What is account-based marketing?

ABM is a marketing strategy in which you target a set of highly qualified, high-value accounts with campaigns personalized to each account’s needs and preferences. This approach makes your marketing and sales processes more efficient, and the tailored customer experiences increase satisfaction and loyalty.

The benefits of ABM services

Why should you consider ABM services? Here are some of the top benefits.

1.Increased efficiency

With ABM, you focus on only the accounts with the most potential value, cutting out other less-qualified prospects. Because you’re targeting only the highest-value accounts, you can achieve more with less. The result is fewer wasted resources and a simplified marketing and sales process.

2.Reduced risk

Devoting your resources to only the most qualified leads also reduces your risk. Since you know these accounts are highly qualified, there’s a higher chance you’ll get a sale. Because the accounts are high value, the reward is also higher.

3.Marketing and sales alignment

ABM requires your marketing and sales team to work together to provide a personalized experience for each account. This alignment creates a more consistent experience for the buyer and makes your processes even more efficient.

4.Easier campaign monitoring and results analysis

Tracking your campaigns and analyzing your results is easier with ABM since you have fewer accounts and a clearly defined plan for each account. This simplicity makes it easier to analyze your campaign’s effectiveness.

5.Increased sales and customer satisfaction

Along with the fact that the leads you’re targeting are highly qualified, the personalization that ABM provides can increase sales and customer satisfaction. According to a survey by ITSMA and the ABM Leadership Alliance, 87% of B2B marketers say that ABM improves return on investment (ROI), and 74% say it has improved their relationships.

Features of Tech Sailor ABM marketing services

When you partner with Tech Sailor for account-based marketing, you receive the complete package. With our account-based marketing services, we take care of everything. From researching your target account to developing your strategy, we provide a turn-key solution to securing your next client.

Get an in-depth look at our service deliverables:

Account profiling

Every business is different when it comes to why they invest in working with an account-based marketing company. For example, you may want to target a specific account, like a current client. Or, you’re looking to use account-based marketing to improve your company’s acquisition strategy and client value.

No matter why you’re investing, our account-based marketing services include account profiling. With account profiling, your dedicated account manager takes an in-depth look at your business. Using our research, we can create an ideal customer profile (ICP) for your company.

Employee count

Customer base size

Annual revenue

Industry

Technology

Geography

Budget

Once you have an ICP, we can streamline the process of evaluating and valuing potential accounts. This expedited process makes choosing targeted accounts easy. You know the potential value of the account, as well as its similarities with your ICP, which helps you decide about pursuing it with ABM marketing.

Target account analysis

Following your ICP, as well as approval for a target account, your dedicated account manager begins the process of analyzing that account. This step is critical because it provides the foundation to your account-based marketing strategy.

As a part of their research, your dedicated account manager investigates the following features:

Number of key decision-makers

Company size

Company requirements for services or products

Company budget

This research provides your dedicated account manager with several helpful pieces of data. For example, they can determine how many decision-makers you need to convert, as well as the location of those decision-makers in the buying funnel.

All this information plays a direct role in your strategy.

Competitor evaluation

Before your dedicated account manager creates your account-based marketing plan, they look at your competitors. With this step, your account manager can determine which businesses are also competing for your account. They can also see what strategies your competitors use in their campaigns.

With our competitor analyses, we like to look at the following factors:

1. Budget

2. Strategy

3. Management (outsourced or in-house)

Understanding the budgets, plans, and management approach of your competition can help your account manager and business develop a competitive and effective campaign for reaching and converting a target account.

Even better, a competitor evaluation reveals the strengths and weaknesses of your competitor. With our award-winning team, you can target those weaknesses and incorporate those strengths into your strategy.

Strategy deveopment

Next, your dedicated account manager starts outlining your account-based marketing campaign. With their research, they can develop a strategy that captures not only your brand but also the attention of key decision-makers at your target account.

During this stage, your dedicated account manager references their research, as well as discussions with your team. They review your brand standards, product or services features, and preferences to build a strategy that adheres to your guidelines and goals.

