5 Reasons Why Account-Based Marketing Gives Better ROI

Anusree Bhattacharya | July 23, 2021 | 110 views

ROI matters in B2B business. Account-based marketing has reached a significant tipping point and has become an investment that could pay off for the years to come. It is because B2B marketers are achieving substantial results with the help of ABM, and those who haven't started using it yet are planning to implement it.

And why not? This type of marketing harnesses the best marketing tactics for creating highly relevant campaigns that positively impact a B2B businesses’ bottom line. Forrester describes ABM as "a strategy by which marketing and sales cooperatively work to pursue, establish, and grow in long-term and engage in revenue-generating relationships with specific accounts." As a result, its study says that 71 percent of companies that invest in ABM report that their return on investment is fairly or significantly higher than traditional marketing programs it used before.

Now that the importance of account-based marketing has come into the picture while detailing the reasons why ABM gives a better ROI. It is decisive to know why you should get interested in ABM.

Importance of Account-Based Marketing

ABM is vital to your marketing strategy because it helps you create a more targeted and effective campaign.

In other words, it has the potential to fuel growth for years into your B2B business future and develop stronger relationships with customers who matter most in support of your business objectives.

Understand that ABM is more than social media advertising that incorporates traditional marketing methods such as direct mail and email marketing.

Similarly, marketing automation is yet another crucial part of ABM. When you automate your ABM, you get qualified leads and prospecting activities. This gives you a competitive advantage over other companies in your industry so that you can get an insight into what your competitors are up to. But, most importantly, you get a higher chance of getting the right prospect to what you offer.

In connection to this, here comes an important step to include—creating relevant content. It is because when it comes to ABM, relevance is all that matters. Your offers need to be tailored for qualified prospects, and not all noise will cut through the clutter anymore.

A recent Forrester Consulting study by LiveRamp surveyed 312 B2B marketers across six industries found that nearly all marketers said their businesses are committed to using ABM as a revenue-driving strategy in the present time. Similarly, most marketers also reported a high level of confidence by using a wide range of ABM capabilities.

Let’s deep dive into five reasons why ABM offers a better return on investment than more traditional methods.

Efficient Operations for Sales and Marketing

ABM users highlight its role in bringing sales and marketing closer to collaborate on developing and executing sales and marketing strategies. As per Bizible’s research, marketers are now 40 percent more likely to align their strategy with sales because of ABM's strategy.

By putting the teams together, sales and marketing can coordinate their outreach and ensure client engagement is conducted high-value and meaningful.

Meanwhile, marketers benefit from a streamlined approach that lets them discard a far-and-wide marketing strategy favoring carefully chosen prospects. With having a focus on selected targets rather than scattershot marketing campaigns, marketers can now focus on harmonizing and automating their digital marketing efforts, which makes them ready to work on next-generation demand-gen platforms with the help of AI and machine learning. In this way, they can orchestrate their campaigns and exponentially grow the ROI of your business. This ensures the right account prospects and results in the most significant ROI potential.

This automated marketing approach reduces the marketing team workload and saves staff precious time while preserving huge marketing dollars. Thus, more efficient spending and a higher threshold for returns will bring a significant ROI to your business.

Master in Multichannel

Amid the rush to digital marketing, which is gaining prominence in the current time, the most effective ABM strategy and programs create a balance of online and offline approaches, fully integrated across sales and marketing. In addition, account-based marketing automation saves marketers from making unnecessary costs, so they spend less on marketing while still getting results.

Forrester's survey says that the key strengths of dedicated measurement solutions by ABM are the improved ability to track engagement and optimize across online and offline channels. This is so marketers can manage the frequency of engagement as well as precisely determine attribution.

A Personalized Approach

Personalization makes ABM so appealing to clients. ABM has a way of turning attention to detail, so it immediately gets a client’s interest. To be true, the marketing and sales teams have to be competent in conducting in-depth research of potential leads. When it’s done accurately, they will target clients based on their likelihood of converting, then develop personalized offers to get good results. For this, you have to keep a separate ROI of account-based marketing at the same level.

When you have such a narrow focus, you get a chance to communicate with the specific prospect and craft a better offer for them. By providing a personalized approach, you have a high chance to see increased ROI of your business.

Manage, Monitor Data Governance and Privacy

Maintaining the privacy of prospect data is crucial for B2B organizations. In today’s time, where the lines between B2B and B2C marketing are increasingly blurred, applying strict governance policies over the use of prospect data is a must. In addition, people expect brands to respect privacy preferences and actively work to build trust.

