Who employs account-based marketing and what for it is basically using?

Account-based marketing approaches typically benefit the information technology industry the most. Purchasing decisions surrounding computing and telecommunications systems require extensive research, planning, and cooperation, causing businesses to develop comprehensive contracts with each other.

Other types of companies who gain advantages from this approach include:

·         Chemical companies

·         Engineering and construction companies (which often market to government agencies)

·         NGOs (non-governmental organizations) engaged in social and economic development

 Use Account-Based Marketing?

·            Businesses look to existing suppliers to offer innovations; on average, decision-makers expect to be contacted five times a year about new services

·            Seventy-eight percent of decision-makers agree that marketing approaches made by new suppliers are poorly targeted

·        Eighty-one percent of them are more likely to read a communication containing personalized content

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Source

http://www.marketing-schools.org/types-of-marketing/account-based-marketing.html

ABM works best for B2B companies that sell to:

Situation A: a few large, key accounts, or

Situation B: accounts of a certain size in a specific industry.

If you’re targeting Fortune 500s to 1000s, for example, ABM can help you unlock the full potential of each target account and effectively double or triple your client base. Who wouldn’t want that?

Great candidates for ABM also include companies with ineffective sales models:

82% sell with direct sales force

13% with inside sales

4% with third-party channels

If your advertising isn’t working, or if you feel like sales is always complaining about a lack of alignment with marketing, maybe it’s time to try something new. ABM can help you accurately measure marketing ROI, button up marketing-to-sales alignment, and reduce or maintain the size of the sales force you need.

The Clear Benefits of ABM,

Of course, none of this is convincing unless account-based marketing boasts clear and observable benefits,

1) ROI is Much clearer

2) There's less waste and less risk

3) Clients like it because its personal

4) Goal setting and analytics are easieer

5) Sales alignment is much easier

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