What types of ABM can your company adopt?
Posted: Thu Feb 20, 2025 10:11 am
One of the main advantages of ABM is that it is extremely strategic . The reason is simple: identifying and closing the right customers can have a huge impact on a company’s revenue.
Despite being a single strategy, it is panama mobile database to use different types of ABM. In this sense, a study conducted by ITSMA concluded that Marketing actions based on specific accounts can be grouped into three types:
Strategic ABM;
ABM Lite;
Programmatic ABM.
In a pyramid format, the higher the account, the fewer focuses worked on and the greater the investment received. Learn more about each method below:
1. Strategic ABM (One-to-one)
Strategic ABM is the most personalized method. In it, marketing and sales teams come together to build complete mental maps about the customers of interest. These maps include data such as:
who are the decision makers in the company;
what is the professional history;
market news;
sales arguments.
2. ABM Lite (One-to-few)
This is the type of strategy where you can work with groups of similar profiles, that is, a little broader than in the One-to-one method. The idea is to group some accounts with similar characteristics and sectors, which allows for slightly less personalized campaigns.
Despite being a single strategy, it is panama mobile database to use different types of ABM. In this sense, a study conducted by ITSMA concluded that Marketing actions based on specific accounts can be grouped into three types:
Strategic ABM;
ABM Lite;
Programmatic ABM.
In a pyramid format, the higher the account, the fewer focuses worked on and the greater the investment received. Learn more about each method below:
1. Strategic ABM (One-to-one)
Strategic ABM is the most personalized method. In it, marketing and sales teams come together to build complete mental maps about the customers of interest. These maps include data such as:
who are the decision makers in the company;
what is the professional history;
market news;
sales arguments.
2. ABM Lite (One-to-few)
This is the type of strategy where you can work with groups of similar profiles, that is, a little broader than in the One-to-one method. The idea is to group some accounts with similar characteristics and sectors, which allows for slightly less personalized campaigns.