Planning to switch to account-based approach as part of your revenue strategy?
Need to understand how your ABM can work better or want to double down on your ABM efforts?
Looking for an alternative account-based advertising and intent data provider?
Looking to build an enterprise GTM strategy for the new market or product?
Get free GTM strategy assessment from N.Rich.
1. Target Account List
2. Estimate of existing hidden demand
3. Recommended ABM budget + practical execution advice
Timeline: 3 days
Deliverables: a list of target accounts that match your ICP and can be used for cross-channel ABM campaigns
The diagnostics starts with defining your ICP (Ideal Customer Profile). We'll be using your own CRM data + N.Rich's proprietary algorithm. Instead of relying on gut feel or wishful thinking, you'll see how your ideal customer really looks, based on the historical sales velocity data: percentage of won vs lost deals, average deal size, and sales cycle length. After the ICP is defined, we'll proceed with finding target accounts that match your ICP and aren't in your pipeline yet.
Timeline: 3 days
Deliverables: An Intent Report within N.Rich with your ICP accounts scored according to their level of buyer intent
Having an account list isn't going to move the needle unless you understand which accounts are worth going after in the first place. In order to start generating pipeline fast, we'll then proceed with assessing first-party and third-party buyer intent for every account on your list. You'll see which of the companies that fit your ICP are already visiting your website (first-party intent) or searching for your competitors or relevant industry terms on other B2B websites (third-party intent).
Timeline: 5 days
Deliverables: a deck containing estimates for the main categories of your target accounts in terms of advertising spend + engagements + CPC
As the final step, you'll get personalized ABM advertising budget suggestions (1:1, 1:Few, 1:Many) based on your number of target accounts + current level of buyer intent. We'll also prepare a forecast for engagement generated, CPE (cost per engagement), and CPC.
Identify and focus on the right accounts from the very top of the funnel
Create TAM (Target Addressable Market) lists in minutes based on technographic and firmographic data
Score and prioritize accounts for any marketing activities based on 1st- and 3rd-party intent
Proactively generate buyer intent with account-based advertising
Push all the valuable data to your CRM for quick and efficient marketing & sales alignment
Track every target account engagement that drove to conversion