal to mainstream has been dramatic. Pioneered in the early 2000’s by a handful of large technology and B2B services organizations, ABM has now taken center stage with B2B marketing organizations of all shapes and sizes.

As with many rapid moves into “the next new thing,” however, ABM is also subject to a great deal of confusion and disagreement. Is it best suited for acquiring new clients or expanding within existing accounts? Is it mostly for large enterprise accounts or a broader set of clients and prospects? What tools and tactics are best? Is sales collaboration truly necessary or can marketers mostly go it alone?

The reality is that different approaches to ABM have emerged over the last few years and not everyone is speaking the same language. Companies are moving ahead with different types of ABM objectives, strategies, and initiatives.

Research confirms that companies are finding success with different approaches but also leaving significant opportunities on the table. In response, some of the most successful ABM practitioners are now moving to a blended approach, managing several different types of ABM at the same time with different groups of accounts. 

This eBook, jointly produced by ITSMA and Demandbase, is designed to help marketers to pull together the different strands of ABM and make the case for a blended approach. The eBook explains the three main types of ABM that companies are implementing today, why they all have their place in an integrated strategy, and how best to utilize them to provide both breadth and depth with marketing coverage of your most important clients and prospects.

This document is available at no charge.
Become a member and gain access to all our tools and resources!

Want to gain free access to all our tools and resources?

Become a member and get access to the latest insight from ITSMA.



Account-Based Marketing Brand & Reputation Buyer Personas Customer Success Thought Leadership