ABM in ActionHow Acxiom built a sales pipeline in 120 days

Jo RobsonMarketing Director

Alex EmblingCEO

©2019 Acxiom LLC Confidential

Why ABM?

Reputation Relationships Revenue

Travel Retail Financial Services Automotive

A closer lookAutomotive industry

Strategy

Campaign Execution Plan

Content Strategy

AccountSelection

Ideal CustomerProfile

InsightsBrief

Buyer Personae Development

Account selection1st & 3rd party data

Insights development

Buyer Personae Development

Content Strategy

Campaign Planning

Ideal CustomerProfile

The campaign

Content strategyDemand generation

& One-to-many ABMOne-to-few

SDR & Social selling

The results

4Campaign length

(months)

86Accountsengaged

35Accounts

one-to-few

6Meetings

£1.5mPipeline

Key learnings

Blended Data Insights Intent

Sales & Marketing SDR SDR &

Marketing Personalisation

What’s next?

New Clusters

Account Selection Data One-to-one

ABM

Want to see the video of the seminar?

content@strategicabm.com

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