SME Growth Series
In our 2021 SME survey, the key requirement listed by techUK SME members was customer acquisition. To best assist our members and the industry achieve their growth plans, techUK has created the 'SME Growth Series' to share knowledge from industry experts and help the tech SME community sell successfully.
Creating a Business Case for ABM
Account Based Marketing (ABM) is the superpower of marketing where every degree of your target market is analysed and researched into manageable segments to enable very focused, personalised and concise forms of communication to the very people who you want to do business with. Taking the time to research and study your targets and creating personalised, valuable content focused on the individual and their industry generates much better results as when people feel they receive relevant information, they are more open to a conversation. ABM outperforms the ROI of other marketing intiatives. It delivers a 70% increase in opportunitiy creation and a 171% increase in annual contract value.
As such, ABM can deliver significant results to your business.
With ABM requiring you to put all of your efforts into people who you know are perfectly aligned to your brand, and have the right profile with the greater propensity to engage with you.signifcant input to achieve your results (in contrast to traditional lead generation and a sales push for fast results), setting expectations early around engagement and leads is crucial for building internal confidence in the programme and ensuring executive buy-in.
Following their previous webinar discussing an ideal customer profile, we'll be joined again by Charlotte and Graham from Ice Blue Sky to explore the benefits of ABM, how to build a business case for investment in ABM, and how to measure and build on the success of ABM strategies.
Speakers
Charlotte Graham-Cumming
Graham Reed
