In 2017, more than 70% of B2B companies flocked to an account-based marketing (ABM) model. In fact, the number of companies that have implemented an ABM program has doubled from 2016 to 2017. But as we speak to B2B marketers who have their sights on ABM, we’ve found the vast majority struggle with identifying the right companies and contacts to target their efforts on.
Companies who want to be successful with ABM need to start with the right set of target accounts and people; otherwise the best campaign tactics in the world won’t be effective. Target with ABM is a fully redesigned version of InsideView Target with new ABM workflows that help companies identify the best ABM targets and facilitate successful ABM programs. With the new solution, marketers and sellers can use InsideView Target with ABM to search for or upload a list of companies and find contacts that look like their best customers. InsideView Target then provides a list of contacts that can easily be imported to sales or marketing systems.
The key for any ABM strategy is to get to know your target accounts in depth and establish key relationships to open doors for the future. InsideView Target with ABM allows deeper knowledge of an account beyond firmographic criteria, such as insights on people, technologies used, compelling events, etc. This way, marketers and sellers can have a comprehensive understanding of what’s happening in their target accounts, and can message to all the right people at those companies accordingly.
InsideView Target with ABM has an immediate impact on a company’s sales and marketing strategy by helping them:
- Be more effective with their existing programs and target the best opportunities with certainty
- Expanding their market by finding net-new prospects that look like their best customers, and
- Improve the efficiency of their Go-to-Market with fast execution speed
Contact us to find out how InsideView Target can influence your sales and marketing strategy!