Account Based Marketing
We provide the necessary firmographic, people and hierarchical information to support the most sophisticated insight-driven marketing and sales programmes to increase awareness, develop relationships and drive growth within specific high-value, high-propensity accounts.
Score Key Accounts & Contacts
Key Account Report
• Corporate hierarchy & Organogram with product relevancy tagging
• Financial health and strategic developments including M&As, recent innovations
• IT/Tech investment plans
• Competing product usage
Competitor Tracking – usage of key competitors
Establish Addressable Uniaverse & Expand the contacts based on their job function or title and their role with respect to your offerings.
Understand:
• Hierarchies and reporting lines established
• All key contacts captured – users; influencers; decision-makers – mapped and tagged to create detailed personas
Build and tag rich persona and influence sphere for key contacts at key accounts
Ongoing Lead Generation & Monitoring
Intelligence monitoring across at company & contact level
To ensure timeliness & relevance of prospect
engagements
Lead Gen Campaigns
We provide the necessary firmographic, people and hierarchical information to support the most sophisticated insight-driven marketing and sales programmes to increase awareness, develop relationships and drive growth within specific high-value, high-propensity accounts.
We deliver actionable intelligence to enable high effectiveness of your ABM driven outreach programs. We access a wide range of credible sources like company websites, annual reports, country registrar, company database, professional & social networks.
Programme coverage
| Sr. No | Coverage Area | Coverage Details | Typical Update Frequency |
|---|---|---|---|
| A | Company Profile | • Account Name & Year Established, Contact details & Business activity • M&A activity details • IT/ Technology investment plans • Competing product/service usage • Recent innovations and new products/services • Financial Information |
Annual |
| B | Corporate Hierarchy | • Direct shareholders/ parent company • Direct subsidiaries • Direct affiliates |
Annual |
| C | Company News monitoring | Topics to be pre-agreed with client | Weekly/ Bi weekly |
| D | Key Account Content Marketing Alignment |
Creating key account microsites with tailored content specifically related to the target company/group and aligned to clients products and services | Need Based |
| E | Sphere of Influence (SOI) |
Sphere of Influence (SOI) map developed around primary contacts Starting with the key stakeholder map (decision makers, influencers and users), establish connections and influence groups, enabling more tailored, relevant, timely sales and marketing communications. Output includes: – Sphere of influence mapped for all key stakeholders – Details of what has connected person X with person Y – social media post, article referencing individuals, committees/task teams, etc |
Need Based |
| F | Relevant Contact Build | • Contact Name, Designation, Email & Telephone • Contact Type & Social Media Handles |
Need Based |
| G | Client Product mapping to target job functions |
Inputs to be taken from client on job functions | Need Based |
| H | Organogram with product relevancy tagging |
• Organizational hierarchy for key divisions • Role relevancy tagging (decision maker, Influencer, user) against each contact • People movement tracking |
Need Based |
| I | Key personnel – Persona profiling |
• Online Professional and social activity • Competitors following • Product and Role relevancy |
Weekly, biweekly |