A Digital Growth Agency

Account Based Marketing

Acebo Digital Marketing is a B2B growth agency with a focus on account-based marketing. We at Acebo bridge the gap between the sales and marketing divide in order to build relevant engagement with key target accounts. We generate and nurture target accounts based on contextual marketing and relevant communications.

Account-Based Marketing Overview

Account-Based Marketing (ABM) is a B2B marketing strategy that focuses on high-value, specific customers or accounts and targets each as a market using a  personalized 1-to-1 insight-driven marketing approach, combined with sales knowledge, to increase awareness of your brand, forge relationships and drive growth to it’s fullest. Account-based marketing can also help grow your existing customer relationships through service, upsell, and cross-sell opportunities.

What ABM Can Help Solve:
  • Sales team not accpeting or following up with leads – The marketing team provides many qualified leads to sales, but the sales team does not actively follow up or acceptd them as leads.
  • You reccceive many leads but low conversions – only a small portion of your leads become part of the pipeline.
  • You receive low-value leads – the leads you receive are not high-value ones that you wish to be getting.
  • Lack of nurturing – you close deals but struggle to maintain long-term relationships with customers and deliver personalized engagement at scale.
  • Not utilizing your data to its fullest – You have lots of customer data, but not sure how to best use it to create agagement that aligns with your prospective buyers need and buyer journey.
  • Aligning budget with growth – you have a limited marketing budget and would like to make the most out of it, and show results.

If you related to any of these points, you might want to consider Account-Based Marketing.

Account-Based Marketing Overview

Account-Based Marketing (ABM) is a B2B marketing strategy that focuses on high-value, specific customers or accounts and targets each as a market using a  personalized 1-to-1 insight-driven marketing approach, combined with sales knowledge, to increase awareness of your brand, forge relationships and drive growth to it’s fullest. Account-based marketing can also help grow your existing customer relationships through service, upsell, and cross-sell opportunities.

What ABM Can Help Solve:
  • Sales team not accepting or following up with leads– the marketing team provides many qualified leads to sales, but the sales team does not actively follow up or accept them as leads.
  • You receive many leads but low conversions– only a small portion of your leads become part of the pipeline.
  • You receive low-value leads– the leads you receive are not high-value ones that you wish to be getting.
  • Lack of nurturing– you close deals but struggle to maintain long-term relationships with customers and deliver personalized engagement at scale.
  • Not utilizing your data to its fullest– you have lots of customer data, but not sure how to best use it to create engagement that aligns with your prospective buyers’ needs and buyer journey.
  • Aligning budget with growth–  you have a limited marketing budget and would like to make the most out of it, and show results.

If you related to any of these points, you might want to consider Account-Based Marketing. 

Who is Account-Based Marketing For?

ABM is suitable for almost any B2B organization and sector, from enterprise to small-and-medium-sized businesses, and is especially good for those organizations that need to influence multiple stakeholders in their sales process. Engineering and manufacturing firms, IT, Tech and Software companies, system integrators, Enterprise SaaS companies, consulting, healthcare, corporate hospitality, and service providers are some examples of sectors that use ABM successfully.

Consider ABM if your B2B company has:
  • High value/complex solutions offerings and a long lifetime customer value
  • Wants to target high-value, large or clients or larger deals
  • Longer sales cycles and buyer journies
  • The need to influence several stakeholders and decision-makers in buying groups.

These are some examples that might describe your situation and match well with ABM as a solution and strategy.

Who is Account-Based Marketing For?

ABM is suitable for almost any B2B organization and sector, from enterprise to small-and-medium-sized businesses, and is especially good for those organizations that need to influence multiple stakeholders in their sales process. Engineering and manufacturing firms, IT, Tech and Software companies, system integrators, Enterprise SaaS companies, consulting, healthcare, corporate hospitality, and service providers are some examples of sectors that use ABM successfully.

Consider ABM if your B2B company has:
  • High value/complex solutions offerings and a long lifetime customer value
  • Wants to target high-value, large or clients or larger deals
  • Longer sales cycles and buyer journies
  • The need to influence several stakeholders and decision-makers in buying groups.

These are some examples that might describe your situation and match well with ABM as a solution and strategy.

ABM now accounts for over 28% of total user marketing budgets, and 77% of ABM users achieve 10% or greater ROI – Salesforce

ABM now accounts for over 28% of total user marketing budgets, and 77% of ABM users achieve 10% or greater ROI – Salesforce

Our ABM Approach

As an extension of your sales and marketing team, we are committed to driving positive growth impact to your business through account-based marketing strategies. Partnering with you, we will assist you in aligning both sales and marketing functions so that campaigns and any integrations will target your highest-value accounts. We have the expertise, the processes in place, and industry-leading tools to execute a successful ABM strategy for your business.

