Ten commonly used words related to ABM

Account-Based Marketing (ABM): Account-based marketing Through data-driven targeting and personalization programs at scale, is an end-to-end go-to-market approach meant to focus the majority of marketing, sales, and success effort on the pre- and post-sales accounts with the highest potential of closing. Simply said, it's a more focused, personalized, and proactive marketing strategy that prioritizes your best-fit accounts.

Account Intelligence: Account intelligence is your comprehensive understanding of a target account, implying that you know who they are and what they truly want and need. It extends beyond top-level insights and frequently necessitates the use of third-party data suppliers. Account intelligence is often gathered using a four-pronged method of Fit, Intent, Relationship, and Engagement (FIRE) data, which will be discussed in further depth later. When marketing campaigns are created with minimal information on the target account, you are more likely to miss the mark.

Account Lifecycle: The account lifecycle is the buyer's journey as seen through the eyes of an ABM. While the buyer's journey (Awareness, Consideration, Decision) is relatively lead-centric (with a focus on the individual), account lifecycles take the entire buying committee into account. Acquisition, Acceleration, and Expansion are the three broad phases. There are seven main stages within those phases: The Acquisition Phase: efforts made to bring net-new accounts into the pipeline with the goal of driving meaningful engagement Pre-Targeting Account Nurture The Acceleration Phase: accelerating the engaged accounts in your pipeline or re-engaging cold opportunities to bring them back to life and ultimately close deals Pipeline Acceleration Dead Opportunity Win-Back The Expansion Phase: directing resources toward increasing customer retention rates, expanding opportunities with those customers and exploring cross-selling and upselling opportunities when it’s time for them to renew Retention Cross-Sell and Upsell Land and Expand.

Account Tiering: is a standard approach that involves segmenting your target account list according to priority and revenue potential. Tiering your accounts entails prioritizing your dream accounts utilizing technology, data points, and good old-fashioned study. Account-based marketers often use a three-tier system: Tier 1 accounts are ideal ICP* matches, as they are similar to your most valuable clients. Logos of strategic significance or accounts with high fit, intent, and/or engagement are also included in Tier 1. Tier 2 accounts are good ICP fits, but their lifetime value is lower. Tier 3 accounts meet the majority of ICP criteria, but not all. They're worth pursuing, but it's usually not worth devoting considerable resources to winning their business (either because they don't meet the ICP criteria or because they don't demonstrate intent or involvement).

F.I.R.E The abbreviation FIRE refers to the four-pronged approach to ABM success: Knowing your target accounts is essential. Knowing which of your target accounts are actively exploring or purchasing your product/solution allows you to prioritize them. Relationship: determining which accounts have the strongest ties to your firm. Engagement: cultivating relationships with the right people in the right places.

Accountancy The act of being in the professional field of "accounting," which involves keeping track of financial data and filing taxes, is the profession or tasks of an accountant. Accounting entails bookkeeping, system design, accounting data analysis, and interpretation.

Activity-Based Management(ABM) is a method used by firms to assess the profitability of each of their business segments, allowing them to discover problem areas as well as areas of special strength. For example, to assess the profitability of a new product a firm is introducing by examining marketing and production costs, sales, warranty claims, and any costs or repair time associated with returned or exchanged products. If a corporation relies on a research and development department, ABM can be used to examine the department's operational costs, the costs of testing new goods, and if the products generated there were profitable.

Firmographic Account-based marketers use these characteristics to segment their target market and find their ideal customers. The following are examples of common firmographics: Industry Revenue Company Size Geography/Location Account Lifecycle Stage.

Outbound Marketing Outbound marketing is a more proactive marketing strategy in which a corporation initiates (or tries to initiate) a conversation with a target account rather than waiting for a target account contact to raise their hand (via traditional inbound methods, like a form fill).

T.E.A.M Terminus' unique architecture for executing ABM programs is called TEAM. It's a complete structure that helps marketing and sales work together to create successful, account-centric initiatives. Targeting, engagement, activation, and measurement are the fundamental functional areas of a modern B2B marketing firm, and the TEAM framework tackles them all. Here's how each one fits into an ABM plan that works: Aligning and operationalizing marketing and sales operations around a common target account approach is the goal. Create and execute programs and campaigns with your ideal customers to engage them. Activate: Using account level engagement data and AI, alert and enable sales when their accounts indicate intent or engagement to win more business. Measure: Show how ABM is driving pipeline, revenue, velocity, and deal size for all of your account lists to prove the success of your ABM program.