Achieving a Higher ROI with Account Based Marketing

  • Author(s) Jeff Sands, Bev Burgess, Julie Johnson
  • Published March 17, 2014
  • 26 Pages
  • Category
  • Type Member Research
  • 26 Pages
  • .PDF Format

For most B2B solution providers, a disproportionate piece of revenue comes from a few customers or partners. Your marketing peers are increasing their spending on Account Based Marketing (ABM) because it focuses on business imperatives and maps them to individuals at a key customer yielding a monster ROI. Join us to learn:

  • Why ABM programs are tough to start and sustain despite high ROIs
  • How the ABM investment cycle differs from that of traditional marketing initiatives
  • Setting goals in the planning, piloting, and building stage to ensure a successful end-game
  • Who is most likely to achieve a superior ROI—and what they do differently
  • Tangible best practices and recommendations that you can  put into place whether you’re just getting started or scaling up a successful program
This document is available at no charge to employees of an ITSMA member company. It’s also available for sale to non-members.
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