When it comes to Account-Based Marketing, personalization is key...and expected nowadays. But how do you segment your Total Addressable Market in a meaningful and actionable way? Join Beth Tiltges, Director of Field and Customer Marketing at Demandbase for a look into new ways to create, prioritize and take action on key segments for your business.
2. #B2BSMX
THE IMPACT OF ABM
ABM outperforms
traditional methods
B2B marketers are realizing
great benefits from ABM
across multiple areas
1
Customer Retention
Rate
Initial Contract Value
Close Rate
Return on Sales & Mktg.
Investment
Upsell/Cross-sell
Overall LTV
Alignment Between Sales
& Marketing
1.5 2 2.5 3 3.5 4 4.5 5
Traditional
approach benefit is
much greater
ABM and
traditional
are same
ABM provides much
greater benefit than
traditional approach
4.64
4.31
4.20
4.14
4.02
4.00
3.98
Source: 2018 TOPO Benchmark
3. #B2BSMX
ABM Maturity Model
MATURITY
SALES & MARKETING
ALIGNMENT
TARGET
ACCOUNTS
MARKETING PROGRAMS MEASUREMENT
TIER3TIER2TIER1
Philosophical Alignment
• Shared belief in an
account-based approach
• Commitment to
collaboration
Operational Alignment
• Target account selection
• Planning and execution
cadence
Metrics and Goals
Alignment
• Shared across teams
• Connected to business
impact
Company Size or Industry
Targeting
• Mid market vs. enterprise
• FSI vs manufacturing vs.
healthcare
Sales Cycle Targeting
• Prospect vs. customer
• Pre-sales engagement vs.
pipeline push
Positioning/Attribute
Targeting
• Technology footprint
• Competitive displacement
• Regulatory issues
Bottom of the
Funnel/Lead Gen
• Data append
• Forms autofill
Full Funnel Digital
• Ads/attraction
• Website engagement
• MAS/CRM
Analog and Digital Full
Funnel
• Ads, website, MAS/CRM
• Corporate events
• Field activities
Campaign Performance
• CTRs
• Conversions
• Inquiries
• MQLs
Revenue Performance
• Lift
• Pipeline
• Funnel velocity
Business Outcomes
• Average deal size
• Close rate
• Retention/upsell
4. #B2BSMX
Creating and executing highly-
customized programs for
individual accounts
Creating and executing lightly-customized
programs for clusters of accounts with
similar issues and needs
Leveraging technology to tailor and
personalize marketing campaigns for
specific, named accounts at scale
UNDERSTANDING THE THREE TYPES OF ABM… IN THEORY
One
-to-
One ABM
One-to-Few
ABM
One-to-Many ABM
Investment&ROIperaccount
HIGH
LOW
Source: ITSMA and Demandbase
5. #B2BSMX
THE THREE TYPES OF ABM… IN PRACTICE
One
-to-
One ABM
One-to-Few
ABM
One-to-Many ABM
Investment&ROIperaccount
HIGH
LOW
Source: ITSMA and ABM Leadership Alliance Account-Based Marketing Benchmarking Survey, October 2019
5−50
Accounts
▪ Prioritize existing key accounts
▪ Customized for each account
▪ Engagement and relationship-focused
3-5 clusters
of 5-25
accounts
each
▪ Focus on new and existing key accounts
with similar issues
▪ Customized with some personalization
▪ Engagement and lead-focused
100s of
accounts
▪ Prioritize new accounts
▪ Targeted with light personalization
▪ Lead-focused
8. #B2BSMX
INDUSTRY
UPSELL
RENEWAL
PRODUCT
SALES STAGE GEO
RESELLER
SI
PROD A
PROD B
1YEAR
2YEAR
AW
ARENESS
EDU
TRAINING
EUROPE
NORTH
AMER
PIPE
MQL
COLD
ENT
MID
MKT
SMBTECHNOLOGYHEALTHCARE
FIN SRV
BUS
SRV
PROSPECT
CUSTOMER
PARTNER
SEGMENT
YOUR LIST
SEGMENTS YOU SELECT MUST
HAVE DISCRETE BUSINESS
OBJECTIVES THAT MARKETING
CAN BUILD PROGRAMS TO
SUPPORT
9. #B2BSMX
MARKET HIERARCHY
▪ TAM: All companies that could buy
from you
▪ TARGET MARKET: Accounts that are
suitable clients – meet your ICP
▪ TARGET ACCOUNT LIST: Our focus
of XXXX accounts – XX accounts per
sales rep, and those showing buying
intent
▪ AE TOP ACCTS: Top XX% of the
Target Account List that is the
primary focus for Sales & Marketing
▪ OPPORTUNITY: Any account that is
engaged in a Sales Cycle – MQL+
TAM
Target Market
Target Accts
AE Top
Accts
Opportunity
&
Customers
10. #B2BSMX
ABM ACCOUNT SEGMENTATION MODELABMSTRATEGY
MESSAGING
1:1
STRATEGIC
ACCTS
1:FEW
AE30
1:MANY
REST OF DB4K
DEMAND GEN
IDEAL CUSTOMER
PROFILE (ICP)
OPENOPPS
CUSTOMERS
ACCTS CHOSEN BASED ON
INTENT SCORE AND MARKETING
CAMPAIGN ENGAGEMENT
ACCTS CHOSEN BASED
ON INTENT SCORE, SITE
ENGAGEMENT, AND
TRENDING BEHAVIOR
INTENT TOPIC STANDARD VERTICAL
ROLE-BASED
SEGMENTATION
OVERLAY TO ACCOUNT
SEGMENTS – HOW WE
ENGAGE WITH CONTACTS
11. #B2BSMX
5−50
Accounts
▪ C-suite VIP experience
▪ Custom personalized
packages
▪ Custom digital experience
▪ Account-based advertising
(highest spend per
account)
3-5 clusters of
5-25 accounts
each
▪ Regional invites in areas
with high densities of
target accounts
▪ Company branded items
with custom inserts
▪ Relevant content & related
case studies
▪ Programmatic retargeting,
ABA (medium spend per
account)
1000s of
accounts
▪ Capitalizing on existing
tradeshows and regional
events
▪ High volume, low cost
branded items
▪ Personalization based on
industry/size
▪ Account-based advertising
(efficient spend-account)
THE THREE TYPES OF ABM… IN PRACTICE
FIELD MARKETING DIRECT MAIL WEBSITE ADVERTISING
12. #B2BSMX
CAMPAIGN PLANNING: MULTICHANNEL IS
ESSENTIAL
TOP TACTICS FOR THE THREE TYPES OF ABM
One-to-One ABM
▪ One-on-one, face-to-face
meetings
▪ Executive-to-executive
relationship programs
▪ Account-specific (bespoke)
thought leadership development
and dissemination
▪ Direct mail
▪ Custom collateral, videos,
podcasts, webinars
One-to-Few ABM One-to-Many ABM
▪ Email marketing
▪ Direct mail
▪ Webinars
▪ Custom collateral/videos
/podcasts/webinars
▪ Web personalization
▪ Roadshows/events
▪ Email marketing
▪ Reverse IP/targeted digital
ads/content/retargeting
▪ Roadshows/events
▪ Webinars & virtual events
▪ Paid social media
▪ Account-based content syndication
INDIVIDUALIZED CUSTOMIZED SEGMENTED AND PERSONALIZED
Source: ITSMA and ABM Leadership Alliance, 2019 ABM Benchmark Study,
October 2019