Leverage tools and measure relevant metrics to optimize your campaigns
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Selecting the right tech stack for your ABM program
Enriching target account information and evaluating intent data
Implementing marketing journeys that integrate multiple engagement channels
Leveraging advertising platforms for increased reach and engagement
Gathering customer intelligence and website analytics
Relevant Metrics for Different Stages of the ABM Program
|Early Stage||Mid Stage||Late Stage|
|Website visits from target accounts||Program Success in each account||Number of Opportunities|
|New contacts in target accounts||Number of calls and meetings||First Touch Ratio|
|Engagement scores across each channel||Marketing Qualified Leads||Pipeline across target accounts|
Different Types of analytics for each target account
Coverage: Sufficient Data, Contacts and Plans for each account
Awareness: Are the target accounts aware about your company and solution
Engagement: Are members of the buying team engaging with you and is it increasing over time.
Program Reach: What is the impact of the Program. How much marketing effort is going to waste
Influence: What is the impact created in each account. What is the pipeline value, sales velocity and forecasts.