Strategy

Strategic Process

VLG ABM process

Using a well-defined process, we produce programs tailored to the precise needs of our clients. It’s about solving specific problems, not selling off-the-shelf solutions from previous projects.

How we do it

We define and guide account-based marketing strategies, tactics, metrics, and evaluations. Steps include:

Identify

Buyer groups
Buyer personas
Desired outcome
Available tech
Creative limits

Ideate

Campaign playbook
Brainstorm
Deliverables
Concepts with visuals

Build

Write
Design
Develop
Source materials readiness

Execute

Launch campaign email
Social/Search
Content
Mail fulfillment
Gifting

Optimize

Adjust timing
Adjust content
Extend or expand
Target new buyer groups

Measurable results, lasting relationships

Fast starts are one thing. Immediate results are another. By definition, ABM — building lasting relationships with key people — takes time to work. The more complex the program and the larger your organization, the more time is required.

We develop accounts through personal relationships for lasting results, not free trial offers or demos that never convert.

Learn About ABM 101

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Cost calculation

Budgeting a B2B ABM program relates directly to the degree of complexity and desired outcome. Each program and campaign is designed for a specific situation.

VLG can help you map out an ABM program for the lowest possible cost per outcome. We suggest our clients review current deal sizes, cost per acquisition, sales cycles, and closing rates to establish a starting point because our work is project-based once we become an approved vendor.

More About Our Insights

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