Beyond the Hype: How to Create and Measure an ABM Strategy
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Transcript of Beyond the Hype: How to Create and Measure an ABM Strategy
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Beyond The Hype: How To Create And Measure An ABM Strategy
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Alex Krawchick Senior Director, Analytics &Product Management
Full Circle Insights
@krawchick
Nani JansenSenior Manager, Marketing Operations
Demandbase
@nannekej
MODERATOR:Andrew GaffneyEditorial DirectorDemand Gen Report
HOW TO CREATE AND MEASURE AN ABM STRATEGYBEYOND THE HYPE
AGENDAHOW DO YOU GET YOUR DATABASE READY FOR ABM
HOW DO YOU CREATE AND TRACK A TARGET ACCOUNT LIST
HOW DO YOU DETERMINE GOALS
HOW DO YOU SET YOURSELF UP FOR SUCCESS
HOW DO YOU MEASURE PERFORMANCE
HOW DO YOU ENABLE YOUR SALES TEAM
@Demandbase
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DEMAND GEN EVOLUTIONTHEN NOW
VOLUME QUALITY BUSINESS METRICS
low conversion quality data high conversionIncomplete data
VANITY METRICS
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CHALLENGES
POOR TRANSLATION marketing investment not tied to revenue1
2 LOSING LEADS Sales won’t follow up on poor leads
x
x
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SMARTER
Collaboration vs. Conflict
Quality vs. Quantity
Efficiency vs. Wastefulness
Proactive vs. Reactive
Intelligence vs. Leads
You are on the right track when
INFRASTRUCTUREDATA INTEGRITY
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COST OF BAD DATA
Poor Customer Data Costs $611 Billion per year for U.S. Firms
of Average Database Contains Critical Errors
More Revenue can be Generated from Quality Data
UP TO
25% UP TO
70%
SOURCE: Celsius INT – Sirius Decisions -Gartner
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THE 1-10-100 RULE
To Prevent
To Correct
To Do Nothing
COSTS TO THE COMPANY…
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STATE OF THE DATABASE
Prioritize WHAT you need to do and WHERE your problems are
How many accounts/contacts do you have?
Is the relevant data structured and organized so that you can market them??
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TIPS FOR YOUR TARGET ACCOUNT LIST
Identify the accounts in your CRM Validate relevant data (firmographics
contacts, etc.) Push data between CRM and MAS Create flexibility: system for adding and
removing target accounts
The tactical step after building your list is to identify it in CRM
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SET DATABASE BENCHMARKS
This isn’t one-size fits all.
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SET SPECIFIC GOALS
The size of the account might lead to different goals
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STANDARDIZING DATA
Low hanging fruit to make conversion easier.
Useful for segmentation, lead scoring, lead routing and sales enablement.
ABM & Forms
HOW DO YOUCREATE A TARGET ACCOUNT LIST
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CREATE A TARGET ACCOUNT LIST
\\\
\\\\\\\\\\\\\\\
Secure agreement from ABM
Leadership Team
Verify and iterate with field sales
Update at regular
intervals
Build an initial list
4321It’s A Collaborative Process
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HOW DO YOU TRACK IT
CheckboxesIdentify your account in SFDC to report and prioritize
Opportunity InfluenceThink about the full buyer experience to go beyond the first/last touch
HOW DO YOUDETERMINE GOALS
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HOW TO DETERMINE GOALS
MARKETING FINANCESALES
Align
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INCENTIVIZE YOUR MARKETING TEAM
BUSINESS OBJECTIVES
PIPELINE
Based on
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MEASURE
1
23
Select focus areas
Identify what is working
Set a baseline
HOW DO YOUSET YOURSELF UP FOR SUCCESS
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PLANNING FOR SUCCESSIs it the right target account list?
What percentage of pipeline is on your target account list?
Why is xx% coming from outside of your target account? Do you need an audit?
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PLANNING FOR SUCCESSHow do your Target Account funnel metrics compare to your Non-Target Account metrics?
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PLANNING FOR SUCCESS
SamPeterKatie
RoryJustin
by SDR
by AE
by CSM
Target Account Distributions
HOW DO YOUMEASURE PERFORMANCE
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• % target account COVERAGE
• % target accounts TOUCHED
• % target accounts ENGAGED
• % target accounts IN SALES CYCLE
ACCOUNT ANALYTICS
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MEASURE PERFORMANCE• Understand how Target Accounts are performing relative to one another
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MEASURE PERFORMANCE• View activities in specific Accounts
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MEASURE PERFORMANCE• Compare Target- vs Non-Target Account cohorts
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MEASURE PERFORMANCE• Gain clear visibility into operational KPIs
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MEASURE PERFORMANCE• Explore Opportunity metrics
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REVENUE PERFORMANCE
BUSINESS OUTCOMES
Close Rates
ACV
Funnel Velocity
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WHAT ABOUT CUSTOMERS?
ADVOCACYRENEWALONBOARDING
Lifetime Value
INFLUENCE
HOW DO YOUENABLE YOUR SALES TEAM
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ENABLE YOUR SALES TEAM
Look at the breakdown of teams• Who are you feeding?• What is the distribution?
How can you enable who you are feeding?• Reports, follow-up assets, email templates
How do you incorporate sales?• Feedback on quality of programs and accounts
KEY TAKEAWAYS
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KEY TAKEAWAYS
• Determine and align goals with Sales
• Collaborate on target account list• Track your list
• Measure success against goals
• Enable Sales with the right resources
THANK YOU
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How Are We Doing?
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Q&A / Speakers
Alex Krawchick Senior Director, Analytics &Product Management
Full Circle Insights
@krawchick
Nani JansenSenior Manager, Marketing Operations
Demandbase
@nannekej
MODERATOR:Andrew GaffneyEditorial DirectorDemand Gen Report
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