Top 10 Tools to Champion a Multi-Channel ABM Strategy

Top 10 Tools to Champion a Multi-Channel ABM Strategy

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It's no surprise that interest in Account-Based Marketing (ABM) in the B2B sector has increased dramatically over time. ABM appeared to be on the approach of becoming a term with little meaning beyond its own excitement for a time, but the interest has remained steady, and the strategy continues to produce benefits.

In this article, we will define Account-Based Marketing (ABM), explain why multi-channel ABM is required, and discuss which tools help champion a multi-channel ABM strategy that is available for every budget and business size.

What is Account-Based Marketing (ABM)?

When marketing and sales teams work together to find the best-fit accounts and convert them into customers, this is what is known as Account-Based Marketing (ABM). With account-based marketing, the most valuable customers are prioritized first. The number of staff and key decision-makers on these accounts tends to be higher as well.

Overall, the marketing message is tailored to the unique characteristics and requirements of every customer, utilizing individualized campaigns.

The following are just a few of the numerous advantages of ABM:

  1. Approach to marketing with a focus on the individual
  2. Sales and marketing integration
  3. The sales cycle gets shorter
  4. Improved ROI

Why is a Multi-Channel ABM strategy required for B2B?

A growing business is a must for any company. Channel sales can allow your company to:

  1. Reach new customers who don't buy straight from the provider, but rather from resellers
  2. Sell through other service providers and third-party marketplaces via packages that appeal to customers who are seeking a wide range of products to choose from.
  3. Expand your brand's visibility and customer base by entering new markets.

This is where ABM comes into play, and it may truly help your channel partner sales to grow.

Marketing must always be multi-channel in today's fast-changing B2B industry when time and attention are at a premium. The ABM marketing approach is the best technique to get your message out to your target audience. Personalized and relevant messages are used across various channels in ABM multi-channeling. Intent and engagement are increased, and more pipeline is driven to a firm with a multi-channel ABM strategy. Moreover, a multi-channel ABM focuses on customer interaction.

The three major channels of outbound ABM are:

  1. Email
  2. Phone
  3. Social Networking

The most successful ABM campaigns have three things in common. As a rule of thumb, successful ABM initiatives are:

  1. Segmented Communication - so that each individual account and decision-maker/role receives only relevant information
  2. Integrated Channel - to ensure that the targeted audience sees the same message across numerous mediums
  3. Content Driven - to encourage discussion and interaction.

If you are employing account-based marketing tactics, your sales and marketing teams should work together to identify the key decision-makers within your most critical target accounts. Instead of focusing on a basic grasp of what your consumers desire from your products, you may choose to focus on establishing connections with specific target accounts.

The first step in guaranteeing that your channel partners will sell your items is to select suitable accounts. As an extension of your sales team, they require the same amount of support as your own direct sales staff in order to generate excellent leads.

A major advantage of a multi-channel strategy is the ability for the many channels to feed off of one another.

What are some TOOLS for an Effective Multi-Channel ABM strategy?

An Account-Based Marketing (ABM) strategy involves identifying and targeting an individual organization as a single customer, then making it the focus of all your efforts. A good ABM implementation has three components: Targeting, Engagement, and Control. We can begin to think rationally about what it takes to make more successful sales by outlining these three components.

Teams may be brought together and campaigns can be improved with the use of the appropriate ABM software.

It is hard to implement a successful ABM strategy at a large scale without the use of technology. As a result, more and more B2B organizations are putting a lot of money into account-based marketing solutions. Eighty-seven percent of B2B marketers feel that ABM yields excellent results.

Using account-based marketing technology, marketers can develop scalable, individualized marketing programs, assess their success against a set of key performance metrics, and demonstrate revenue contribution.

