ABM TacticsSales Enablement

What are the benefits of account-based marketing in B2B?

What advantages does account-based marketing offer in the B2B sector?

This is an ever-more-important question for companies that want to refine their marketing strategies. Account-based marketing (ABM), in essence, offers a much-targeted initiative to reach and engage with essential accounts, aligning the efforts of the marketing and sales teams. ABM is not just a fad; it’s a low-risk, high-reward approach to make the most of your resources and push your revenue numbers upward.

Marketing to specific accounts instead of broad segments is an effective growth strategy for B2B companies. When businesses employ account-based marketing, they work to build a deep understanding of individual high-value customers. ABM allows for a high level of personalization and sends a clear message that your company wants to do business with that account. And that’s not just a nice story; there’s a lot of good data behind it. One of the better-known stats is that companies using ABM generate 208% more revenue than those that don’t prospect that way.

The main purpose of account-based marketing is to nurture relationships with important accounts. This requires the marketing and sales teams to work together in a more aligned way. When these two teams are aligned, account-based marketing becomes a much stronger tool. The reason is simple: aligning your teams is just a better way of tracking customer engagement. You can see precisely how your customers are interacting with your brand along their buying journey. And you can also see which kinds of customers are interacting with your brand.

Better Targeting

ABM permits enterprises to concentrate on exceptionally fruitful targets that are very likely to yield conversion. This focus allows them to avoid the common pitfall of spreading resources too thinly across an undifferentiated mass of prospects.

More Engagement

ABM is about personalized communication at scale. Businesses using ABM report 50% greater engagement with the accounts they are targeting compared with pre-ABM levels of engagement.

Faster Sales Cycles

ABM is not about casting a wide net and then waiting to reel in leads. It’s about reaching out to a select number of incredibly promising prospects and getting them to convert in an expeditious manner. (And, by the way, once those incredibly promising prospects convert, they tend to become incredibly valuable customers.)

Consider a software company that set up account-based marketing (ABM) for its top 50 potential clients. Rather than casting a wide net and setting up unruly campaigns, it built them for each account. The company built the account-based campaigns so well that lead conversion rates jumped 30%. This is the kind of precision that good ABM achieves—and it divvies up larger revenue amounts as the payoff. Reports consistently say that ABM makes you richer. The ITSMA, a research and consulting firm that specializes in the marketing of technology and services, has done some digging on this topic. Its most recent report on ABM says hitting your targets with ABM generates 171% more revenue than using other marketing strategies.

The trend is well demonstrated by the technology sector. A prominent tech company used account-based marketing and realized a 40% increase in the size of the deals it was closing. By directing its attention to key accounts, this company not only brought in greater revenue in the short term but also set itself up for a series of advantageous engagements over the long haul. To account for the advantages of account-based marketing in a business-to-business setting, one must first understand what this marketing strategy is and isn’t. And one must also understand what it takes to make account-based marketing work.

Causal Steps: Being Practical

Select Accounts to Target: Use data analytics to determine which accounts are not only high value but also a good fit for your business model.
Get to Know Them: Conduct deep, penetrating research to understand the needs and downright difficulties of every target account. This knowledge enables you to engage with them on a whole new level.
Make Them Feel Special: Develop content that is laser-focused on the very specific problems those accounts face. Your content should make them feel that nobody but your company could possibly solve the problem they have.
Measure Everything: Use an account-based marketing (ABM) platform or a simple spreadsheet. Just be sure to have a way to track who’s doing what and which leads are more engaged than others. And again, those metrics will help you see which way to optimize your next campaign.
Keep Your Eye on the Prize: The next thing is to align all departments—marketing, sales, and customer service—around the chosen accounts.

To sum up, deciphering the advantages of account-based marketing in B2B gives one a look at a sea change in marketing strategy. ABM reaches and resonates like few other methods, and it certainly does so in a world where “cookie-cutter” has become shorthand for ineffective. You target a few heavily fortified prospects and pour on the resources; with a higher hit rate, you net more revenue and, gloriously, waste less in the process. Indeed, these prospects, the accounts in your sights, become more “receptive” to your offers, and they are more likely to turn into significant business relationships.