The opportunity for ABM to drive strategic business impact has increased dramatically as B2B buyers accelerate digital transformation for their own growth and success. Yet ABM programs must move quickly to respond effectively to the opportunity. Dig into the data to learn how you can drive results.
Beginning in 2017, the ABM Leadership Alliance and ITSMA have provided essential data and insight on ABM strategies, practices, and results with annual benchmark studies of early-stage and more mature programs. The 2020 Benchmark Study provides critical data and commentary on ABM program objectives, maturity, budgets, tools, tactics, challenges, metrics, and business results.
The report identifies five strategic guidelines for ABM-ers to accelerate success in 2021 and beyond:
Deepen account insight
Strengthen sales collaboration
Build a blended strategy
Invest in metrics
Get critical insight into the current state of ABM and the best-practice approaches required for continued success.