Intelligent Account-based marketing (ABM)
Wherever you are on your strategic ABM journey, let our experts guide you.
Our vast expertise and history of innovation within account-based marketing has helped us deliver successful programmes with brands of all sizes and maturity levels.
Many of the businesses we work with run ABM initiatives in part. They often deliver great programmes focused on key accounts and are connected to their sales teams, but this is typically on an ad-hoc basis. What they need is a way to make their strategic ABM activity more comprehensive, consistent, repeatable, and scalable so they can apply it to more accounts.
We understand the best ways to apply the right ABM framework for the right campaign, allowing us to bring together all parties with a single strategy. We blend the benefits of bespoke, customised, and personalised 1:1 with the scalable digital reach of a 1:Many strategy – creating a single programme that drives impactful engagement. This approach not only opens doors but also helps deepen existing customer relationships.
We support the creation of personalised and customised messaging. We produce engaging creative and content. We execute across all relevant channels to market. We support your sales teams with what they need. And we manage all this using the latest technology and platforms.
By delivering all of this from one agency, we’re uniquely placed to drive ABM that’s laser-focused on results.
The core elements that we deliver for any ABM project can include:
Omnichannel Activation
Data, Measurement & Analytics
Insight, Strategy & Planning
Bringing all the key stakeholders together to align and scope out – in detail – the right strategy and tactics to meet the programme goals. We often coordinate this through a workshop that uses our ABM framework to address all elements of a programme and ensure we have one aligned team for one aligned approach.
Technology is key to driving the performance, scalability, and measurement of ABM and is integral to all our programmes. We work with our clients to either leverage the MarTech they already have or recommend new tech, helping them integrate, deploy, and manage the best platforms to aid account selection, discover contacts, gather insights, deliver content, manage interactions, support orchestration, and review performance.
Identifying, selecting, and prioritising the right accounts for an ABM programme. We can guide or help choose the appropriate criteria and use first- and third-party data and tools to produce the best account lists in real-time.
Using third-party data to understand buyer intent and identify accounts that are in-market. These platforms allow us to create and segment account lists, uncover insights for messaging and content, and provide unique account insights for sales enablement.
Detailed analysis of an account or set of accounts looking at key strategies and initiatives, decision-making units, key stakeholders (including individual deep profiles), the current technology landscape, and competitor activity.
Producing a value proposition and messaging at an account, persona, or industry level (or all three). We work with key stakeholders, adding our research and experience to create or curate messaging documents.
Creative, Content & Production
Evaluation of content assets available for use and matching them to messages, audiences, and buying cycles to drive engagement. This includes gap analysis and recommendations for content that needs to be amended, created, or customised. Finally, assets are mapped to account and persona journeys, ready for activation.
Great creative can make the standout difference in driving real engagement. It allows you to get your message across and create powerful connections between your brand and audience. We craft and concept ideas with our Creative teams to tell stories and talk to audiences at a campaign or brand level across all relevant channels to market.
Developing creative for the right channel and audience needs careful consideration. Our team produces engaging creative to match the needs of our activation planning. Using great design with an understanding of how the message is to be displayed and consumed.
Content is key to the success of any programme and is the main tool for us to gain engagement and traction with audiences. Beautiful. Functional. Storytelling. Or straight to the point. We conceptualise, design, and produce content that is right for the job and audience on the platforms they use.
Omnichannel Activation
Applying the right channels and tactics that are tailored to the individual customer journey within your target accounts. Using a blend of paid media and social, direct marketing tactics, social prospecting, face-to-face, and sales enablement, we create the right plan to open doors and drive engagement within key contacts. The key to successful ABM activation is an integrated marketing plan.
Using paid media to distribute and scale your visibility in-market to target accounts is paramount. But understanding each channel’s strength, targeting, and purchasing complexities takes skill and expertise. We have dedicated in-house teams specialising in traditional media, digital, social, programmatic, search, lead generation, and virtual events who plan, buy, and optimise for results. These teams work hand-in-hand with our Content and Creative teams to ensure our programmes and campaigns perform across all channels.
As part of our omnichannel approach, we use tactics that go direct to key decision makers. Using online and offline channels targeted at both individuals or whole decision-making units, our teams deliver email and direct marketing programmes, face-to-face, and virtual events focused on driving personalised engagement.
Influencer & Sales Engagement
Every ABM programme needs to align Sales with Marketing to arm them with the tools, tactics, and insights to help focus their efforts and drive a more effective customer and prospect engagement strategy. We apply our learnings and the latest developments in data, insight, and technology to provide a range of services that enable your sales teams to drive their activity to another level.
Reach out to key decision makers and initiate discussions with prospects through social platforms. Based on our unique approach to personalised prospecting, we help teams increase their reach and open doors.
Data, Measurement & Analytics
We create the right ABM dashboard for each programme to ensure your reporting is aligned with programme measurement and company goals - showing how it's performing end-to-end as well as on individual channels. We build dashboards that can be used by senior stakeholders unfamiliar with the inner workings of ABM, and that can be updated in line with client requirements.
Our ABM in action
HP 3D Print
Positioning HP as a trusted vendor in the manufacturing and 3D printing sector.
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HP Apollo
Repositioning HP in the minds of decision makers as an inspiring partner.
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Riverbed
