[identify high-propensity accounts]
The core principles of ABM is to focus your approach, time and effort on quality targeting vs. sheer volume. But not every company you want to sell to is the right fit for your products or solutions. This is why account selection is so critical.
Focus on High-propensity Accounts: Use your CRM, talk with sales and finance - which customers deliver the highest revenue to your organisation? Identify common attributes.
Predictive Analytics: Use solutions like Leadspace, Everstring & Lattice, to build a data-driven model that teases out the attributes of companies most likely to be your next customers.
Install Base: Use install base data when marketing against competitors or to identify accounts with complementary technology
Intent Data: Use intent data to identify accounts with a 'surge' in interest in relevant topics, products or solutions Third Party Data: Third party list rental/purchase are an expensive but effective way of identifying new accounts Total Addressable Audience: All these accounts for your Total Addressable Audience - all the accounts that fit your Ideal Customer Profile
IDEAL CUSTOMER PROFILE The best way to collect the information is by creating the Ideal Customer Profile (ICP). Creating even the most basic of profiles will help guide every decision related to the subsequent.
Part of an ICP: Firmographics: size, sector, location Technographics: technology requirements for your ideal accounts Qualitative parameters: culture and fit requirements
HOW WE HELP: Through customer/account profiling and using our access to various account intelligence solutions, ALIAS will help you identify those accounts that have the highest propensity to buy.