Win more Target Accounts

Adopt an account-based marketing strategy for your business and tightly align your sales and marketing teams to the revenue goals of the largest revenue-generating accounts.

One-to-many Strategy

The one-to-many account-based strategy is exactly that. It’s for a high number target account list or TAL. 

 

One-to-few-strategy

The one-to-few approach to account-based marketing (ABM) requires a medium level of personalisation to deliver results from your marketing efforts.

 

One-to-one strategy

Save this approach for your high-value accounts as it's the most productive of the ABM programs.
 
 

How to land your whale accounts

Check out our founder talking all things ABM at RevCon 2022 with our partner RollWorks

How to measure ABM

Volume → Value

Adding ABM to our mix comes with a few mindset shifts. The goal is to work toward a more finite audience that is already somewhat ‘qualified’. So instead of just focusing on getting more leads, ABM is focused on getting more of the right leads (from the right accounts).

Traditionally, marketing has focused on leads—that is, individual people showing engagement. While it will always matter to have the right buyers taking action, ABM focuses on the account before the person, not the other way around.

Accounts vs. People

Revenue Impact

Ultimately, just like any other marketing strategy, ABM should drive revenue. We’ll measure direct pipeline generation from ABM programs as well as revenue influence.

How many target a/c's?

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Terminus reported that 1 in 5 target accounts in ABM become qualified sales opportunities

How to progress a/c's?

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engagement-metrics

Engagement Metrics

*TAL - Target Account List: The list of accounts and companies that are most likely to buy from you. This is whom sales and marketing
will focus their outbound efforts on, in order to bring as many of them into the funnel as possible.

Campaign Metrics

campaign-metrics

ABM Program summary example

abm program summary example

How to target accounts

  • Website visits – What high-value accounts are your inbound channels already attracting?
  • Current deals – What open deals would you like to move faster?
  • Historical deals – What are the 10 biggest deals you've closed recently? Is there more value you could provide those accounts?
  • Logo – Are there any companies out there that you'd like to be doing business with?
  • Ideal Customer Profile (ICP) – What traits do your best customers have in common? Find more companies with those traits.

Select a strategy

Packages are designed to suit your strategy and require your team to have HubSpot CRM, a premium Sales tool (HubSpot, SalesLoft) and a subscription to RollWorks.
Starter

12.5k / from per month

  • Strategy (priced separately)
  • RollWorks license (Required)
  • Hubspot Integration (required)
  • Platform onboarding
  • Sales Enablement
  • ABM Support Retainer*
  • 12K Media credits annually
  • 12-month contract
Standard

15.1k / from per month

  • Strategy (priced separately)
  • RollWorks license (required)
  • HubSpot integration (required)
  • Platform onboarding
  • Sales Enablement
  • ABM Support Retainer*
  • 30k Media credits annually
  • 12-month contract
Professional

19.5k / from per month

  • Strategy (priced separately)
  • RollWorks license (required)
  • HubSpot integration (required)
  • Platform onboarding
  • Sales Enablement
  • ABM Support Retainer*
  • 60k Media credits annually
  • 12-month contract

Account-Based Marketing Consultation

Get started with your account-based marketing strategy by scheduling a call to discuss your current goals and challenges.