B2B Account Based Marketing Agency
Blueprint helps sales and marketing teams become more than just lead generators. We help B2B companies close larger accounts and produce more revenue.
Sales teams waste valuable time on outdated processes. Statistics show that 50% of sales time is wasted on prospecting that is unproductive, and only 25% of leads are legitimate and should advance to sales.
The ultimate goal of all B2B sales teams should be to improve sales productivity, automate marketing, nurture larger accounts, accelerate the sales pipeline, and close bigger deals faster.
Blueprint difference: Unlike the typical B2B marketing agency, we don’t focus on demand generation. Leads alone will not turn into revenue generating customers. Instead, we’re purely focused on orchestrating a scalable ABM playbook that targets high value accounts that will close.
The #1 factor in B2B growth and revenue production starts with both sales and marketing teams being aligned around accounts that are the highest and best fit for the business. This is where pipeline acceleration begins.
Our objective is to help our clients grow faster so that they can achieve their business goals whether it’s to expand the market, raise more capital, or acquire other businesses.
ABM is a strategic approach to expand into new markets, grow lines of business, or even restructure your entire sales process. The best way to test the waters before going into full deployment mode is to start with an ABM pilot.
The pilot allows you to test processes and procedures, define metrics, secure cross-functional alignment across departments, determine where the company faces gaps, and show the value of ABM before committing all of the needed resources.
Blueprint will kick off your ABM pilot by identifying a few strategic accounts for a 1-to-1 approach. Since the pilot is a shorter run of the typical sales cycle, we’ll define project goals with the metrics that we have the ability to control in a short time frame. From kickoff to liftoff, we’ll get it done in 90 days.
ABM can be a very complex and heavy lift to initiate, which is why we recommend starting with a pilot.
ABM Campaign: Once the pilot streamlines how sales and marketing integration should work and reveals the ideal customer profiles and target accounts to pursue, we’ll consult with you on the type of ABM campaign to build out: Strategic ABM (1-to-1), Scaled ABM (1-to-Few), or Programmatic ABM (1-to-Many).
Strategy: You have a choice in how you wish to implement ABM As-A-Service. Blueprint can either build out the entire playbook, launch strategy, and campaign metrics for the business to implement internally OR we can be retained to build it out and execute the campaign in collaboration with your teams.
ABM is fueled by content. However, producing quality content fast enough or in sufficient quantity is a big challenge in B2B marketing.
Blueprint will develop value-driven content for specific situations and scenarios and targeted to named accounts. Additionally, we’ll track consumption of content by target accounts and deploy the right tech tools to drive engagement for the content.
This is more than just developing content. This is about leading with account intelligence and creating content that will fill in the knowledge gaps of your target accounts.
Businesses that use marketing automation to nurture prospects experience a 451% increase in qualified leads. [Source: Annuitas Group]
Gartner Research also says that companies that automate lead management see a 10% or greater increase in revenue in 6-9 months.
Marketing automation sounds simple enough, but it can get complicated very quickly given the different journeys that a prospect or account can take.
Blueprint will create the automation processes built in with all of the content, engagement, and customer journey and integrated with your full tech stack.
ABM does not exist without having named accounts to target. However, many sales teams struggle with identifying the types of companies and accounts that are best to target.
Starting with a sales audit, Blueprint helps to define the target account criteria by named account, customer lifecycle, and industry segment.
Our objective is to help clients pursue only the target accounts with the potential to provide the highest value to your business.
Companies with aligned sales and marketing generated 208% more revenue from marketing. When sales and marketing teams are in sync, companies become 67% better at closing deals.
As part of the sales audit and pilot, Blueprint will train the sales team on the ABM playbook and will also develop the structure and process to align both sales and marketing.