A B2B Marketer’s Quick Guide on ABM Consultants
Account-based marketing (ABM) has evolved beyond just a marketing buzzword. According to a 2021 IDG study, 61% of B2B marketers consider ABM essential to their overall marketing goals.
Additionally, 70% of B2B marketers believe ABM is reshaping how businesses do marketing today.
However, executing a successful ABM strategy can be tricky.?
That’s where ABM consultants can help.
Why ABM targeting matters for B2B tech marketers
Your in-house marketing team may be brilliant, but sometimes, you need specialized expertise to take your campaign to the next level.
ABM consultants are experts who specialize in creating and implementing account-based marketing strategies . They complement your existing talent by bringing their deep understanding of ABM best practices, data analysis, and strategic planning.??
Moreover, they bridge the gap between theory and execution, ensuring your ABM strategy drives real results.
ABM consultants can take on several essential functions:
Developing personalized marketing strategies
According to research firm Forrester, 56% of marketers believe personalization is at the heart of a successful ABM strategy.
ABM consultants work with you to understand your ideal customer profile (ICP) . They develop highly personalized marketing campaigns for each target account.
Think custom content, targeted messaging, and multi-channel outreach that connects at a personal level. These methods improve engagement and build stronger relationships.
Data-driven targeting for maximum impact
ABM consultants analyze market trends, customer behavior, and competitive intelligence to refine their tactics. They leverage various data sources like firmographics, technographics, and intent data to identify your ideal accounts.
A vital part of this strategy is zero-party data , which includes information that customers willingly share. This data reveals customer preferences and intentions, enabling more personalized marketing efforts.?
This ensures you’re not wasting resources on irrelevant prospects. Instead, you’re reaching the decision-makers in charge of closing deals.
Aligning sales and marketing efforts
ABM consultants facilitate collaboration between the sales and marketing departments. They create strategies that ensure both teams work toward common goals.?
This alignment helps to streamline processes and increase efficiency, ultimately nurturing leads and creating a unified customer experience.
Key factors to consider when choosing an ABM consultant
Not all ABM consultants are created equal. When choosing your partner , consider these key factors:
Industry experience
Look for consultants with a proven track record of success in your specific B2B sector.
领英推荐
Customized strategies The ideal agency should be able to create a clear ABM strategy that aligns with your goals and budget. They should also be able to recommend ABM strategies you haven’t considered.?
Ask about the specific ABM approach they’ll employ, such as 1:1 ABM, scaled ABM, or programmatic ABM, to ensure it fits your needs.
Types of services offered
Many agencies provide a variety of offerings, from email marketing to B2B appointment settings .?
Make sure the agency can deliver all the services you require and recommend additional ones that could enhance your strategy.
Lead quality
Ask about the agency’s experience generating high-quality leads that align with your ideal customer profile . Understand their lead generation methodologies and how they ensure lead quality.
Budget
Consider your budget and the consultant’s pricing structure. Evaluate the agency’s pricing in relation to the value they offer.?
Consider the quality of their services, their experience, and the expected ROI of their ABM strategies.
Success stories
Review the consultant’s past success stories, case studies , and testimonials. This information will help you gauge their ability to deliver on their promises.
Leveraging ViB’s network for targeted ABM outreach
At ViB, we leverage our huge community of high-tech professionals to facilitate targeted outreach and personalized engagement.
We identify and help you connect with key decision-makers who willingly join our community to find custom high-tech solutions.
This means all your leads are qualified ??!
Let’s look at some of ViB’s ABM success stories:
?? PTC boosts webinar attendance with precision ABM strategy
Global software company PTC faced a major challenge in 2020 when COVID-19 disrupted its well-laid marketing plans. With customers staying home, the company quickly shifted to a webinar-focused strategy, knowing that reaching the right contacts was key to success.
Partnering with ViB, PTC tapped into our vast network of high-quality leads to boost webinar registrations . By leveraging ViB’s precision-targeted ABM strategy, PTC expanded its reach, driving critical brand awareness and webinar attendance .?
?? Ready to boost your marketing impact?
Explore ViB’s targeted email campaigns and B2B appointment-setting services to connect with the right decision-makers and increase conversions. Contact us today!