Why should I work with an account-based marketing agency?

• Suppose you have several high-profile or large accounts or clients. In that case, putting your marketing effort towards those specific targets in a consistent, aligned way can boost your return on investment. Account-based marketing aligns your sales and marketing teams because your messaging must sync to succeed. The approach is highly personalised in nature, respecting the unique characteristics of each target group, enabling it to result in quicker, higher revenue income.

How do we develop your strategy?

The first thing we do at novi. Digital is developing an account-based marketing strategy to enable your sales and marketing forces to work together. Everyone needs to agree on the common goal – how to target potential customers and achieve sales.

When marketing budgets are focused towards the most critical accounts, both the execution of the strategy and measuring success become easier. Think about the following questions:

What or who is your ideal customer?

This is about profit and longevity but also about who you want to work with and who will be easy to work with. Who would deliver the best return on a long-term basis? Tell us about existing clients who might want to develop their accounts further and those with urgent requirements you can address. Together, we will help you make them feel like your only client.

Who are the influencers?

Not the social media type of influencer; we mean the people at your target companies with the influence and authority to say yes – the buying committee. To convince these individuals, you must understand their strategic objectives. Analysing all of your team’s contacts at this company, we connect their requirements to these objectives to achieve a sale.

How do you create campaigns that resonate?

At novi.digital, we don’t just bombard people with messages and content. Every account holder and stakeholder for every B2B account-based marketing campaign is an individual with challenges you can solve, interests you can appeal to and needs you can meet. Listen to and understand them; everything you do will become more relevant.

What do your targets pay attention to?

This isn’t about what’s currently popular or the most accessible channels. Account-based marketing tactics use channels your influencers use, which aren’t necessarily the same across an industry or sector. We find out exactly what they use and, more importantly, the channels they trust, and we target our efforts there.

Create a playbook. We ensure that everyone knows who is responsible for every part of the account-based marketing framework and when they will do it.

Is account-based marketing right for us?

We don’t use a one-size-fits-all approach to account-based marketing. There are many approaches, and at novi. We work with you to find the most appropriate option and tailor it further. Take a look below:

Strategic Account-Based Marketing

This approach uses a core principle of relationship building. We develop highly personalised campaigns that communicate your detailed understanding of the target client and their challenges.

Account-Based Marketing Lite

If you must pursue a small number of accounts with similar characteristics, this approach enables you to produce several campaigns at scale using similar messages and creative output.

Programmatic Account-Based Marketing

This approach combines the strategic and lite approaches by using cutting-edge technology to produce campaigns at scale. Typically we’ll focus on a particular vertical or horizontal segment.

What are the benefits of account-based marketing alignment?

The impact of aligning sales and marketing efforts is numerous. They include:

• Organisational alignment with objectives.
• Development of an account-based marketing team.
• Refinement of target accounts.
• Collaborative working between sales and marketing.
• Targeting high-quality accounts and contacts.
• Strengthened relationships with buying committees.
• Increased relevance and market knowledge.
• Measurable results.

Want to work with us?

As your account-based marketing agency, we will refine your lead generation and turn it into something powerful and relevant. Key prospects will be identified with your sales team, and we’ll develop audience-specific messages and activities that speak directly to buyers. Ready to boost your engagement with your highest-profile accounts? Get in touch with us today to find out more.