A rebrand, website redesign and PR program increase contact form fills by 532% while differentiating edtech provider in crowded space
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In the first of this three-part blog post series derived from the conversations at our annual “Marketing Madness” event in March, we’ll discuss the rising popularity of account-based marketing (ABM) and how B2B marketers can utilize personalized, targeted content to increase ROI.
Account-based marketing starts with highly relevant content for a select few prospects
Unlike inbound B2B marketing, ABM addresses the specific pain points of individual business accounts. “Rather than deploying a spray-and-pray kind of marketing, you say ‘here are the people I want to touch’ and figure out how to talk to them specifically,” says Will Wiegler, SVP & CMO of SpringCM. ABM can also be considered a ‘zero-waste’ approach to marketing — you only target prospects who are most likely to buy your product in the near future.
Lisa Agona, CMO of Ensono, suggests prospects are more receptive to ABM content because they only receive a handful of marketing materials and each content asset is personalized. But personalization also poses a unique challenge to marketers tasked with developing customized content for highly segmented audiences. Customers don’t want to hear how your solution is great or why it works for someone else — they want to know how you’re going to solve their problems. As Communications Director Adam Beeson from G2 Crowd puts it: “It’s not about us. It’s about them.”
Prospects want marketing content that speaks directly to their challenges and shows how your solution or service will bring added value to their lives. Showpad, for example, splits its target accounts into 10 key stakeholders to deepen its understanding of the types of content that will appeal to different buyers. G2 Crowd tailors content to the unique needs of a specific decision maker, e.g., the CEO or CMO of a company. While a CEO might prefer shorter content because her time is scarce, a CMO in the learning phase of the process might prefer long-form content with plenty of examples.
5 steps to develop and implement an effective ABM campaign
Once you’ve decided to go all-in on ABM, you need to develop a roadmap for converting ABM into real-world outcomes. From segmenting your target audience to tailoring content based on personas, here are five steps to help you get started on your ABM campaign:
Personalized content fuels ABM campaigns, but your ABM strategy shouldn’t end there. Instead of publishing low-quality, high-quantity blog posts, focus on developing strategic content that connects with specific people and companies. With highly relevant content targeting the right prospects at the right time during their buyer journey, you can capitalize on ABM campaigns and significantly improve the quality of leads in your pipeline.