GENERATE SUSTAINED LEADS AND NEW BUSINESS THROUGH INTEGRATED ACCOUNT-BASED MARKETING

Our account-based marketing model has been designed to generate new business for our clients within their target accounts by entering their buying cycle much earlier. We achieve this by understanding each account’s key strategic business issues and trends, and then creating maximum awareness, leads, opportunities and face-to-face C-suite engagements with business-relevant value propositions.

HOW TO GENERATE C-SUITE
ENGAGEMENT THROUGH ABM

Key Account Insight & Opportunity Identification

Target Database Build & Proposition Development

Target Messaging & Proposition Development

Generate Pipeline With Inbound Digital Marketing

Generate Opportunities with Outbound Digital Marketing

Generate Opportunities with Outbound Digital Marketing

REPORT:

TARGETING A C-SUITE AUDIENCE WITH ABM

This report uncovers the latest ABM sentiment among B2B marketers, and reveals how this still relatively new approach is being used – currently, and will be throughout 2017.

OUR ACCOUNT-BASED MARKETING
SERVICES AND DELIVERY MODEL

ACCOUNT PROFILING

FOR LARGER ENTERPRISE ACCOUNTS

bulletour ready-made AccountMaps offer analysis of their statements, reports & news

bulletwe listen to their social conversations

bulletto uncover their goals, trends & language

bulletand ensure you are informed and united in your sales & marketing objectives

account based marketing - chief nation

PEER GROUP PROFILING

WITH REGARD TO YOUR SOLUTION SET:

bulletwe use our extensive network to survey and research their peers

bulletassess where your target accounts sit within their industry

bulletidentify their strengths, challenges and opportunities

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DEPARTMENT PROFILING

IDENTIFY THE OPPORTUNITIES

our 168,000+ senior executive database profiles existing contacts at departmental level to identify expansion opportunities within your existing clients:

bulletby department

bulletor by geography

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PERSONA PROFILING

OUR MARKET MESSAGE WORKSHOP…

is designed to complete the key messaging for the target decision-making team – including their:

bulletbackground

bulletgoals

bulletchallenges

bulletrecent history

people

SENIOR EXECUTIVE RESEARCH

OUR DECISION-MAKER PROFILING REVEALS INSIGHTS… 

on the important individuals and team build up within your target accounts – to help plan:

bulleta highly targeted campaign

bulletwith a personalised approach

research

AUDIENCE MESSAGING

BUILD YOUR PERSONALISED PROPOSITION…

and account based messaging using this insight.  And to ensure your message is finely tuned we factor in each of the target industry’s:

bullettrends

bulletchanging business models

bulletand customer experience vision

audience

CREATIVE & EDITORIAL

WE HELP DEMONSTRATE HOW YOU…

bulletunderstand their business and talk their language

bulletby translating your key account value into a series of persuasive digital assets

bulletthat go beyond sales brochures & slides – to relevant infographics, survey reports, ebooks, introductory emails, animations, blogs

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168,000+ DATABASE

COMPLETE EXECUTIVE COVERAGE

We use our senior executive database and network to start to build your target audience, backed up by our dedicated research and data management team

database

INBOUND MARKETING

WE TAKE YOUR KEY ACCOUNTS…

on a journey with you from discovery to deal.  Using successful inbound digital marketing techniques we ensure that your target audience find you online and are aware of your value – with content customised per account

BOOK

OUTBOUND MARKETING

WE HELP TARGET YOUR AUDIENCE…

directly – digitally, socially and in person.  This helps extend your reach across existing accounts – or move on to targeting new accounts and reaching key executives

mails

LANDING PAGE CONVERSION

WE TRACK YOUR LANDING PAGE…

visitors per account.  Our goal here is to understand their actions and take the appropriate follow-up

page

MEETING SETTING

OUR GOAL IS TO ULTIMATELY MAKE…

sure you don’t miss an opportunity and we follow-through by setting one-to-one diary bookings for your key account managers

meeting

NETWORKING EVENTS

AND GET THE RIGHT ATTENDEES …

to your private receptions, lunches or dinners that can be managed per account, or one account per table

events

FOLLOW-UP NURTURING

AS LEADS COME THROUGH…

they are tagged to ensure relevant follow-up nurturing – by:

bulletaccount

bulletrole

bulletinterest

nurture

CASE STUDIES

ABM IN RETAIL FINANCIAL SERVICES:
IMPROVING CUSTOMER EXPERIENCE

our client:

  • large customer experience software vendor

our approach:

  • 8 retail banks + 8 insurance companies
  • assess their individual responses to social media queries
  • analyse, benchmark & produce a professional, consolidated report
  • build a profile of the customer experience team per account
  • distribute the report per account with personalised cover letter
  • offer guidance and advice on improvements via face-to-face meetings

TEZT

ABM IN TELECOMMUNICATIONS:
EXPANDING IDENTITY MANAGEMENT IN KEY ACCOUNTS

our client:

global consultancy & technology services company

our approach:

  • 5 key accounts & 20 corporate telco accounts
  • assess their current identity management capabilities online
  • build a profile of the identity management team per account
  • distribute personalised printed material with value-add global research
  • narrow-cast linkedin sponsored updates to the 25 accounts promoting content
  • personalised email follow-up, tracking opens, clicks & conversions
  • private networking dinner with one account per table

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