Account-based marketing (ABM), sometimes called Key Account Marketing, uses various data sources to improve B2B marketing. The “account” in ABM refers to the target company as a whole; it uses not only company data but also crucial information on the key decision-makers within the company who are not always in the purchasing departments.
With ABM, B2B companies can target leads that need your product or services and have expressed buying intent. Further, by reaching out to the people who actually make buying decisions in the ways they best respond to, companies increase ROI much faster.
An effective ABM system begins with transaction data and web traffic data. Marketing teams will then be able to build an Ideal Customer Profile: a B2B customer profile for use as a targeted marketing guide.
Marketers might also use their company’s inbound marketing strategies for account-based marketing; since B2B leads have already expressed interest in the company’s services, the marketing approach is similar.
Essential external data for a good ABM system must include company data (which includes firmographics, technographics, and employee data), intent, online engagement, and cross-device identity data. Companies should also monitor their own brand health and perception, to ensure they remain an attractive resource for other companies.
Additional external data that B2B marketers may find useful include market trends as well as economic and industry-specific data.
Crafting an Ideal Customer Profile is one of the most important and, therefore, difficult aspects of account-based marketing. It is, however, malleable, so if it does not provide enough of the right kinds of leads, it can be changed.
Another challenge is ensuring that the data remains accurate. Company employment data, in particular, changes often and without warning. Trying to sell to someone who no longer occupies their position in a company does not inspire confidence in the target company as a whole.
A whopping 81% said that across industry thought leaders, analysts, and influencers, there are inconsistent definitions of ABM – only 19% said they’ve seen one definition, and 7% said that they’ve “seen too many definitions to count.”
Beleader Databases Companies B2B provides an inventory of professionals with guaranteed effectiveness.
Oceanos Contact Data collects B2B contact information in one centralized platform to power account-based marketing and customer service
ProspectCloud B2B Lists contains email lists for marketers who search by industry, title, department, technology, & company size
BigPicture ABM Dashboard & Automation allows businesses to identify companies visiting their site for account-based marketing.
AdDaptive Intelligence B2B Targeting which provides a Strategic approach to business advertising.