Account-based marketing (ABM) has endured for decades as an effective strategy for optimizing go-to-market programs for sales and marketing organizations. Some marketing teams almost exclusively leverage an ABM approach, while others see ABM as one of many marketing tactics deployed by their teams – rather than a powerful approach for driving revenue.
The advancement and growth of Account-Based Revenue strategies is critical for cloud marketers today. Cloud companies in particular have a significant opportunity to transform their go-to-market approach and create more sales opportunities, capture greater revenue, and drive profitability through ABM. Still, the dynamics of this ever-evolving industry can make deploying account-based strategies challenging for today's revenue teams.
This is why Intricately, the authoritative source of cloud product adoption, usage, and spend data, recently partnered with leading consulting firm Mainstay to analyze the traditional account-based marketing methods of cloud product companies. This new whitepaper reveals a powerful approach that leverages advanced cloud footprint data and analytics to identify and take action on revenue opportunities. We call this approach the Next-Gen Account-Based Revenue Strategy.
Adopting a Next-Gen Account-Based Revenue Strategy
Our research has proven that, in order to stay competitive, leading cloud companies will need to increase the efficiency of their ABM programs by leveraging new data-driven strategies that incorporate the cloud usage, adoption, and spending behavior of high-priority prospects. In turn, this creates high-potential revenue opportunities.
This new strategy inverts the traditional revenue funnel: Instead of a wide net of largely unknown targets, the new funnel narrows your focus on a select set of high-value targets. The new approach also provides deeper account insights that enable tailored marketing messages and sales tactics based on a prospect’s unique cloud-product consumption and spend profile.
Account-Based Revenue Generation: Four Steps to Success
This new research indicates that creating a structured, data-informed ABM program not only enables cloud companies to achieve maturity and confidence in their account-based strategies faster, but it also leads to earlier realization of revenue goals.
Cloud companies achieve faster success in deploying these account-based strategies by following a series of four well-executed stages.
Interested in assessing the maturity of your cloud marketing program?
Download the full whitepaper from Intricately and Mainstay today to understand your current cloud marketing maturity, and how to advance to the next stage to drive significant gains in revenue.
