Account-Based Marketing (ABM)
With an ABM approach focused on high-value target accounts rather than mass marketing, we reach the right companies, the right decision-makers with the right messages. We shorten your B2B sales cycles and increase conversion rates.
Common Challenges
Running broad ads but not receiving quality leads
Sales team is wasting time with insufficiently qualified prospects
Unsure how to reach target companies and decision-makers
Marketing and sales teams cannot work aligned on the same prospects
No customised strategy to win large enterprise accounts
Account-Based Marketing (ABM) is fundamentally about B2B companies identifying the accounts with the highest revenue potential and applying customised marketing programmes to those accounts. Its difference from traditional marketing is this: it focuses not on audiences but on specific companies and specific people within those companies.
There are three main ABM models. In One-to-One ABM, customised content, campaigns and communication plans are prepared for each strategic account — typically applied for 5–20 target accounts per year. In One-to-Few ABM, small groups of accounts sharing similar characteristics are segmented, and customised but more scalable programmes are applied to each segment. In One-to-Many (Programmatic) ABM, technology tools are used to deliver personalised content to hundreds of accounts.
The core advantage of ABM is that marketing investment flows to the right place. Instead of spending budget on broad audiences with low conversion probability, you focus on high-value, well-matched companies. Research shows companies implementing ABM increase their marketing ROI by an average of 97%.
On the technical infrastructure side, LinkedIn Sales Navigator, CRM systems like Salesforce or HubSpot, and intent data providers form the backbone of ABM processes. At Multiligo, we integrate these tools into your existing infrastructure, build the ABM programme and actively manage it for the first six months.
Results manifest as shortened sales cycles, increased qualified pipeline and higher average deal size. ABM is one of the highest-returning marketing approaches for B2B companies targeting large enterprise accounts.
How We Work
Before moving to ABM, we build the target account list together: which sectors, which company sizes, which geographies and which decision-maker profiles are priorities? Without this definition, ABM cannot work.
Once target accounts are defined, we develop customised content and messaging strategies for each account. Using LinkedIn, email, content marketing and direct outreach channels in a coordinated way, we simultaneously reach multiple decision-makers within the target company.
We hold weekly coordination meetings with the sales team: where does each account stand and what is the next step? Marketing activities feed the sales process; sales feedback shapes the marketing message. This loop is the core of ABM.
Related Services
Lead Generation
Digital marketing is one of the most important sources for reaching new potential customers. We run targeted campaigns on Google, Facebook, Instagram and LinkedIn to generate quality leads for your business.
B2B Content Marketing
B2B buyers conduct extensive research before making purchasing decisions. By producing authoritative content for the keywords your prospects are searching, we position your brand as the trusted source in your sector.
Sales Funnel & Pipeline Optimisation
Why are the leads coming from your marketing activities not converting to sales? We analyse every stage of the sales funnel, identify bottlenecks, improve processes and align your marketing and sales teams.