ABM isn’t just a marketing tactic anymore; it’s a Go-To-Market strategy. It requires complete alignment between Sales, Marketing, and Customer Success. We call this “Account Based Everything” (ABX).
The Three Pillars of ABX
- Unified Data: Everyone must look at the same account list and the same data.
- Orchestrated Outreach: Marketing air cover must coincide with Sales outreach.
- Personalized Experience: From ads to landing pages to demo decks, the message must be consistent.
When you align your entire organization around your best-fit accounts, magic happens. Deal cycles shorten, deal sizes increase, and customer retention improves.