When creating your strategy, your dedicated account manager aims to answer five questions:

1. What questions do we need to answer for company decision-makers?

2. Which channels, like search or social, can help us reach company decision-makers?

3. What short- and long-term goals do we want to accomplish?

4. How much should we spend on each channel?

5. How can we target decision-makers in different stages of the buying funnel?

While this process can take time, you can trust your account manager to provide a fast turnaround. As an extension of your team, they understand how valuable this account is to your business. They prepare your strategy and help your company launch it without delay.

Campaign optimization

Once your dedicated account manager launches your campaign, they start the process of optimizing it. With optimization, your dedicated account manager looks for areas of improvement. These areas can have a direct impact on your strategy, as well as your bottom line.

As an example, if your account-based marketing strategy includes a social media advertising campaign, your account manager may have a few suggestions after the first month. For instance, they may recommend revising ad copy, updating ad images, or refining ad targeting to get better results.

While some businesses look at optimization as a sign of failure, it’s not. With optimization, you can improve your strategy, as well as leverage additional data. In the above example, for instance, you gain a better understanding of your audience when it comes to targeting.

If you don’t optimize your campaign, you’re giving away accounts to competitors that do.

Routine reporting

With all our services, from account-based marketing to voice search optimization, we provide your team with regular monthly reporting. Depending on your business, preference, and service package, you may receive reports on a weekly, rather than monthly, basis.

While you can access a significant amount of campaign data via MarketingCloud, our client-exclusive marketing software suite, your routine account-based marketing consulting check-in with your dedicated account manager provides additional insight into your campaign.

For example, your manager may discuss which aspects of your campaign work well. They may also highlight areas of improvement, providing action-based (and data-backed) recommendations for increasing the performance and results of these areas.

When you chat with your dedicated account manager, it’s also an opportunity to ask questions. If you’re unsure about a specific strategy, term, or tool, feel free to ask your account manager about it. You can also message your dedicated account manager with questions too.

As your partner, it’s essential for us to provide all the information you need. Whether you have a simple or complex question, we’re always ready to share our knowledge and offer advice. That’s why more than 90 percent of our clients stay with us.

Our ABM technology partners

For your account-based marketing strategy to succeed, you need some of the industry’s best technology. That’s why Tech Sailor not only uses one of the most advanced artificial intelligence and machine learning applications available but also developed a proprietary (and exclusive) marketing suite for clients.

Partner with Tech Sailor and your business can leverage the following technologies:

MARKETINGCLOUD

MarketingCloud, developed by Tech Sailor, provides your company access to one of the best marketing software suites in the industry. This program package comes with more than 10 different tools. We’ve created each to meet a specific need, as well as resolve common challenges with marketing.

Below, you can view a complete list of the tools available in MarketingCloud:

1. CallTracker, for tracking calls, viewing call transcriptions, and more.

2. CompanyTracker, for monitoring the actions of potential client businesses visiting your site.

3. CompetitorSpy, for assessing the performance and strategy of your top competitors.

4. ContentAnalytics, for analyzing the value of current and future website content.

5. CPLdashboard, for calculating your lead generation costs with unparalleled accuracy.

6. LeadManager, for managing high-value leads and tracking their journey to purchase.

7. LeadNurture, for automating lead nurturing processes with precision and personalization.

8. Personalize, for creating personalized experiences for high-value audience members.

9. PredictionGenius, for predicting the performance of content in search results.

10. ReviewBoost, for compiling and assessing online company reviews.

11. VisitorRecorder, for evaluating how users interact with your website.

From sharing transparent reports with company decision-makers to tracking competitor moves, MarketingCloud offers everything you want from a marketing software. Plus, it’s accessible via desktop and mobile, allowing you to access your data on-the-go.

IBM WATSON

Developed by IBM, IBM Watson is one of the most advanced artificial intelligence and machine learning software applications available. That’s why IBM Watson powers MarketingCloud. With the power of IBM Watson, our team can evaluate and assess a massive amount of data in a short amount of time.

We amplify the uses and benefits of IBM Watson, however. With more than 20 years of history, we have access to a significant amount of proprietary data from across industries. By analyzing this data, we can provide accurate recommendations for your strategy.

