About LeadMD

Marketing Operations agency specializing in making strategy actionable

Focused on the latest Technology platforms

3000+ High-Growth Organizations trust LeadMD

Aligning Sales & Marketing through ABM

+Provided by TOPO Research

Three Key Drivers of the ABM Movement

EconomicsHigh Value Accounts require high-touch engagement: CAC and LTV economics are more compelling in high ACV offerings

Time & FocusSales & Marketing alignment struggles due to disparate focus. • Volume & Velocity inbound models foster waste to reveal rare jems. • The average B2B funnel yields less than 1% lead to revenue conversion based on traditional

‘funnels’

Proven ResultsA well defined Ideal Customer Profile (ICP) coupled with true go-to-market orchestration yields increases an average of 40% ROI. +

Volume & Velocity Single Touch

Marketing SalesMQ

L/S

AL

Account Based Orchestration

Marketing

MQ

A/S

AA

Executives

Sales

What is Account Based?

TOPO Account Based Everything

Purchase Process

DATABASE

Target Market Research

Data Sources

INSIGHTS

Account Intelligence

CONTENT

ABM Content

Technology

EXECUTION MEASUREMENT

CRM

MARKETING AUTOMATION

ORCHESTRATION

Targeted Ads

PR & Thought

Leadership

Personalization

Playbooks

Coverage

Intelligent Routing

LeadMD Account Based Operational Framework

Account Profiles Messaging

Buyer Personas

Account PlansStandardization &

Hygiene

Nurture

Buyer Journey Mapping

Engagement

Penetration

Target Account Pipeline

Target Account ValueRevenue ModelingOffers

Visual Data Model for Target Account Structure

ABM Operationally

1. Define ICP & Create Target Account Lists

2. Segment ICP by ACV & Mobilize Resources

4. Orchestration: ”It Takes a Village”

4. Customized Content

5. High Touch / High Frequency

What re the Results of ABM?

49% penetration into target accounts in two years

26% lift on touch pattern/SQL conversion rate

21% of first meetings converting to larger stakeholder meetings

80%+ lift in Marketing contribution to revenue (influence)

Key Results from Account Based

LeadMD : @myleadmd

Andrea : : @jwags16

Best Practices: http://LeadMD.com/marketplace