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Account-Based Marketing: The What, Why, and How for B2B Businesses

As a B2B business, you understand the value of having a clear understanding of your target market. However, in today's world of digital marketing, it is not enough to simply identify your ideal customer and create marketing campaigns aimed at them. Instead, businesses are finding success through Account-Based Marketing (ABM) strategies.

In this blog, we will explore what ABM is, why it works, and how you can implement it in your B2B business.

What is Account-Based Marketing (ABM)?

Account-Based Marketing (ABM) is a strategic approach to marketing that focuses on specific target accounts, rather than individual leads or prospects. The goal of ABM is to create a personalized experience for each target account by tailoring marketing messages, content, and campaigns to their specific needs and pain points. ABM is an effective way to reach high-value accounts that have the potential to bring significant revenue to your business.

Why ABM Works for B2B Businesses?

ABM is an effective strategy for B2B businesses for several reasons:

  1. Higher ROI: According to a survey by Alterra Group, 97% of marketers say that ABM has a higher ROI than other marketing strategies. This is because ABM targets high-value accounts that have a higher potential to generate revenue.

  2. Better alignment with Sales: ABM aligns marketing and sales teams around target accounts, creating a more efficient and effective sales process.

  3. Personalization: ABM allows you to create a personalized experience for each target account, which can lead to higher engagement and conversion rates.

  4. Customer retention: ABM is not just about acquiring new customers, but also about keeping your existing customers happy. By tailoring your marketing efforts to their specific needs, you can strengthen your relationships with your target accounts.

Further to this if you are not sure:

  1. According to the 2021 State of ABM report by ITSMA, 88% of B2B marketers who measure ROI say that ABM outperforms other marketing investments.

  2. The same report also found that 74% of B2B marketers who measure ROI say that ABM provides a higher return than other marketing approaches.

  3. The 2021 ABM Benchmark Report by Demandbase found that 97% of respondents believe that ABM had a somewhat or much higher ROI than other marketing activities.

  4. In a survey by Terminus, 60% of respondents said that ABM outperformed their other marketing channels in terms of revenue.

  5. According to the 2021 B2B Marketing Trends report by Salesforce, 69% of high-performing marketing teams use ABM to target key accounts.

These statistics demonstrate that ABM is a highly effective strategy for B2B businesses. By focusing on high-value accounts and creating personalised experiences, businesses can achieve higher ROI, better alignment between marketing and sales teams, and increased customer retention.

How to Implement ABM in Your B2B Business?

Here are the steps you can take to implement ABM in your B2B business:

  1. Identify your target accounts: Work with your sales team to identify the accounts that have the highest potential for revenue. See a detailed blog to help you with this step.

  2. Research your target accounts: Use data and insights to learn more about your target accounts, including their pain points, challenges, and goals.

  3. Personalise your messaging and content: Use the insights you’ve gathered to tailor your messaging and content to each target account.

  4. Choose your marketing channels: Decide which marketing channels are best suited for your target accounts, such as email, social media, or direct mail.

  5. Measure and analyze: Monitor your campaigns closely and use data to adjust your strategies and improve your results.


ABM is a powerful strategy for B2B businesses looking to boost their revenue funnel and support their account-based sales team. By focusing on high-value accounts and tailoring your marketing efforts to their specific needs, you can create a personalized experience that leads to higher engagement, conversion rates, and customer retention.

As you implement your ABM strategy, use data and analytics to fine-tune your campaigns and improve your results. By doing so, you’ll be on your way to building stronger relationships with your target accounts and achieving your revenue goals.



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