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We help your team develop an ABM strategy, launch pilot programs, operationalize and scale the programs without ramping up budget or depending on external agencies.
1. ABM strategy development
We go together through a four-week strategy sprint that includes:
“It’s always very difficult to align Sales and Marketing, lots of companies say they are aligned but I don’t think I can ever see I’ve seen it done properly (until now). The FullFunnel team has helped us implement a variety of different ABM campaigns (proper ABM campaigns!) that have allowed us to expand our networks and build pipeline through top-of-the-funnel activities. Most importantly, marketing and sales development are now working towards common goals so we are now winning as a team not just siloed business units. The way in which FullFunnel team has worked with us has essentially allowed them to become an integral part of our team, and the value they has brought our teams has been priceless.”
Within a single quarter, we’ll work with a pilot team to implement a minimal viable full-funnel program, without pausing existing processes. The pilot team usually consists of one marketer and one sales development rep.
When we hit the target KPIs, we move to the operationalization and scaling stage.
3. Developing the full-funnel demand generation and ABM function
At this stage we combine ABM with demand generation function to create a holistic model that creates awareness, generates demand and activates accounts that are already engaged across the full funnel.
If your sales cycle is short and transactional, we’d recommend focusing on demand capturing activities (ads, SEO, cold outreach) instead of ABM
You need to be able to create a pilot ABM team to work with us, including one marketer (0.8 FTE) and one sales development rep (0.3 FTE)
If you usually deal with multiple people who influence the buying decision, ABM is a perfect strategy
Will it pay off to proactively market and prospect a specific set of accounts? We suggest considering ABM if the average deal size of your best customers is higher than $30k
Marketing ≠ sales.
Marketing ≠ lead generation.
Marketing ≠ a sales assitant.
The deck below describes our philosophy and the points we should be aligned with.
"I worked with Andrei as a consultant to prepare our company's ABM strategy and develop tactics. He (and his partner Vladimir) are a pleasure to work with. His commitment to understand the market and current situation for each client they take on is relentless. It's not like they have a "one-size-fits-all" approach try to implement it everywhere.
Andrei worked with us in all steps of the way, brought his experience and helped us document a very clear cut roadmap. Now, most consultants would make their recommendations and leave it there but Andrei was more like an internal project manager to us, keeping track of all tasks and nudging us to complete them during our regular meetings. He really wanted to make it happen and see the results, sometimes even taking the reign and leading us.
One more thing: his patience when training new members of the team, even when we were halfway into the project and it wasn't his responsibility to train newcomers is amazing.
He and the Fullfunnel.io team are the best consultants I've ever worked with in so many ways. I'd definitely recommend working with Fullfunnel.io for all companies who are stepping into the ABM world and re-shape their marketing efforts in general!"
If your sales cycle is short and transactional, we’d recommend focusing on demand capturing activities (ads, SEO, cold outreach) instead of ABMWith long sales cycles, we can't expect instant spike in revenue. We define together KPIs and leading indicators and focus on metrics that impact revenue and sales pipeline velocity
While we can engage with all team members, we prefer to have one dedicated person from the customer side, who'll be in charge of coordination, control and reporting on execution on your side
Our consulting fees start at $15K per sprint.