As soon as you have all the tools you require, you'll be able to:

  1. Give your team access to more in-depth information
  2. Decisions based on the most current information available
  3. Monitor the results of the campaign
  4. Use visual insights to improve marketing
  5. Keep track of your accounts with the touch of a finger
  6. Understand your important account leads better

Here are 10 of the top account-based marketing (ABM) tools that you may use to champion a multi-channel ABM strategy. There is a lot of diversity in functionality and cost amongst these platforms, despite the fact that they all try to do the same goal:

1. HubSpot

HubSpot is a marketing, sales, and account-based marketing (ABM) platform in one. Tools for marketing teams to construct a range of campaigns are included in the package. For those who appreciate the appearance of HubSpot's software and want an ABM solution that seamlessly integrates with their sales and marketing platform, this choice is for you.

ABM, sales automation, social media engagement, email marketing, content planning, and lead management are all part of this approach. An inbound marketing and customer relationship management platform like this one will help you get the job done.

In addition, you'll gain powerful personalization tools to help you tailor your communications to specific accounts, as well as powerful automation features and a slew of inbound marketing campaign management tools to go along with your ABM approach. When it comes to marketing, sales, and ABM strategy management, HubSpot is the best option for those that appreciate simplicity.

In the Starter plan, HubSpot costs $50 a month, while the Professional and Enterprise plans cost $1,780 and $4,000 a month, respectively.

2. Uberflip

Uberflip is the platform of choice for businesses that want to provide their consumers with exceptional content experiences. It gives you the ability to send relevant material to the right people at the right time. A recommendation engine powered by Artificial Intelligence (AI) helps you present the finest material on a regular basis.

As a business, you want to keep your consumers coming back for more and more time.

Marketing and sales may deliver material directly to customers' inboxes thanks to the tool's integration with email. You can easily create campaigns, monitor outcomes and enable sales, and expand your ABM campaigns with the advantages of this software.

3. Triblio

To increase revenue, Triblio's Account-Based Marketing system integrates inbound and outbound marketing strategies with sales tactics. Users may utilize the platform to build demand from their most critical target accounts by running targeted advertisements, site personalizations, and sales triggers.

Triblio is an account-based marketing platform driven by artificial intelligence. Marketing and sales funnels are brought together to boost revenue creation.

When a customer demonstrates purchase intent, marketing and sales activities can be triggered across many channels.

As a versatile account-based marketing platform, Triblio makes it possible for you to run ABM campaigns across all of your available distribution channels. In addition, it has a slew of useful tools for customizing site content, modifying CTA offers, and sending dynamic email messages.

You may automate the delivery of relevant emails, add dynamic CTAs to blog articles, and personalize site content for recognized visitors. Even though email personalization and email marketing software are both available, Triblio is unique in that it combines the two into one platform.

4. Terminus

Terminus is a marketing platform that uses B2B data from both internal and external sources to target account groups. Marketing and sales strategies can be aligned with multi-channel campaigns.

Using Terminus, you can create campaigns that keep your brand at the forefront of your customers' minds. Cross-selling initiatives may also be used to boost client lifetime value (LTV). Terminus is a great tool if you're looking to create attractive marketing for certain account segments. If you are looking for an ABM platform that focuses on paid advertising, Terminus is the best option. It's also easier to manage your ABM strategy and typical outbound marketing campaigns with this set-up, as everything is in one location.

Not to detract from the fact that this is an award-winning piece of software. Even if the data/targeting combination isn't as dependable as the industry leaders, you're receiving ease-of-use, multi-channel convenience, and strong support.

To get started with ABM as a multi-channel approach, Terminus is worth a look.

5. Pardot

Marketing automation platform Pardot is built for marketers, but it also aims to help salespeople close more deals. Account-based marketing is made easier because of the multiple tools that come with the Salesforce platform.

Ones that stand out are the following: email marketing; sales alignment; artificial intelligence (AI); analytics reporting; and the development and administration of leads. Automate your marketing, including lead generation, using this tool.

Starting at $1,250 per month, you may upgrade to Pardot Premium for $15,000 per month.

6. DemandBase

DemandBase is one of the pioneers in account-based marketing. The platform has a wide range of modules for advertising, marketing, sales, and analytics, among others. Every module is account-based, which means, for example, that it provides targeted advertising to the firms and job titles that matter the most.

