Algocentric Digital Consultancy’s Post

The Ultimate ABM Account Plan Template for B2B Success

Great overview on what B2B demand generation actually represents. Brand awareness, demand generation, and lead generation each serve essential and distinct purposes in the customer acquisition process. #demandgeneration #effectivemarketing #salessuccess

For a long time in #B2B marketing, lead generation and new-account acquisition have been the top priority for marketers. But, at last, B2B marketers are beginning to grasp the importance of lead nurturing and customer retention strategies. What content do you produce with current customers in mind? Read the best #retentionmarketing strategies for #B2B >> https://lnkd.in/gnr8d_R7 

🚀 B2B Revenue Creation Canvas — The ABM SAM Priority Heat Map 🚀 💡 Accounts First as a GTM Strategy The essence of B2B SaaS marketing is managing a 'portfolio of investments' designed to optimize the total return over time. ABM (the broad definition) is not just a strategy; it's a powerful motion that enables you to target the right accounts with the right message at the right time (thanks to Peppers & Rogers, circa 1993). One path to unlocking this power is a two-dimensional segmentation using ICP Fit and Buying Stage. 🔨 Create Core ABM Segments Using a 2X2 Matrix Start with a SAM (Serviceable Available Market), which represents the portion of the total market that your product or service can realistically serve based on your current product and GTM capabilities. Model your best and most profitable customers using a customer look-alike model, a technique that identifies the most relevant attributes of your existing best customers. Score your SAM based on profile fit and potential value, placing them into tiers. Use observed 1st and 3rd-party intent signals, which are indications of a potential customer's interest or readiness to buy using data from your CRM, website, social media, and external providers, to predict where each account is in the buying journey — from Unaware to Customer. Check out the visual below for a representation of the core SAM segments. ⚙️Activating the Core Segments Once you have your core segments, align your investment, channels, tactics, and messaging within each segment. Higher-tier accounts in advanced buying stages warrant concentrated, more personalized, high-touch engagements. Conversely, Low-Fit accounts and those in earlier Buying Stages warrant little or no investment. By strategically segmenting your SAM, you can focus your resources on the accounts most likely to convert and drive the highest value over time for your business. 🏆 Pro Tip #1 – Leverage an ABM Platform to Help The good news is that there are now a few solid ABM technology options for small- to mid-size companies. They are less complex and less costly but still have excellent capabilities. If that sounds interesting, check out BambooBox. They're one of the best teams I’ve worked with and are currently offering favorable terms for early customers in the US. 💬 Let's Discuss ➡ How are you segmenting your SAM for optimal ABM results? ➡ Are your segments being fully operationalized in your MAP, CRM, and sales activities? ➡ What challenges do you see with the approach? ——— 👍 Like this? 🤔 Comment to share your thoughts ♻  Repost to share with your network #abm #b2bmarketing #saasgtm #gtmstrategy #b2b #gtmalignment #pointbreakgtm Notice of Disclosure: This post is part of a collaboration with BambooBox to share insights and information about ABM for SaaS startup and scale-up companies.

Strategic Account Marketing vs Tactical Demand Gen in B2B : Isn't it more like Friendzone vs. Fast Food ? While Strategic Account Marketing (SAM) is like slow-cooking a romantic dinner at home. You put in the time, understand your partner's (customer's) tastes, and aim for a long-term relationship (account growth).Tactical Demand Generation (TDM), on the other hand, is more like swiping right on dating apps. It's quick, targeted messaging to generate immediate leads (think "add to cart!"). It satisfies a craving, but won't win you a spouse (loyal customer). hers how they compare, casually speaking : ++ Approach: SAM takes you wining and dining, understanding your date's (customer's) life. TDM throws pick-up lines (targeted ads) to see who sticks. ++ Roadmap: SAM is a long-term play, planning epic dates (campaigns) to build a connection. TDM is like a one-night stand (lead gen) - gotta be adaptable. ++ Intelligence: SAM remembers your date's (customer's) favorite movie (needs). TDM uses fancy algorithms to find people who might be DTF (down to buy). ++ Inclusion: SAM involves your best friend (sales team) to help you score. TDM is all about those dating apps (marketing automation). ++ Execution: SAM is about building trust with sweet gestures (multi-touch campaigns). TDM is all about conversion rates (getting that number). ++ Measurement: SAM tracks how happy your date is (account health). TDM counts how many dates you get (leads generated). My takeaway? You need both! SAM sets the stage for long-term love (profitable accounts). TDM gets you those initial dates (leads). Together, they create a B2B marketing life that's more exciting than just Netflix and chill (basic marketing tactics). Insights and suggestions welcome !!! #ABM #demandgeneration #b2bmarketing #SAM #strategicaccountmarketing #accountbasedmarketing #clientcentricity #marketing #strategy #mesurement #inclusion #selling

