Conclusion An idea whose time has come Winning major deals in B2B markets is never going That’s what Account Based Marketing is all about: At Engagio, we’re completely convinced that ABM to be easy: is the single most important opportunity facing Focusing unprecedented time, budget and resources every B2B company. You’re selling complex solutions into big on select accounts, instead of spreading your organizations. resources equally across all. We hope that this guide has helped you to understand the importance of ABM, the strategic essentials and No single person can simply pull the trigger on Aligning your sales and marketing efforts more the tactical implications. a deal without consulting an interconnected matrix closely than ever before. of people, each with his or her own perspectives, We also hope it’s motivated you to make the leap problems and prejudices. Working hard to understand the needs and to ABM from your current lead-centric demand challenges of your chosen accounts. generation world — maybe starting with a pilot, Your competitors are working just as hard as then ramping up to a full-fledged ABM program. you are to win every piece of business, especially Designing clear, sharp, goal-driven playbooks for the biggest deals in the biggest companies. each account. You’re at the start of something big in your career. But, as a vendor, you’re not simply a victim of these Orchestrating coordinated programs of This is important. forces; you can take concrete, measurable steps communication with the people who matter most. that dramatically increase your chances of winning This is exciting. the biggest, most attractive deals in your market. Measuring and increasing their engagement with you. This is ready now — for you. It’s a new discipline that assembles the right people, Let’s do it. processes and technologies into a well-oiled machine that’s designed to scale the toughest mountains in your world: the biggest, hardest-fought deals that make or break companies like yours.