扩大抱负而非预算：面向医疗创新者的变革性 ABM 战略.pdf

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1、PRESENTED BY:BRIANNA MILLERTRANSFORMATIVE ABM STRATEGIES FOR HEALTHCARE INNOVATORSSCALING AMBITIONS,NOT BUDGETS:WHAT YOU WILL LEARN1.The benefits of replacing MQLs and SQLs with MQAs and SQAs to drive better alignment and results.2.Step-by-step insights for launching and scaling high-impact ABM camp

2、aigns on a constrained budget.3.Practical solutions to foster seamless collaboration between marketing and sales teams.4.Metrics that matterhow to define shared KPIs and measure the ROI of your ABM initiatives effectively.THE EVOLVING HEALTHCARE MARKETING LANDSCAPE THE SHIFT TO ABM81%OF MARKETERS RE

3、PORT HIGHER ROI FROM ABM*50%81%ABM helps reduce up to 50%of sales time wasted on unproductive prospecting*Momentum ITSMAs 2024 Global Account-Based Marketing Benchmark report.https:/ with target c-levels reported with ABM approach*https:/ B2B MARKETERS EXPERIENCED LARGER DEAL SIZES WITH ABM58%TRANSI

4、TIONING FROM MQLS TO MQASARE MQLS DEAD?!?!TRANSITIONING FROM MQLS TO MQAS MARKETING QUALIFIED LEADS Individual-centric Lead scoring based on individual behaviors only Faster to identify Shorter-term focus Limited buying context Common in early-stage demand generation Risk of misalignmentMARKETING QU

5、ALIFIED ACCOUNTS Account-centric Account scoring that considers firmographic fit,collective behaviors,and buying intent.Longer to identify Strategic,long-term focus Context-rich qualification.Efficient for complex sales Improved sales alignmentVSBUILDING AN ABM CAMPAIGN ON A BUDGETACTIONABLE ABM STR

6、ATEGIESPLANNING YOUR ABM CAMPAIGN 01Define Goals02Select Campaign Type03Align with Sales Team04Craft Personalized Messaging05Launch Multi Channel Campaign06MeasureYour ImpactAccount PenetrationPipeline and Revenue Brand AwarenessTime-to-CloseAccount EngagementCustomer Retention and ExpansionWHAT IS