With PLG, any "pipeline distribution problems" in sales-led situations are really reframed around user activity and product interaction disparities, which in turn significantly influence growth metrics. So how do you wrap your brain around this? First, you have to understand uneven distributions in PLG, which means: 1. Territorial Inequalities Do Not Apply: Unlike sales territories, PLG doesn’t worry about geographic or account-based distribution. However, disparities can still arise in user engagement across different product features or user segments. For e.g., one feature might attract more engagement leading to higher conversion opportunities, which could skew resource allocation if not managed properly. 2. Lead Distribution Isn't Random: In PLG, 'leads' are users who engage with the product. While marketing can't control where each user comes from or how they use the product initially, they can influence ongoing engagement through targeted campaigns, educational content, and product optimizations that encourage deeper interaction. 3. Experience Levels in Users: Similar to how tenured sales reps might have more opportunities, experienced users or those who have been active longer might engage more deeply with the product, creating more opportunities for upselling and cross-selling. 4. Activity Levels Across Users: Users who are more active and engage with various product features tend to convert at higher rates. These high-activity users represent a richer part of the pipeline and require different engagement strategies compared to users who interact less frequently. So when you're analyzing pipeline health, PLG metrics might look at active users per product feature or conversion rates by user segment. A chart showing user engagement levels across different features can highlight where the product is successful in converting users and where it may be lacking. For e.g., Imagine a histogram that plots user engagement levels across different features. This visualization can reveal which features are underperforming and may require enhancement or more targeted user education. This then preps you to address these lead distribution issues by: 1. Enhancing User Engagement: Direct efforts to increase user interaction where it is lagging, possibly through personalized onboarding experiences or by improving feature discoverability/usability. 2. Optimizing Resource Allocation: Instead of cutting down on user segments, optimize resources to support underperforming areas or increase support for high-engagement features that promise higher conversion rates. 3. Redistributing Engagement Opportunities: Instead of taking opportunities away, as in sales models, the focus in PLG is on creating more engagement opportunities by enhancing product features or user experiences that are lagging. This is what's necessary to address disparities in user engagement and also align with the core objectives of PLG to drive growth organically through product.

Ever wondered why your B2B marketing strategy feels like it's missing a beat? The secret might just lie in the art of retention marketing. As the digital landscape evolves, so too does the playbook for keeping your customers engaged and loyal. Dive into the nuances of B2B retention marketing with insights that could redefine your approach to business growth. In a world where buying behaviours are increasingly shifting online, the importance of customer retention in the B2B sector has never been more pronounced. Unlike the B2C world, where discounts and perks might reign supreme, B2B retention is all about delivering core business excellence and meeting the complex needs of business buyers. Recent trends, accelerated by the pandemic and the rise of SaaS businesses, have pivoted the focus from mere acquisition to nurturing and retaining existing customers. This article delves into seven key tactics for B2B retention marketing, from exceeding customer expectations to leveraging loyalty programs, all aimed at driving profit growth and maximizing shareholder value. For those keen on staying ahead in the digital marketing game, understanding these strategies is not just beneficial; it's essential. Dive deeper into the article to explore how your business can thrive by focusing on retention. Happy Saturday! #B2BMarketing #CustomerRetention #DigitalMarketingStrategy Casey Jones

What is the b2b business benefit of "workflows"? My team and I recently returned from 6sense Breakthrough, 6s are doubling down on 'Workflow' in their product, an exciting development. Why exciting? One product enhancement example we heard was Audience workflows, in beta - what it sounds like it will do is automate tasks and improve efficiency to trigger actions like: 1. Add contacts to conversational email campaigns. 2. Purchase missing contacts. 3. Launch targeted advertising for an omni channel outreach But what are the business benefits of workflows to leaders, not end users? 1️⃣ 𝐓𝐢𝐦𝐞 𝐒𝐚𝐯𝐢𝐧𝐠𝐬 𝐚𝐧𝐝 𝐈𝐧𝐜𝐫𝐞𝐚𝐬𝐞𝐝 𝐄𝐟𝐟𝐢𝐜𝐢𝐞𝐧𝐜𝐲: Do more with less. By automating repetitive and time-consuming tasks, workflows free up valuable time for marketing and sales teams. Instead of manually updating records, cleaning data, or creating segments, teams can leverage workflows to handle these tasks automatically, allowing them to focus on more strategic initiatives like customer engagement and pipeline development. 2️⃣ 𝐄𝐧𝐡𝐚𝐧𝐜𝐞𝐝 𝐓𝐚𝐫𝐠𝐞𝐭𝐢𝐧𝐠 𝐚𝐧𝐝 𝐏𝐞𝐫𝐬𝐨𝐧𝐚𝐥𝐢𝐳𝐚𝐭𝐢𝐨𝐧 𝐟𝐨𝐫 𝐌𝐨𝐫𝐞 𝐄𝐟𝐟𝐞𝐜𝐭𝐢𝐯𝐞 𝐎𝐮𝐭𝐫𝐞𝐚𝐜𝐡: Help conversion. Workflows can leverage 6s's predictive models and real-time intelligence to identify high-intent accounts and contacts. This allows marketing and sales teams to create highly targeted segments and personalize their outreach efforts. For example, workflows can automatically identify accounts that are showing buying signals and enrich their records with relevant information, such as job titles, industry data, and recent online behavior. This granular level of targeting helps ensure that marketing messages resonate with the intended audience, leading to increased engagement and conversion rates. 3️⃣ 𝐈𝐦𝐩𝐫𝐨𝐯𝐞𝐝 𝐒𝐚𝐥𝐞𝐬 𝐚𝐧𝐝 𝐌𝐚𝐫𝐤𝐞𝐭𝐢𝐧𝐠 𝐀𝐥𝐢𝐠𝐧𝐦𝐞𝐧𝐭 𝐟𝐨𝐫 𝐚 𝐔𝐧𝐢𝐟𝐢𝐞𝐝 𝐀𝐩𝐩𝐫𝐨𝐚𝐜𝐡: The holy grail. Provide both teams with access to shared data, insights, and performance metrics to improve alignment. For instance, a workflow can automatically notify sales reps or SDRs when an account reaches a specific buying stage or shows a surge in intent signals. This real-time information flow keeps both teams informed and aligned, allowing them to collaborate more effectively and ensure a seamless lead handoff process. We'll be doing a more comprehensive look at their 6s roadmap and sharing with our clients and prospective clients who were not able to attend. If you want a quick preview, join our LinkedIn live today at 8aPT/11aET to hear more on this and other recent conferences we attended. ---------- 👀 Struggling with 2025 growth in ABM, ABX, or lead motions? Credible Pipeline matters in this environment. We at B2B Fusion enhance pipeline visibility by optimizing your data and processes so you can make the right investment decisions. DM to learn more.