Predictive analytics are used to help salespeople and marketers prioritize, manage, and analyze customer accounts in the field. The system also allows you to build and distribute tailored advertisements across numerous platforms (and attribute sales to them).

It's a good fit for companies that want to do both demand development and account nurturing at once.

7. Jabmo

You may use Jabmo to produce targeted adverts for buyers in your target accounts, whether they are known or not. For example, it works with CRM systems and marketing automation software.

Additionally, you can utilize Jabmo to create remarketing campaigns, social advertisements, and email campaigns in addition to serving programmatic display ads. Adding a personalized website to the mix will help you generate more revenue.

With Jabmo, you have access to both 1st and 3rd-party intent data, allowing you to give actionable insights into your most important accounts.

An omnichannel account-based marketing platform for multinational manufacturers has been developed by Jabmo.

8. Madison Logic

Multichannel ABM platform Madison Logic is an award-winning B2B intelligence and analytics platform. Using a mix of firmographic, technographic, and demographic data, the program identifies potential firms and decision-makers by pulling in high-quality data from third-party sources.

Using Madison Logic, you can target the proper prospects with advertising throughout the purchase process, manage content syndication campaigns, and automate sales/marketing duties to speed up the conversion process.

Despite its enterprise-level capabilities, Madison Logic's entry-level costs are pleasantly low. Costs are ultimately determined by the amount of contact data you require and the number of people who will be using it.

The analytics and reporting capabilities of Madison Logic are the only thing that could be made better as an enterprise solution. It is possible to locate and engage with the most influential people in the buying process by using the ActivateABMTM feature of Madison Logic's software. With the use of buyer insights and journey optimization, sales and marketing are brought together to make every encounter count.

9. InsideView

InsideView is a data management and marketing platform based on accounts (under the Demandbase brand). InsideView helps you to keep your sales and marketing teams up-to-date with the most current data by cleaning your accounts, contacts and leads in real-time or on a schedule. Additionally, it may be used by marketers to identify ideal consumers and uncover new markets.

InsideView is a great tool for ABM campaigns since it allows you to connect with your customers. Using this tool, you can identify the optimal accounts and times to initiate a discussion with your contacts.

You may use it to enhance (update) and clean up (delete) obsolete information in your data. As a result, your employees will no longer have to worry about bouncing emails or incorrect phone numbers. Predictive modeling using AI may also assist you target accounts in your ABM campaigns.

A subscription to InsideView costs $6,000.

10. AdEspresso

AdEspresso is a tool that allows you to build a variety of different ad formats. Your dashboard may then show you what's working and what isn't, so you can make better decisions. AdEspresso has capabilities that allow you to handle hundreds or even thousands of adverts at once and provides a good set of marketing automation solutions meant to save you time and create more leads.

Content and paid advertising may be used to target and re-engage your consumers.

There are three ad networks supported by the site, so you may generate an ad as many times as you like:

  • Facebook Ads
  • AdWords by Google
  • Ads on Instagram

Each section and promotion may be easily monitored because your ad campaigns are all under one dashboard. The time spent hopping between ad platforms will be significantly reduced if you use a single ad management platform to manage all of your advertising. Additionally, AdEspresso is compatible with a wide range of CRM systems.

AdEspresso’s Plans start at $49/month, and you get a $1,000 spending limit (paid yearly).

Wrap Up

The tools you choose to implement a multi-channel ABM strategy in aB2B business determine its efficacy. You may run campaigns that encourage customers to stay with you longer and earn you more money if you have the correct tools. In this article, we've looked at a number of account-based marketing tools that may be used to enhance a company's multi-channel approach.

As a leading B2B media publisher, Valasys Media assists you in enhancing your marketing and advertising efforts by implementing multi-channel ABM campaigns and a wide range of other B2B marketing services.

For any service query, feel free to get in touch.

It’s no surprise that interest in Account-Based Marketing (ABM) in the B2B sector has increased dramatically over time. ABM appeared to be on the approach of becoming a term with little meaning beyond its own excitement for a time, but the interest has remained steady, and the strategy continues to produce benefits.

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