Account Based Marketing

Deep customer and persona understanding

ABM is about marketing and sales teams working closely together to execute a coordinated engagement program targeting a limited number of named accounts.

However, efficiency and speed in ABM demands a foundational understanding of target personas within the selected group of accounts. Sales people use this to inform and guide their conversations with the different buyers they must reach.

We are experts in developing the necessary Customer and Persona Insights.

Model value propositions and messaging

While communications must be specific to the account and individual concerned, what you don’t want to end up doing in ABM is creating every communication from scratch.

The Messaging Strategies we produce provide model value propositions and messaging to use as the starting point for the rapid creation of customized ABM communications.

Plan account-specific interactions

Our marketing experts develop ideas for interactions and account plays to help move sets of buyers at an account through the buying process.

We also help marketing and sales teams identify, design and produce materials that can be easily tailored to support account plays at individual accounts.

"The approach was outstanding. Great result."

Marketing Manager, London, Global Business Information Group