With Account-Based Marketing (ABM) transforming B2B growth by prioritizing high-value accounts, how can you measure its true impact? 🔍 Focus on these key ABM metrics: 🔹 Account Engagement Score – Understand how your content resonates. 🔹 Pipeline Velocity – Track how fast accounts move through the funnel. 🔹 Account Coverage – Ensure you're building relationships with all key stakeholders. 🔹 Revenue Per Account – See the value ABM brings to your bottom line. 🔹 Customer Lifetime Value (CLV) – Measure long-term success with key accounts. Dive into the details on how to make your strategy work for you in our latest blog 👉 https://lnkd.in/e6jpqpuu #ABM #AccountBasedMarketing #B2BMarketing #MarketingMetrics #SlantedFrameDigital

Transform Your B2B Strategy: The ROI of Sales and Marketing Alignment. In the fast-evolving B2B landscape, aligning sales and marketing teams has shifted from being optional to essential for sustainable and predictable growth. Companies that have achieved this alignment report a 24% faster three-year revenue growth and a 27% faster profit growth, according to Heinz Marketing. But how can businesses attain this level of synergy? 1. Define Your Ideal Customer Together: A key step in alignment is reaching a consensus on the ideal customer profile, including firmographics, technographics, and psychographics. HubSpot’s success story exemplifies this approach. They crafted detailed buyer personas that both their sales and marketing teams strictly follow, ensuring consistency in targeting the right audience across all channels. 2. Unified Personas and Messaging: Tailoring messaging for the buying committee is crucial. Adobe’s strategy is noteworthy—they developed role-specific messaging for decision-makers like the CMO and IT manager, ensuring their campaigns resonate across the board. 3. Establish a Central Content Hub: A centralized content repository prevents the sales team from scrambling for relevant materials. Slack’s internal content hub is a prime example, giving sales reps timely access to the resources they need, which has significantly bolstered their sales efforts. 4. Align on Shared Metrics: True alignment requires shared KPIs. Both teams should be accountable for metrics that reflect their collective efforts. LinkedIn’s “Revenue Operations” model exemplifies this by integrating sales and marketing under a unified set of revenue-based KPIs, improving collaboration and efficiency. 5. Regular Sync-Ups: Frequent meetings are vital for tracking progress and adjusting strategies. At Microsoft, sales and marketing teams regularly discuss lead quality, campaign effectiveness, and emerging trends, ensuring they remain in sync and focused on common goals. 6. Clearly Define Roles and Responsibilities: To enhance collaboration, it’s crucial to establish clear roles and expectations. Salesforce’s cross-functional training programs, where employees learn each other’s roles, have fostered a more cohesive working environment. Real-World Impact: Cisco’s alignment of their sales and marketing teams led to a 20% reduction in sales cycle time and a 30% increase in lead conversion rates, all by ensuring both teams worked from a unified strategy with shared objectives. The Road Ahead: Achieving alignment may require a cultural shift, but the rewards like a robust, scalable revenue engine are well worth it. It’s time to break down silos and build a stronger pipeline together. #Marketing #Sales #B2BMarketing #Revenue #Growth #Business #Tech #Innovation #Advertisingandmarketing #India #AI #Startups #Creativity