An ABM campaign will typically start with a selection of target company account (or industry sectors), followed by expanding relationships and targeting key stakeholders within that account or industry sector. This approach allows for the potential to drive more valuable customer relationships and improve retention.

Our ABM Approach

As an extension of your sales and marketing team, we are committed to driving positive growth impact to your business through account-based marketing strategies. Partnering with you, we will assist you in aligning both sales and marketing functions so that campaigns and any integrations will target your highest-value accounts. We have the expertise, the processes in place, and industry-leading tools to execute a successful ABM strategy for your business.

An ABM campaign will typically start with a selection of target company account (or industry sectors), followed by expanding relationships and targeting key stakeholders within that account or industry sector. This approach allows for the potential to drive more valuable customer relationships and improve retention.

Our Account-Based Marketing Services

Acebo Digital Marketing offers a range of Account-Based Marketing services that accelerate your team to succeed. From overseeing an entire ABM program to delivering specific services and solutions, you can pick a set of services that are most suitable for business. Below we highlight our specialism for ABM. Our services as an Account-Based Marketing focused agency are:

Target Database Building
Lead Generation for ABM
ABM analytics & insights
Lead Nurturing for ABM
Marketing automation for ABM
ABM ad campaigns

Our Account-Based Marketing Services

Acebo Digital Marketing offers a range of Account-Based Marketing services that accelerate your team to succeed. From overseeing an entire ABM program to delivering specific services and solutions, you can pick a set of services that are most suitable for business. Below we highlight our specialism for ABM. Our services as an Account-Based Marketing focused agency are:

Target Database Building
Lead Generation for ABM
ABM analytics & insights
Lead Nurturing for ABM
Marketing automation for ABM
ABM ad campaigns

Marketing Automation and AI for ABM

Marketing automation and ABM go hand-in-hand and is part of a process, typically using a software platform that helps you automate marketing and sales engagement to generate more leads, engagement, establish new relationships with prospective buyers, and help close deals. Aligned with ABM, marketing automation is at our core of what we do best.

Having an industry-grade platform that’s able to share and streamline data across marketing and sales will form the foundations of ABM. The platform (your CRM) manages your current customers and collects prospect data, along with the ability to align your marketing and sales team together sharing the same data. This is a needed component in regard to identifying new and existing accounts to target and learn their pain points, needs, and objectives. Artificial intelligence (AI) gives you insight into when, where, and how your customers prefer to engage with you, plus more.

Here’s how our marketing automation and AI platform service can help you get more from ABM:

E
Engage buyers

We can help build cross-channel and personalized engagement all within a single platform

E
Deliver 1-to-1 engagements

We can help align your marketing and sales teams around a key account to close more deals and gain more from your ABM activities.

E
Identifying key accounts

We can focus ABM efforts at targeted key accounts by creating an account-focused view of CRM, engagement, and any external data.

E
Increase customer lifetime value

We’ll help you optimize your business operations with account-focused analytics to increase your customer lifetime value.

Here’s how our marketing automation and AI platform service can help you get more from ABM:

E
Engage buyers

We can help build cross-channel and personalized engagement all within a single platform

E
Deliver 1-to-1 engagements

We can help align your marketing and sales teams around a key account to close more deals and gain more from your ABM activities.

E
Identifying key accounts

We can focus ABM efforts at targeted key accounts by creating an account-focused view of CRM, engagement, and any external data.

E
Increase customer lifetime value

We’ll help you optimize your business operations with account-focused analytics to increase your customer lifetime value.

Lead Nurturing for ABM

Lead nurturing is an essential component of any ABM strategy. It aims to keep your brand in the minds of prospects, even if they’re not quite ready to buy. Automated lead nurturing is the process of sending automated targeted emails that will trigger based on the prospect’s behavior. It helps you find high-value prospects that you are looking for, along with retargeting and engagement through targeted content and digital advertising.

Here are some ways we can help with lead nurturing for ABM:
9

Save time and money with automation

we can help you save time, and money, by automating tasks that your marketing team would otherwise have to do. This way, they can focus more on what matters e.g personal touchpoints and communication.

9

Focus on better pipeline and revenue

We implement lead nurturing programs so that your account teams will stay engaged over the course of a typically long and complex buyer journey, also preventing any lost revenue.

