Master account-based marketing to target high-value prospects with precision. Build personalized campaigns that align sales and marketing for maximum enterprise revenue impact.
One-to-one approach for highest-value accounts
One-to-few approach for similar account clusters
One-to-many approach using technology and automation
| Metric Category | Key Metrics | Benchmark | Good Performance | Excellent Performance |
|---|---|---|---|---|
| Engagement | Account engagement score, contact coverage | 3-5 contacts, 25% engagement | 5-8 contacts, 35% engagement | 8+ contacts, 50% engagement |
| Pipeline | Account penetration, opportunity value | 15-25% penetration | 25-40% penetration | 40%+ penetration |
| Conversion | Account-to-opportunity, win rate | 20-30% conversion, 25% win rate | 30-45% conversion, 35% win rate | 45%+ conversion, 45%+ win rate |
| Revenue | Deal size, sales velocity, LTV | 2x larger deals, 20% faster | 3x larger deals, 35% faster | 4x+ larger deals, 50%+ faster |
| ROI | Marketing ROI, CAC payback | 3:1 ROI, 12-month payback | 5:1 ROI, 8-month payback | 8:1+ ROI, 6-month payback |
Get expert help implementing account-based marketing strategies that target high-value prospects with precision and drive enterprise revenue growth.
Account-based marketing (ABM) is a strategic B2B marketing approach that focuses resources on specific high-value target accounts rather than broad market segments. It involves coordinated, personalized campaigns directed at key decision-makers within specific companies, aligning sales and marketing efforts to drive higher deal values and shorter sales cycles.
Key benefits include: 208% higher marketing ROI, 36% higher win rates on target accounts, 38% higher annual contract values, improved sales and marketing alignment, shorter sales cycles, better customer relationships, higher retention rates, and more efficient resource allocation focused on high-value prospects.
Start by identifying and prioritizing target accounts using ideal customer profiles, research account stakeholders and decision-making processes, create personalized content and messaging for each account, align sales and marketing teams with shared goals, implement multi-channel outreach campaigns, and measure success through account-specific metrics and pipeline acceleration.
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