Please fill out the required fields in the form and submit it. We will send you the download URL via email shortly.

Document Overview

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 accounts, prospects, or partners."

In practice, however, implementing ABM as defined has been difficult due to low targeting precision and the significant labor required to customize initiatives for each target.

These challenges are being addressed as the adoption of technology continues to advance.
If you are looking to revisit ABM implementation, we encourage you to use this document as a guide to take 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