Customer marketing: The secret behind sustainable business growth

Steven macdonald | December 3, 2019

article image
Most companies spend the majority of their marketing budgets on acquiring new customers. But, if your new customers don’t stick around, you’ll be soon out of business. One growth strategy that works well for companies like Amazon and Apple is customer marketing. They use it to create brand advocates and build long-term relationships with their customers. Here, we explain what customer marketing is and how it differs from traditional marketing. We’ve also included 3 strategies to help you get started on your journey towards sustainable business growth.

Read more

Spotlight

Alias Partners

ALIAS helps B2B brands build customer curiosity, confidence & revenue through account-based marketing. There’s nothing like a complex B2B sales process to make agencies panic. At ALIAS, we appreciate the challenge and thrive on the results as much as the practice of getting there. We are a B2B demand creation agency obsessed with what it takes to be persuasive today, which is why our credo is all about Intentional Creative. The ABM conversation is often focussed on organisational alignment (we consult in this space) and the technical/tactical aspects of ABM (we execute in that space). But our craft lies in the ability to connect the two with creative purpose-built for ABM. And we successfully do so for some of the most influential technology companies on the planet.

OTHER ARTICLES

Aligning Account-Based Marketing and Account-Based Selling for a Better Customer Experience

Article | March 27, 2020

In today’s world of rapid-fire product release where – it’s been said – if your product is good someone will copy it, what sets one company apart from the next when everything else is equal? When product and price are virtually the same, how do you differentiate your product from the next company’s? The answer is simple and yet sometimes so elusive: customer experience. So, how can marketers and salespeople work together to improve the customer experience? Implementing account-based marketing (ABM), and tightly aligning marketing and sales, is the number one value marketers can bring to the customer experience today. ABM is the strategy of defining the target list of accounts that you want to approach, and creating the channels, messaging and content to communicate with them in a way that feels personalized. Rather than marketing and sales speaking to a persona, you go deeper and speak at the brand level and the individual level. According to a Forrester study on the state of ABM, “When it comes to business value, 37 percent of those responding say they can demonstrate tighter coordination between marketing and sales.”

Read More

The Benefits of ABM vs Standard Inbound Marketing

Article | March 2, 2020

The allure of Account Based Marketing (ABM) should be easy for anyone to understand. Conventional marketing techniques often operate based on a take-what-you-can-get approach, where content is created to appeal to a large audience and then dispersed far and wide with the hopes of reaching the most viable buyers possible. While this is an excellent way to increase brand presence and move large quantities of products, it doesn’t offer a great deal of control over who gets exposed to the content that you’ve made. If you’re looking for specificity when it comes to your marketing strategy targets, inbound marketing only has the capacity to work retroactively. It can be easy to drive traffic towards your website and then check whether your most desired client-type is present within that large audience, but this approach offers little indication as to when your most desirable type of client is going to land on one of your pages.

Read More

Optimizing ABM with Influencer Marketing

Article | February 28, 2020

Marketers who practice ABM are seeing impressive results. A recent report from ITSMA and the ABM Leadership Alliance found that 73% of marketers plan to increase ABM budgets in the coming year, and 71% saw greater ROI compared to traditional marketing. Yet as much success as marketers are seeing with ABM, most are missing a crucial part of the strategy: Building trust through external influence. In his B2BMX presentation, Lee Odden observed that ABM marketers tend to focus on internal influence which members of the buying committee have a say in the purchase decision.

Read More

A 5 Step Journey to Launching an ABM Program

Article | February 27, 2020

While account-based marketing (ABM) has gained a lot of traction among B2B marketers, there isn’t much consensus in the industry around how to get started. We’re still seeing ABM strategies develop and mature, so the account-based playbook isn’t as clear or as widespread as the lead gen funnel was. That’s why in episode 2 of “Ask an ABM Expert”, Andrew Mahr, our Chief Customer Officer and host of the mini-series, tackles the five steps that we encourage practitioners to take when launching an ABM program. Andrew has helped launch thousands of successful ABM campaigns using this tried and true process, and today we’ll be diving into why each of these steps is foundational to fueling pipeline growth.

Read More

Spotlight

Alias Partners

ALIAS helps B2B brands build customer curiosity, confidence & revenue through account-based marketing. There’s nothing like a complex B2B sales process to make agencies panic. At ALIAS, we appreciate the challenge and thrive on the results as much as the practice of getting there. We are a B2B demand creation agency obsessed with what it takes to be persuasive today, which is why our credo is all about Intentional Creative. The ABM conversation is often focussed on organisational alignment (we consult in this space) and the technical/tactical aspects of ABM (we execute in that space). But our craft lies in the ability to connect the two with creative purpose-built for ABM. And we successfully do so for some of the most influential technology companies on the planet.

Events