ABM can therefore be used in a variety of B2B companies with varying degrees of customization, depending on market requirements.
After the ABM approach has been determined, the norway phone number list actual ABM process begins with defining the most promising accounts and decision-makers. This usually involves creating ideal customer profiles and account lists together with sales and often with the help of software tools. From then on, all efforts are focused on working with these accounts and decision-makers.
This is particularly accompanied by an intensive target customer analysis. This is the only way to gain a deep understanding of the accounts. On the basis of this understanding, channels and content are then defined for the target accounts and optimized for them. Depending on the ABM approach, different priorities dominate when choosing channels.
The campaign is then implemented and its success measured. Determining the ROI is easier in ABM and, not least of all, ensures high levels of acceptance among management. It is noticeable that good ABM leads to significantly higher ROIs and thus establishes itself as an efficient approach for B2B providers.