Account-Based Marketing (ABM)
Service
Focus on the right accounts to drive real deals.
We design and run ABM programs that engage multiple stakeholders and create sales-ready opportunities.
Generating more leads doesn’t help when:
- les montants des deals sont élevés
- les cycles de vente sont longs
- les décisions d’achat impliquent plusieurs parties prenantes
Lead-based approaches assume one person decides.
- decision makers
- influencers
- technical stakeholders
- economic buyers
ABM is often seen as “just better targeting”, while it is actually a full discipline involving strategy, process, orchestration and technology.
Sadly, many teams try ABM, get disappointed, and abandon it : while the most mature players turn it into a major growth lever.
Our process
What we do to help B2B teams generate opportunities
The objective is simple:
influence the full buying committee with targeted actions and turn engagement into qualified opportunities.
influence the full buying committee with targeted actions and turn engagement into qualified opportunities.
01
Identification and prioritization of strategic accounts
We identify the accounts with the highest potential by analyzing your market, positioning and business goals. This step allows marketing and sales efforts to be focused on the companies that represent the best opportunities for growth.
02
Mapping of buying committees and stakeholders
In complex B2B environments, multiple decision-makers are involved in purchasing decisions. We analyze the roles, priorities, and interactions between the various stakeholders in order to understand how decisions are actually made.
03
Account-specific value propositions by role
Each strategic account has specific challenges and expectations. We adapt messages, value proposals and content in order to respond precisely to the priorities of each organization and each interlocutor.
04
Coordinate multichannel engagement
We orchestrate coordinated actions through various channels in order to progressively engage strategic accounts. The aim is to create relevant interactions with the right people, at the right time, throughout the decision cycle.
05
Produce channel and account-specific content that hits
We design content adapted to strategic accounts and to the various stages of the purchasing cycle. This content helps to fuel trade, strengthen credibility and support the commitment of key decision-makers.
06
Provide strong alignment between marketing and sales
The account-based approach is based on close collaboration between marketing and sales teams. We structure processes, tools and indicators in order to ensure consistent monitoring of strategic accounts and to increase the chances of conversion.
How we work
We approach ABM as a structured and operational discipline.
Strategy
We define the account-based strategy: selecting priority accounts, understanding the issues, value proposals and engagement plan.
Execution
We structure working methods between marketing and sales in order to integrate the account-based approach into sales and marketing processes.
Process
We structure working methods, roles and key steps in order to integrate the account-based approach into the daily functioning of marketing and sales teams. The objective is to create a clear, repeatable and aligned framework to manage strategic accounts over time.
Technology
We are putting in place the necessary tools and technologies to support the approach: CRM, marketing automation, data and engagement platforms.
Is this relevant for you ?
We'll give you the bast value if :
You target a limited number of strategic accounts
Buying decisions involve multiple stakeholders
Your ACV is high
Your sales cycles are complexlead-based approaches underperform
- an ABM awareness or strategy session
- a focused ABM pilot
- or a first conversation to assess relevance
Are you ready for a successful ABM approach?
Perfect.
We adapt the starting point to your situation, with one objective in mind: real deals and revenue impact.
Secteurs d'expertise
Au travers de nos missions, nous choisissons les meilleures outils pour répondre réellement à vos enjeux de croissance.
Stratégie & structuration
- Diagnostic marketing
- Positionnement & promesse
- Parcours d’achat
- Stratégie go-to-market
- Plan marketing B2B
- Roadmap priorisée
- Positionnement & promesse
- Parcours d’achat
- Stratégie go-to-market
- Plan marketing B2B
- Roadmap priorisée
Branding & communication
- Plateforme de marque
- Ligne éditoriale & messages clés
- Ton de voix & identité verbale
- Pitchs (corporate, commercial, RH)
- Kits de communication & déclinaisons créatives
- Ligne éditoriale & messages clés
- Ton de voix & identité verbale
- Pitchs (corporate, commercial, RH)
- Kits de communication & déclinaisons créatives
Contenus & activation
- Calendrier éditorial
- Articles, posts, scripts, newsletters
- Livres blancs, études de cas, assets commerciaux
- Séquences email & tunnels de conversion
- Outils d’aide à la vente
- Articles, posts, scripts, newsletters
- Livres blancs, études de cas, assets commerciaux
- Séquences email & tunnels de conversion
- Outils d’aide à la vente
Acquisition & Performance
- Plan d’acquisition multicanal
- Campagnes marketing (brief, contenus, reporting)
- CRM & marketing automation
- Dashboards & scénarios de conversion
- Campagnes marketing (brief, contenus, reporting)
- CRM & marketing automation
- Dashboards & scénarios de conversion
Workshops & formats immersifs
- Sprints stratégiques B2B
- Workshops ciblés (positionnement, offre, parcours client…)
- Supports & restitutions d’ateliers
- Grilles de décision & feuilles de route collaboratives
- Workshops ciblés (positionnement, offre, parcours client…)
- Supports & restitutions d’ateliers
- Grilles de décision & feuilles de route collaboratives
Heading
Our dedicated learning budget lets you pursue the courses, conferences, and resources that interest you most. You'll also work directly with industry leaders across our global client portfolio, gaining expertise that shapes your career trajectory.
Expertises
Botte Secrète combine 3 types de profil
Stratégie & Parcours
Identifier les points de friction, redéfinir les priorités, structurer une feuille de route claire.
Contenu, Création & Expérience
Éditorial, design, narration, ton de voix : tout ce qui fait qu’un message est compris, incarné, mémorisé.
Digital & Performance
CRM, automation, analytics, campagnes digitales : les outils sont au service de la stratégie, jamais l’inverse.
