Published by: Demand Metric Research Corporation
Length: 35 Pages
- Best practices in ABM: The Framework in six steps
- This answers: Does compliance with the ABM capabilities frameworks result in greater revenue impact from ABM? (Of course).
- 500 Survey respondents (Big number offers credibility)
- The paper shows Maturity Milestones
- The paper shows Recommended actions
- Over two-thirds of the study participants report that ABM is favorably impacting their revenue.
- The initial motive for ABM is new customers; as ABM maturity increases the motive turns to up-selling current customers.
- For those using ABM, over 80% state it is one of the most important revenue generating strategies in use.
- Fig1: 71% favorable impact on revenue chart
- Table 4: The most mature users use technology to identify high-value targets
- Figure 3: The media delivery methods for ABM vary significantly by maturity (methods matter and methods called out.
- Measurement: Table 9 the contrast between low/med and high maturity segments is sharp
SLMA Notes: If you’re deep into ABM read it to find out where you are probably falling short. If you are new to ABM, read it to understand the road-map to a successful implementation.
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SLMA Score: Five Stars
Disclaimer: This review was conducted independently without the advice or consent of the publisher.
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