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:
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.
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.