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Overview of the Resource

ITSMA, the U.S. firm that originated the concept of ABM, defines it as follows:
"A structured approach to planning and executing highly customized sales and marketing strategies for specific customers, prospects, or partner companies."

However, in practice, it has been difficult to implement as intended due to low targeting accuracy and the significant man-hours required to customize strategies for specific targets.

In recent years, such challenges are being addressed through the advancement of technology.
If you are looking to revisit and implement ABM, we encourage you to use this resource as your first step.

ABM Implementation Checklist

1. Target Identification and Prioritization
2. Target Understanding and Insight
3. Personalizing Marketing Strategies
4. Customer Engagement and Relationship Building
5. Deployment of Multi-Channel Communication
6. Content Creation and Customization
7. Alignment Between Marketing and Sales
8. Follow-Up with Targets
9. Monitoring and Evaluation of Results
10. Process Improvement and Learning