Every dollar counts in a crisis. But almost one-third of marketing professionals are still planning to increase their investments towards ABM in the next calendar year. Moreover, decision-makers expect those investments in digital to yield substantial business benefits; the pressure to deliver is higher than ever. So, to have an actual ROI of account-based marketing is equally crucial to enjoying a significant revenue of your business.

ABM Encourages to Measure Performance

By integrating ABM strategy and account-based marketing automation, marketers can identify and reinforce the most effective strategies to measure the performance of marketing efforts that exclusively depends on ROI generation. It’s easy to measure acumens when you have highly focused accounts and well-sorted campaigns. You need to perceive what content approach gains traction and what attempts fail to succeed.

In a nutshell, when the businesses are identified, an account-based approach will offer precisely what a business needs; this will help your business gain maximum ROI.

So, plan now for an account-centric marketing future. Your team can accelerate deliver strong business ROI out of account-based marketing automation programs by considering a cross-channel B2B business solution that can help fill capability gaps and evidently prove the worth of your ABM marketing efforts.

Frequently Asked Questions

How effective is ABM for generating ROI?

When it comes to increasing the ROI of business, ABM helps drastically. It aligns sales and marketing teams to work together, which generates a positive ROI and increases revenue. In this, 60% of companies that use ABM experienced a revenue increase of at least 10% within a year, while one out of five companies experienced a 30% and more rise in revenue.

What is a good ROI percentage for ABM?

A good ROI percentage for ABM stands at 5:1, which is considered the middle of the curve.  A ratio over 5:1 is considered robust for most businesses, whereas a 10:1 ratio is exceptional.

What are the top 3 reasons to choose ABM marketing?

The top three reasons are:
  • To reach the right prospect that matters according to business
  • To gain a competitive advantage
  • ABM shortens long sales cycles

Spotlight

Prudent Pedal

Prudent Pedal is a Chicago-based management consultancy that helps B2B firms transform marketing to set smart growth strategies in motion. We build the processes, tools, metrics, people, and learning culture to deliver exceptional performance and growth with purpose. We do this by - Transcending the organizational and cultural roadblocks to growth inherent in most professional services firms.

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Why Should Tech and Demand Gen Only Support ABM, Not Drive It?

Article | July 7, 2022

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Prudent Pedal is a Chicago-based management consultancy that helps B2B firms transform marketing to set smart growth strategies in motion. We build the processes, tools, metrics, people, and learning culture to deliver exceptional performance and growth with purpose. We do this by - Transcending the organizational and cultural roadblocks to growth inherent in most professional services firms.

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LeanData, the modern revenue orchestration platform for today's growth leaders, today announced winners of the 2022 OpsStars Awards, the industry's first awards program designed to celebrate operations leaders forging new paths to revenue growth in B2B. Now in its fourth year, the OpsStars Awards recognize the strategic contribution, innovation and impact of revenue leaders within the global operations community. "Operations has always been the backbone of go-to-market strategy, execution and ultimately revenue growth. But within recent years, this strategic and mission-critical function has truly emerged as the superhero of the modern revenue engine," said Evan Liang, CEO of LeanData. "Operations has always been the backbone of go-to-market strategy, execution and ultimately revenue growth. But within recent years, this strategic and mission-critical function has truly emerged as the superhero of the modern revenue engine," said Evan Liang, CEO of LeanData. "We're pleased to shine a light on the leading innovators in operations, whether they're early in their careers or veterans in the field. Congratulations to all those who shared their impressive success stories this year." Winners of the 2022 OpsStars Awards are: Account-Based Program of the Year Winner: Expedient Buyer Experience Impact Award Winner: Shopify Digital Transformation Award Winner: Saviynt Go-To-Market Agility Powered by Operational Excellence Winner: Maxio Lead Management Program Transformation of the Year (Emerging Enterprise) Winner: Everbridge Lead Management Program Transformation of the Year (Large Enterprise) Winner: Dell Technologies Most Cutting-Edge Ops Program of the Year Winner: Similarweb OpsStar of the Year Winner: Travis Henry, Director of Sales Development Operations and Enablement, Snowflake Since its inception, OpsStars has established itself as the definitive community and conference for operations professionals, bringing together thousands of B2B sales, marketing, customer and revenue operations leaders into one place for sharing best practices, career development and networking. The OpsStars Awards are a natural extension of this community, recognizing both the increasingly strategic role operations professionals play in driving revenue as well as the ground-breaking innovations many of these leaders are driving in their own organizations. Held alongside Salesforce's Dreamforce event, the seventh-annual OpsStars 2022 conference will take place September 21-22 at The San Francisco Mint in San Francisco, Calif. To register, visit www.ops-stars.com About LeanData Today's growth leaders are powering their B2B selling with LeanData, the gold standard in modern revenue orchestration and an essential element of the modern RevTech stack. The LeanData Revenue Orchestration Platform, powered by No-Code Automation, simplifies and accelerates coordination of all the plays, people and processes needed to transform buyer signals into buying decisions. LeanData is inspiring a global movement among its 800+ customers and community of 5000+ OpsStars worldwide, empowering them with revenue operations excellence that translates into compelling buyer experiences and competitive advantage. See www.leandata.com.

