The document discusses account-based everything (ABE), which is a strategic approach that orchestrates personalized marketing, sales, and customer success efforts to drive engagement and conversion at named accounts. It outlines a three-step process for ABE: 1) develop an ideal customer/buyer profile for accounts, 2) create account-specific messaging and content, 3) coordinate experiences across channels. Key aspects of ABE include treating each account individually to increase relevance, coordinating efforts across departments, and measuring engagement and impact on sales outcomes over time at accounts.
11. Account Based Everything
A strategic GTM approach that
orchestrates personalized
marketing, sales, and success
efforts to drive engagement and
conversion at named accounts.
12. ABE targets specific (usually large) accounts
Account Based Everything
A strategic GTM approach that
orchestrates personalized
marketing, sales, and success
efforts to drive engagement and
conversion at named accounts.
13. a way of doing business, not a campaign or tactic
always on for the account until removed
Account Based Everything
A strategic GTM approach that
orchestrates personalized
marketing, sales, and success
efforts to drive engagement and
conversion at named accounts.
14. treat each account individually
focus = more insights = more relevance
Account Based Everything
A strategic GTM approach that
orchestrates personalized
marketing, sales, and success
efforts to drive engagement and
conversion at named accounts.
15. coordinates experiences across
departments and channels
Account Based Everything
A strategic GTM approach that
orchestrates personalized
marketing, sales, and success
efforts to drive engagement and
conversion at named accounts.
19. 1. Ideal Customer Profile 2. Ideal Buyer Personas
• Firmographics
• Technographics
• Geography
• Behaviors
• Intent
• Predictive
For each member of
buying committee
• Buyer
• Influencer
• User
• Gatekeeper
20. Level 1: Reps Self-Select
Level 2: Basic Data
Level 3: Advanced
Level 4: Predictive Analytics
Sophisticated predictive
scoring and modeling
Advanced ICP data (technographics,
intent, engagement)
Simple definition of Ideal Company
Profile (ICP)
Based on intuition and experience
ABM is an investment in time and resources so you MUST focus on accounts with highest ROI
Why now? What about mobile, social, cloud, etc. makes this inevitable?
Harder than ever to reach decision makers with traditional tactics
New ways to reach buyers (individually-addressable touch-points, real-time ad buying)
Shift from campaign-marketing to “always on” mindset requires integration
Big data / predictive analytics allow marketers to understand the complexity of relationships and buyer context, and match personalized content accordingly
Buyers delaying engagement with sales ; harder to reach CXOs {happened in velocity, needs to happen in XYZ}
Decomposition of the nice/clean customer funnel… no longer just awareness, familiarity, consideration, etc. Useful model, but. Really a set of nodes, interactions (through a connected device)
New ways to reach buyers
Proliferation of “connected customers” and customer data -- smart phones, smart devices (50B connected devices)
behind every device is a customer → data proliferation
From campaigns to “always on”
Big data / predictive (understand the complexity of the relationships, context)
Needs new ways to measure
Any one person can be sick, ignore, PTO, promote, transfer, fire
Do you have major accounts that hinge on one or two personal relationships in the purchasing enterprise? If your answer is “yes,” then it’s important for you to realize that this represents enormous risk to your organization -- risk you need to act on now to minimize… those one or two key contacts can very easily be promoted, transferred or fired, and suddenly you may find that the relationship between your businesses is actually quite shallow.
MQA good b/c multithread in account – any one person can ignore you or be on PTO or get sick or leave, but touching multiple people in account gives higher chances
Even individuals who possess significant authority still have to build consensus within their company to get approval to move ahead with a purchase.
A member of the sales team at New Relic, a SaaS vendor of performance management software and analytics, was close to closing a deal with the CTO at a Fortune 15 consumer products company. But then the deal hit a snag. “My sales rep emailed me that the CTO was going to be out until the end of the quarter,” said John Gilman, VP of Worldwide Commercial Sales for the vendor. “That meant that the deal was not going to happen in that quarter, and the sales rep was going to miss his numbers. If we had a few other relationships at the company, someone else may have been able to step in and move the ball forward.” Gilman pointed out that a multi-threading approach is helpful to avoid similar situations. “For deals over a certain threshold, it is unacceptable to come to the table with one person at the target company,” Gilman said. “You need to know who their manager is, who can say yes, and who can say no. Also, you need to know who can help make the deal bigger.” An examination of successful deals shows that the approach works, according to Gilman. “Most of our successful deals have taken a multi-threading approach that relied on multiple relationships with influencers in an organization.”
Account centric good!
But, if Sales and Marketing are both taking an account-based approach but don’t know what the other is doing, that’s a recipe for trouble.
One part of the group in isolation makes this decision (e.g. do ABM), and that doesn’t work.
If Sales and Marketing are both taking an account-based approach but don’t know what the other is doing, that’s a recipe for trouble. [Requires SFDC tracked properly.]
One part of the group in isolation makes this decision (e.g. do ABM), and that doesn’t work.
Marketers are currently only getting 15-20% penetration into target accounts [TOPO]
ABM does not work in isolation – ABE is the mandate
Wrong: what we want to say, how we want to say it target the right people
RIGHT: who we want to target what and how to say it
Something about Ideal Company Profile
Something about Ideal Company Profile
Need to LISTEN
“You’re going to have to spend some money to be really good at account based marketing. But it’s OK because it’s the accounts that will make you the most money.”
To move to the enterprise, MuleSoft moved to “Sales Development Consultants” not SDRs
They’re the quarterback; the don’t OWN the account, but they LEAD the effort
SDRs know more about what’s happening at the account than AE, so have SDRs do territory reviews with Sales before their territory review
Many of the best high-level executive events include unique, ‘money can’t buy’ experiences.
Earn the list of attendees
For marketing invites, list should be 4-5x desired attendance
Offer charitable donation, or ipad, or airline voucher in exchange for a meeting
Don’t ignore the team
More = Google PPC targeting now, future Uber cars
TOPO: In traditional outreach, SDRs send large volumes of emails to multiple accounts, make calls to a subset of contacts, and hope that enough buyers will respond. Because account-based SDRs focus on a fixed number of accounts, they maximize their reach using all channels at their disposal.
So what is a play? Imagine a football play. There are 11 people on our side and 11 people on their side. Each person has a responsibility in the play.
Most tools out there now focus on one lead or contact at a time… “Single Player”.
Engagio plays are “Multi-Player” and work with multiple people on your team and the account.
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