SMART GTM

​Extend to Full ABM: A Smarter Approach to Account-Based Marketing

Unlock Greater value by using your ABM tool in conjunction with our Data-backed Market & Account Insights

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In today's competitive B2B landscape, Account-Based Marketing (ABM) has become the go-to strategy for driving efficient growth and maximizing ROI for technology industry's B2B marketers.

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It's mainly because it offers these advantages:

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• Higher ROI: ABM delivers significantly higher ROI than traditional marketing.

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• Faster Sales Cycles: Focusing on highly qualified accounts accelerates sales cycles and improves deal closure rates.

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• Stronger Customer Relationships: ABM fosters deeper relationships with key accounts through personalized engagement.

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• Improved Sales & Marketing Alignment: ABM promotes collaboration between sales and marketing teams for more efficient campaigns.

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Key Features of an ABM tool:

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• Multi-Channel Engagement Tracking: Track engagement across all channels, including website visits, content downloads, email opens, and social media interactions.

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• Account & Contact Engagement Scoring: Score accounts and contacts based on their engagement levels and buying intent, allowing you to prioritize outreach.

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• Campaign Optimization: Continuously analyze campaign performance and make data-driven adjustments to improve results and maximize ROI.

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• LinkedIn Ads Integration: Leverage the latest ABM features of LinkedIn Ads to target and engage key decision-makers within your target accounts.​​

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However, many companies, especially mid-size ones find traditional ABM platforms cost-prohibitive and complex to implement.

 

SmartGTM's "Extend to Full ABM" provides a smarter path.

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The Smart GTM Approach:

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Our "Extend to Full ABM" provides a comprehensive and cost-effective solution for implementing ABM.

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How our consulting offerings ably complement your ABM tool:

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• Midmarket & Enterprise Accounts: This offering provides the strategic foundation for your ABM program by helping you identify and prioritize your ideal prospect accounts - both for Midmarket & for Enterprise segments. "Extend to Full ABM" then provides the execution framework to engage these shortlisted, prioritized accounts effectively.

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• Market & Competitive Plan: This offering provides deep market intelligence and competitive insights that inform your ABM strategy. By understanding the market landscape and your competitive positioning, you can develop more targeted and effective ABM campaigns.

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Key Benefits of this Integrated Approach:

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• Comprehensive ABM Solution: Covers all aspects of ABM, from strategy and planning to execution and measurement.

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• Cost-Effectiveness: You can utilize an economical ABM tool and still run a powerful ABM program, using our consulting offerings to power actionable input data for your ABM.

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• Strategic Alignment: Ensures your ABM program is aligned with your overall business goals and market dynamics.

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• Data-Driven Decision Making: Provides the data and insights you need to optimize your ABM campaigns and maximize ROI.

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Summing it up: We enable the Closed-Loop, Self-Optimizing ABM Cycle:​​​

 

1. Market & Competitive Plan: Understand your market, identify ideal target market segments, and analyze competitors to develop a competitive and market plan.

 

2. Account Prioritization: Select and prioritize high-value accounts based on data-driven insights.

 

3. ABM Campaign Execution: Launch targeted campaigns and personalized outreach using marketing automation, outreach tools and Linkedin Ads. 

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4. Engagement Tracking & Measurement: Monitor account engagement across various channels.

 

5. Performance Analysis & Optimization: Analyze campaign results, identify areas for improvement, and refine your ABM strategy.

 

6. Feedback Loop: Use insights from ABM performance to refine your ICP, adjust account prioritization, and improve content and messaging.

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This closed-loop approach ensures that your ABM program is continuously learning and improving, driving ongoing growth and maximizing your ROI.

 

By combining the power of SmartGTM's consulting expertise with the functionality of your ABM tool, you can unlock the full potential of ABM and drive significant growth for your business.