S
Softechinfra Team
Author
September 25, 20249 min read
Marketing
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Account-Based Marketing (ABM) flips traditional marketing by focusing on specific high-value accounts instead of casting a wide net. Our digital marketing team at Softechinfra has refined ABM strategies that drive real pipeline growth.
208%
Higher Revenue
84%
Better ROI
50%
Faster Deals
97%
Marketer Support
ABM Fundamentals
Types of ABM
| Type | Target | Personalization | Best For |
|---|---|---|---|
| 1:1 Strategic | Individual accounts | Deep, custom content | Enterprise deals |
| 1:Few Lite | Account clusters | Segment-level | Mid-market |
| 1:Many Programmatic | Scaled targeting | Automated | SMB, volume |
Building Your ABM Program
Select
Research
Plan
Execute
Measure
Phase 1: Account Selection
"The foundation of ABM success is selecting the right accounts. We focus on fit, intent, and relationship potential—not just company size."
Selection criteria:
- Revenue potential and deal size
- Strategic fit with your ICP
- Likelihood to buy (intent signals)
- Existing relationship history
Phase 2: Account Intelligence
Company Intel
Industry, size, tech stack, recent news, financials
Stakeholders
Decision makers, influencers, champions, blockers
Challenges
Pain points, initiatives, priorities, timing
Buying Process
Evaluation criteria, timeline, budget cycle
Multi-Channel Tactics
✅ Real Result: Our ABM campaign for ChipMaker Hub achieved 45% engagement rates with target accounts using personalized content and LinkedIn advertising.
Channel tactics:
- LinkedIn: Account targeting, InMail, sponsored content
- Content: Industry-specific whitepapers, case studies
- Direct: Personalized outreach, executive events
- Website: Personalized landing pages, dynamic content
Measurement Framework
⚠️ Critical Metrics: ABM success isn't measured by leads—track engagement scores, pipeline influence, deal velocity, and revenue from target accounts.
Key metrics by stage:
- Engagement: Account engagement score, contact coverage
- Pipeline: Influenced opportunities, deal velocity
- Revenue: Closed-won from ABM accounts, expansion
For content strategies, see our Content Distribution Guide.
Ready to Implement ABM?
Our marketing team helps B2B companies build and execute account-based programs that drive qualified pipeline.
Start ABM Program →Explore related strategies in our AI Marketing Strategy Guide and learn about our SEO services for demand generation.
Tags:
ABMB2B MarketingMarketing StrategyLead GenerationAccount-Based Marketing