9

Better engagement

We will help you drive better engagement with quality target accounts throughout the buyer journey by implementing your communications across channels, as well as providing you with key insights.

FAQ

Frequently

asked

questions.

CAN YOU INTEGRATE MARKETING AUTOMATION SOFTWARE WITH MY CURRENT CRM?

Most marketing automation software is open and allows you to integrate with CRM customer records, triggers, actions, and conditions. This also allows business owners or managers to have control over how you’re process and user journey works.

For example, say you have a new lead that needs to be followed up with. Create an automated script that alerts your sales team through a channel (e.g email, Slack, or an internal comms tool of your choice) or create a task in your project management system. Or how about if you moved a lead through the sales pipeline? Automatically send emails to prospective customers that focus on relevance and customer experience.

Anything is possible.Contact us to make that possibility become a reality.

WHAT EXACTLY DOES MARKETING AUTOMATION DO?

When it comes to marketing automation, the opportunities are endless. We utilize automation to better understand user engagement and segment user data to create better cross-channel marketing campaigns focused on relevance and the B2B buyer journey. This process typically results in increased engagement, acquisition, and sales overall.

Here’s a brief example: an audience segment is created from a database of users that downloaded an industry whitepaper from your website, in addition, show a high incentive-based ad on Linkedin to create more exposure and engagement. Follow up on engaged users by sending an automated email 5hrs after they downloaded a specific whitepaper inviting them to a webinar on that same topic.

Speak to one of our experts to brainstorm some ideas of how we can help your brand automate your marketing solutions. Contact us today!

HOW MUCH DOES MARKETING AUTOMATION COST?

In general, automation is a cost-saving exercise to maximise output and decrease labour costs. At Acebo we seek to understand your goals and business objectives first to find the most effective and efficient solution tailored to your budget. From there the rest is dependent on several factors including workflow structure and setup, audience segmentation, system integrations/ capabilities, and campaign activity.

It can be complex depending on the size of your business and the systems you are integrating with, but if you have any questions or are looking for some cost indication, we are happy to connect with you. Contact us today to learn more.

-Social media marketing (e.g Linkedin)

-Chatbots

-Video marketing

-Webinars

We at Acebo, use these channels and more and work with them in the way that best suits each client exclusively. There is no one size fits all lead generation solution and no one size fits all lead generation channel.

FAQ

Frequently

asked

questions.

CAN YOU INTEGRATE MARKETING AUTOMATION SOFTWARE WITH MY CURRENT CRM?

Most marketing automation software is open and allows you to integrate with CRM customer records, triggers, actions, and conditions. This also allows business owners or managers to have control over how you’re process and user journey works.

For example, say you have a new lead that needs to be followed up with. Create an automated script that alerts your sales team through a channel (e.g email, Slack, or an internal comms tool of your choice) or create a task in your project management system. Or how about if you moved a lead through the sales pipeline? Automatically send emails to prospective customers that focus on relevance and customer experience.

Anything is possible.Contact usto make that possibility become a reality.

WHAT EXACTLY DOES MARKETING AUTOMATION DO?

When it comes to marketing automation, the opportunities are endless. We utilize automation to better understand user engagement and segment user data to create better cross-channel marketing campaigns focused on relevance and the B2B buyer journey. This process typically results in increased engagement, acquisition, and sales overall.

Here’s a brief example: an audience segment is created from a database of users that downloaded an industry whitepaper from your website, in addition, show a high incentive-based ad on Linkedin to create more exposure and engagement. Follow up on engaged users by sending an automated email 5hrs after they downloaded a specific whitepaper inviting them to a webinar on that same topic.

Speak to one of our experts to brainstorm some ideas of how we can help your brand automate your marketing solutions. Contact us today!

HOW MUCH DOES MARKETING AUTOMATION COST?

In general, automation is a cost-saving exercise to maximise output and decrease labour costs. At Acebo we seek to understand your goals and business objectives first to find the most effective and efficient solution tailored to your budget. From there the rest is dependent on several factors including workflow structure and setup, audience segmentation, system integrations/ capabilities, and campaign activity.

It can be complex depending on the size of your business and the systems you are integrating with, but if you have any questions or are looking for some cost indication, we are happy to connect with you. Contact us today to learn more.

-Social media marketing (e.g Linkedin)

-Chatbots

-Video marketing

-Webinars

We at Acebo, use these channels and more and work with them in the way that best suits each client exclusively. There is no one size fits all lead generation solution and no one size fits all lead generation channel.

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