Use Case #2: Account-Based Marketing (ABM) Ideal Customer Profiles

Company Type:

Growth-focused B2B services provider

Goal(s):

Get SDRs, marketers and other go-to-market team members to use the right message at the right time on the right targets

Solution:

Use primary customer research to create a single set of Ideal Customer Profiles that map to each stage of the conversion process

Practical Benefits(s):

1. More efficient

2. Makes it easier to track and analyze successes/failures

3. Leads to more predictable growth

Why It Works:

The only way to scale is by creating a standardized process that reliably (and efficiently) turns leads into customers.