Our ABM Process

ABM starts by identifying everyone within an organization influencing or directing a buying decision. A buyers coalition is assembled, stakeholder interests are chronicled, champions are identified, and awareness is created. Eventually, these efforts create momentum for a closing process. 

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ABM Campaign Expectations

ABM campaigns require time and effort. The first few months are likely to be committed to mapping the organization. From there, it generally takes several months to create awareness and move a buyer coalition to the point of serious consideration. This process may be longer or shorter, depending on market dynamics. During the ABM process, custom reporting keeps you up to date and in the know. 

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ABM Campaign Costs

Because of the cost and time involved, before committing to an ABM approach, companies should consider broader market solutions. Only those with clarity about Product Market Fit should utilize an ABM model. For companies unsure of target audience, our Lead Generation or Sales Playbook services may be more appropriate.

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ABM Campaign Considerations

If a company is able to follow a broader market approach, it typically should. Also, products and services without a clear and proven Product Market Fit aren't generally mature enough to sustain an effective ABM model. ​​​​​​​​​​​​