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RollWorks, the account-based marketing (ABM) platform and division of NextRoll, today made it even easier for anyone to start their ABM journey. In partnership with Bombora and Sendoso, the company launched the RollWorks ABM Play Generator, an intuitive but easy to use, free tool that gives anyone actionable ABM plays, personalized for their individual business goals. By answering five simple questions such as "What Primary Impact are you Looking to Make with ABM?," anyone can receive an instant custom ABM play with easy steps to put into action immediately. They will also receive a copy, a recommended bonus play, and marketer-to-marketer video walk through. The ABM Play Generator is ideal for B2B marketing professionals at companies with more than 20 employees, and those in SaaS or professional services organizations. "Whether you're just getting started with ABM or looking for some fresh ideas to add to your current ABM programs, there is no one-size-fits all approach to ABM. The new RollWorks ABM Play Generator is a clever, super easy to use tool that gives any business an immediately actionable ABM play based on your unique circumstances," said Jodi Cerretani, VP of Revenue Marketing, RollWorks. All RollWorks ABM Play Generator plays include steps to engage target audiences, calls to action, suggested channels, measurement, and pro tips, and are rated according to play cost, difficulty to execute, and outcome. Snapshot of popular plays: The ABMifier: Fire Up Your 1: Many Channels: Ideal for B2B professionals who may experience flat pipelines despite incoming leads, the feeling of being ignored when passing leads to Sales, and needing more leads. The Pipeline Cruncher: Action In-Market Accounts to Fill Demand Gap: For these marketers who need to hit their pipeline goals, this play recommends to: Start with your high-fit accounts; segment your high-fit, high engagers; identify key personas in high-fit, highly-engaged accounts; and examine trends based on latest activity data. The Quality Qualifier: Nurture "Fit" Accounts to Pass Off Sales-Ready Accounts: For professionals who may use account scoring that may not be specific enough or ensure quality MQAs, need more MQA handoff opps from Sales, need to go beyond lead scoring's opted-in leads to show the entire potential of unknown buyers at an account. "The RollWorks ABM Play Generator is a creative tool to help account-based marketers build a play relevant to their business and the impact they're looking to make with ABM. It provides useful tips and recommended actions that are easy to understand for marketers just beginning their ABM journey." – Marissa Carter, Demand Marketing Manager, Bombora "The RollWorks ABM Play Generator is a creative tool to help account-based marketers build a play relevant to their business and the impact they're looking to make with ABM. It provides useful tips and recommended actions that are easy to understand for marketers just beginning their ABM journey." – Marissa Carter, Demand Marketing Manager, Bombora "Sendoso is really excited to partner with RollWorks on the ABM Play Generator. It's a fantastic tool to get real and actionable ABM recommendations that you can put to work immediately to help hit your H2 pipeline goals." – Mollie Leon, Senior Demand Generation Manager, Sendoso Learn more and get your free, customized ABM play today. About RollWorks RollWorks, a division of NextRoll, offers ambitious B2B companies an account-based platform to align their marketing and sales teams and confidently grow revenue. Powered by proprietary data and machine learning, RollWorks' solutions address the needs of organizations large and small — from those with best-in-class ABM programs to those just beginning their exploration. By empowering teams to identify their target accounts and key buyers, reach those accounts across multiple channels, and measure program effectiveness in their system-of-record, RollWorks is an indispensable platform for marketers and sellers who believe that an account-based approach is just good business. To learn more visit www.rollworks.com.

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ABM ACCOUNTS

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