Account-based marketing simplified with zero acronyms

𝐓𝐡𝐢𝐬 𝐢𝐬 𝐡𝐨𝐰 𝐲𝐨𝐮 𝐮𝐬𝐞 p𝐫𝐨𝐚𝐜𝐭𝐢𝐯𝐞 m𝐚𝐫𝐤𝐞𝐭𝐢𝐧𝐠 𝐚𝐧𝐝 p𝐫𝐢𝐨𝐫𝐢𝐭𝐢𝐳𝐚𝐭𝐢𝐨𝐧 𝐭𝐨 𝐦𝐚𝐤𝐞 m𝐚𝐱 r𝐞𝐯𝐞𝐧𝐮𝐞 𝐢𝐧 m𝐢𝐧𝐢𝐦𝐮𝐦 t𝐢𝐦𝐞.

But why even?😫

Apart from iterating on your software, you are subject to doing cold outbound emails, LinkedIn messages, promoting on communities, writing articles, or even running Ads...Hey, but I'm lazy.

Hence I minimize all this effort while maximizing revenue by practicing prioritization and proactive marketing.

Apart from the lingo, what's interesting about this is a more practical approach to software growth and marketing for early stagers like you and me than mere tactics you read on your Newsfeed every week.

Here's how,

1. 𝙂𝙖𝙩𝙝𝙚𝙧 𝘿𝙖𝙩𝙖 𝙖𝙗𝙤𝙪𝙩 𝙮𝙤𝙪𝙧 𝙐𝙨𝙚𝙧𝙨-
   Whom are your highest paying customers, from which channels are they coming from, how long are the sales cycles/how many touchpoints do they take to buy.

2. 𝙋𝙧𝙞𝙤𝙧𝙞𝙩𝙞𝙯𝙚 𝙩𝙝𝙚 𝘼𝙘𝙘𝙤𝙪𝙣𝙩𝙨 𝙞𝙣𝙩𝙤 𝙏𝙞𝙚𝙧𝙨-
   Distribute your existing users based on contract value and divide them into Account Tiers. You must prioritize accounts over individual users/prospects here.

The Tier can be based upon team strength, annual revenue, funding stage, or customer intent data like customer sources, journeys, and challenges.

For your startup stage, 2 Tiers are good to go.

3. 𝘾𝙪𝙨𝙩𝙤𝙢𝙞𝙯𝙚 𝙖𝙣𝙙 𝙁𝙖𝙘𝙞𝙡𝙞𝙩𝙖𝙩𝙚 𝙩𝙝𝙚 𝘽𝙪𝙮𝙞𝙣𝙜 𝙟𝙤𝙪𝙧𝙣𝙚𝙮 𝙛𝙤𝙧 𝙩𝙝𝙚 𝙏𝙤𝙥 𝙏𝙞𝙚𝙧 𝙋𝙧𝙤𝙨𝙥𝙚𝙘𝙩𝙨- Monitor the challenges that the Top Tier is facing. What are their aspirations and objections?

Find out how many account/company employees on an average you have to make a relationship with, what are the high intent buying signals/behaviors? etc.

What content/narrative is working to convert more of these customers?

Next, Strategize and Plan the experience you are giving them and how you can improve it.

Tailor your Sales and Marketing Efforts and Resources around this top tier to generate more customers here.

4. 𝘼𝙡𝙡𝙤𝙩 𝙩𝙝𝙚 𝙏𝙤𝙥 𝙏𝙞𝙚𝙧 𝙋𝙧𝙤𝙨𝙥𝙚𝙘𝙩𝙨 𝙬𝙞𝙩𝙝 𝙩𝙝𝙚 𝙗𝙚𝙨𝙩 𝙘𝙝𝙖𝙣𝙣𝙚𝙡𝙨 𝙖𝙣𝙙 𝙍𝙚𝙨𝙤𝙪𝙧𝙘𝙚𝙨- Now, list out all the resources you have in a week. Including No. of Work hours, Budget.

Allot the maximum Resources for the top tier of accounts. Do whatever you need to convert more deals there. Produce valuable content to resolve their objections, trigger their pains, serve their causes, or build trust with social proof.

5. 𝙉𝙤 𝙣𝙚𝙚𝙙 𝙩𝙤 𝙊𝙑𝙀𝙍𝘿𝙊 𝙩𝙝𝙞𝙨-
   You must understand and act according to your needs and Sales Maturity. If you have only 10 paying customers today with you doing all the sales alone, it's unnecessary to go too detailed about the Account Tiers.

If you don't have a complex enough sales org that you have to segment users with their Technographics, Touchpoints, and Sales Cycle Lengths, Don't Do it.

Keep things as simple as possible and Crush your Revenue Target this quarter with minimum effort🔥.