TEN STEPS TO ABM SUCCESS

Today, more customers than ever are shifting to digital. Even late adopters of the digital trend in 2019 are being forced to use digital in 2020. That means that organisations must prioritise their digital experiences. Digital strategies may involve both enhancing existing applications and building new digital interactions. In this new, fast-paced digital world, ensuring security, agility and extraordinary customer experiences are all critical. The way you choose to implement customer identity services like account set up, identity verification, secure customer authentication and a unified customer profile play a critical role in reducing abandonment rates, acquiring new customers, increasing product cross-sells and driving revenue.

80% of B2B customers will stop doing business with a vendor due to poor customer experience. It’s up to revenue teams to deliver exceptional experiences throughout the customer journey. From Marketing and Sales to Customer Success, revenue teams must differentiate their offerings from competitors’ by personalizing experiences to attract leads, convert prospects, and retain/grow customers. Motivated by these trends, revenue leaders are investigating innovative ways to meet customer expectations and boost ROI. In fact, 43% of digital leaders think AI will be “transformative” for their businesses.

We hear a lot about creating personalized experiences for buyers from a marketing perspective, but we often forget about how important it is for sales, too. Account-based selling is all about putting more energy into the accounts that give your company more revenue. Because who doesn’t want that? On May 19, we’re joining forces with 6sense to give you the simplified account-based framework your sales team needs.

If you’re wondering whether Account-Based Marketing (ABM) is just last year’s buzzword or if it’s here to stay, believe the hype! New market research the 2nd Annual ITSMA-ABM Leadership Alliance Benchmark Study documents how ABM is fast becoming a mainstay of B2B marketing, and how the value it provides continues to grow.