Account-Based Marketing (ABM)

Many IT companies, consultancies and software vendors pour serious budget into marketing – yet too often they never reach the companies that actually matter for their growth.

In account-based marketing, winning new logos and expanding existing customers call for very different plays. Targeting new accounts is about identifying the right companies from clear signals and traits, then reaching them at exactly the right moment. Growing existing key accounts, by contrast, is about actively tracking change inside the organisation and systematically engaging and developing the decision-makers who matter.

Because buying decisions – both the first one and every expansion after it – are never made by a single person. They emerge across very different functions: central IT, the business unit, procurement and management.

This is exactly where we come in – with a clearly structured, account-based approach that focuses marketing and sales on the customers who truly count, and supports the team in winning and strategically expanding them.