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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 accounts, prospects, or partners."
However, in practice, it has been difficult to implement as intended due to low targeting accuracy and the significant labor required to customize strategies for each target.
Such situations have been improving in recent years as the adoption of technology progresses.
If you would like to take this opportunity to engage in ABM practices, we encourage you to use this document to take your first step.
Recommended for Those Who
Want to Learn the Fundamentals of ABM Systematically
Want a Checklist for ABM Implementation
Want to Review ABM Practices from a Data-Driven Perspective
ABM Implementation Checklist
- Target Identification and Prioritization
- Target Understanding and Insight
- Personalizing Marketing Strategies
- Customer Engagement and Relationship Building
- Deployment of Multi-Channel Communication
- Content Creation and Customization
- Alignment of Marketing and Sales
- Follow-Up with Target Accounts
- Monitoring and Evaluation of Results
- Process Improvement and Learning