For many account-based marketing agencies, this feature is hard to match. Many don’t have access to the industry-specific data we do. These companies have to make assumptions when it comes to your campaign, which can jeopardize your results.

In comparison, we back all our decisions with industry-specific data, providing you with a high-performing strategy. With IBM Watson, you make ABM marketing smarter.

MYEMAIL

As a Tech Sailor client, you also gain access to our exclusive email marketing software: MyEmail. With this application, your dedicated account manager can not only create, design, and send your email campaign but also measure its performance.

For your business, it’s a turn-key solution to email marketing.

Developing MyEmail allows us to provide consistent pricing for our services too. Unlike many other agencies, which must raise their prices in coordination with software providers, we have complete control over our rates.

The competitive edge of Tech Sailor account-based marketing services

Companies across the world choose our account-based marketing services. Whether you’re looking to acquire a high-value account or earn the continued loyalty of a current client, you can count on our talented team to achieve your goals.

Get insight into why businesses trust Tech Sailor by browsing our competitive advantages:

Experience

With more than 20 years of experience, we’re one of the most experienced account-based marketing agencies in the industry. Our decades of history demonstrate the ability of our company and our team to adapt to changes in the digital marketing sector, as well as succeed in an evolving marketplace.

Our extensive experience also allows us to collaborate with businesses from a variety of backgrounds. Whether your company operates in a technical or non-technical market, we can develop a strategy that succeeds. Plus, we can partner you with a dedicated account manager familiar with your sector.

Technology

For account-based marketing services, technology is essential.

At Tech Sailor, we provide your business access to a premier marketing software suite, MarketingCloud. With the features of MarketingCloud, plus the power of IBM Watson, your company can compete and secure those valuable accounts.

The best part is your business can take a hands-off approach to our tech suite. You can trust your account manager, for example, to leverage the benefits of MarketingCloud, MyEmail, and IBM Watson for you.

This setup allows you to focus on what matters in your day-to-day. It also supports our commitment to providing our clients with a seamless and effortless experience. Unlike other agencies, we work as an extension of your team, helping your business achieve its short- and long-term goals.

Talent

Choose Tech Sailor as your partner, and you gain immediate access to more than 200 talented digital marketing specialists. While you will have a dedicated account manager, you will also benefit from the expertise of our expansive team.

Providing your business with a dedicated account manager is a distinct advantage of Tech Sailor. Many account-based marketing agencies shuffle customers between staff members. Every time you call, you need to reintroduce yourself, discuss the same topics, and leave the call frustrated.

That doesn’t happen with Tech Sailor clients.

You have a dedicated account manager that knows not only your business but also your name. They understand your goals and know your campaign better than anyone. With our low employee turnover rates, you can count on building a long-term relationship with your account manager too.

As a full-service web marketing agency, we also feature several additional teams, including:

1. Development

2. Design

3. Copywriting

With our team, your business can count on Tech Sailor to take care of every aspect of your campaign. For example, if your account-based marketing strategy includes a pay-per-click (PPC) campaign, our team can create the ad copy, design the landing page, and more.

If you want a seamless, hassle-free experience, Tech Sailor is the best account-based marketing agency for your business. We provide the talent, technology, and service your business wants and needs for ABM marketing.

Results

At Tech Sailor, we’re a different breed of agency. While many account-based marketing companies shy away from sharing their numbers, we’re happy to publish them. For example, in the past five years, we’ve generated more than $2.4 billion in revenue for our clients.

In the past five years, we’ve also helped our clients earn:

1. More than 6.2 million leads

2. More than 4.1 million phone calls

3. More than 11.5 million transactions

We’ve done more than generate revenue, leads, and sales for our clients, though.

With our custom, data-backed strategies, we’ve helped our clients grow their businesses. From expanding into new areas to launching new services to hiring new team members, we’ve provided our clients with real, tangible growth. Plus, we’ve helped them achieve some of their most ambitious goals.

Tech Sailor can do the same for your business with our account-based marketing services.