February Webinar: Driving Growth with the Three Types of ABM

The rise of account-based marketing (ABM) has brought to the fore three distinctly different approaches: One-to-one for strategic accounts, one-to-few for a defined cluster of accounts, and one-to-many for broader market segments.

With a true one-to-one, Strategic ABM approach, marketers work hand-in-hand with key account teams to create highly-customized programs for individual clients. This can generate dramatic returns but scaling beyond a small number of accounts is hard to afford.

With a one-to-many, Programmatic ABM approach, marketers identify dozens, hundreds, or even a few thousand named accounts and organize segment-oriented campaigns to drive desirable opportunities through the pipeline. ABM works at scale from the beginning; the key challenge is going deeper with your most important accounts.

Between these two extremes, a one-to-few, cluster-based approach can split the difference by focusing customized programs on small groups of accounts with similar business issues and initiatives. Marketers craft highly-targeted value propositions based on deep insight, a new point of view, and tight collaboration with sales. Examples might include groups of 5-10 large grocery chains, automotive suppliers, or life science firms, each group having similar business challenges.

This session will explore the why, what, and how of the three approaches with data and examples from ITSMA research and experience in the field.