Ep 08: Strategies to select the right type of ABM w/ Kim Marie Ruquet

The Experience Business

22-08-2020 • 30 mins

In this podcast, Samir has invited Kim Marie Ruquet (an ex-Director of Marketing, Oracle and Pivotal Software) to discuss on the Strategies to select the right type of Account-Based Marketing.Customer experience has a direct impact on revenue. But good customer experience requires a deeper level of customer personalisation.  Inbound marketing by B2B for high-value products & services can not provide such level of personalization. Account-Based Marketing (ABM) is a much better solution which provides better personalisations with the target audience. However, many ABM programs fail. There is no one size fits all ABM programs. And many businesses fail to choose the right type of ABM strategy for themselves. Key questions answered by Kim are:--What type of ABM strategy a company should choose -- “One to Many” vs  “One to Few” vs “One to One”? How Ideal Customer Profile (ICP) selection criteria vary for each type of ABM? What common errors companies are making in identifying the Intent of the account?What are the top areas where Sales and Marketing teams should collaborate in each type of ABM?What should be the key marketing tactics used by each ABM type?What metrics should be chosen further for each type of ABM?Why combining Inbound and ABM is the best option? Connect with:--Kim Marie Ruquethttps://www.linkedin.com/in/kruquet/ Samir Kumar Sahhttps://www.linkedin.com/in/imsamirkumarsah/

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