First Step to Successful ABM Programs: Establish the Right Team

Nov 29, 2017

The Importance of the Right Team for ABM Success

In the world of modern business and consumer services, effective digital marketing is key to staying ahead of the competition. With the rise of Account-Based Marketing (ABM) programs, businesses are discovering the immense value in tailoring their marketing efforts to individual accounts and customers. However, establishing the right team is the crucial first step towards ensuring the success of ABM programs.

Why a Dedicated ABM Team Matters

ABM requires a specialized approach, and having a dedicated team solely focused on driving ABM initiatives can make all the difference. A team that understands the nuances of ABM can effectively design and execute personalized campaigns, identify target accounts, and align marketing and sales efforts to maximize results. With the right team in place, businesses can implement ABM strategies that generate higher conversion rates, increased revenue, and stronger customer relationships.

The Key Roles in a Successful ABM Team

A successful ABM team consists of individuals with diverse skills and expertise, each playing a crucial role in the overall success of the program.

1. ABM Strategist

The ABM strategist is responsible for developing the overall ABM strategy and ensuring its alignment with business goals. They analyze market trends, identify target accounts, and create personalized messaging that resonates with specific customers. The strategist works closely with the team to ensure effective planning and execution of ABM campaigns.

2. Data Analyst

Data plays a vital role in ABM, and a data analyst collects, analyzes, and interprets customer and account data to drive personalized marketing efforts. They derive actionable insights from data, identify patterns, and help the team understand customer behavior to refine their approach. The data analyst ensures that ABM campaigns are data-driven and optimize targeting and personalization.

3. Content Creator

Compelling content is at the heart of effective ABM campaigns. The content creator designs and develops tailored content that engages target accounts and supports the ABM strategy. They collaborate with the ABM strategist and other team members to create high-quality, personalized content that addresses the specific needs and pain points of target accounts.

4. Digital Marketer

The digital marketer is responsible for executing ABM campaigns through various digital channels. They leverage their knowledge of SEO, social media, email marketing, and paid advertising to distribute personalized content to target accounts. The digital marketer also tracks campaign performance, monitors engagement, and optimizes campaigns to drive better results.

5. Sales Alignment Manager

Alignment between marketing and sales is crucial for ABM success. The sales alignment manager bridges the gap between the two departments, ensuring effective communication and collaboration. They work closely with sales teams to understand their needs and goals, align marketing efforts with sales strategies, and provide the necessary resources and support to drive conversions.


Establishing the right team is the first step towards achieving success with ABM programs. Indigo Local Marketing understands the significance of having a dedicated team that excels in the field of ABM. With our expertise in digital marketing, we can help your business build and optimize a high-performing ABM team that drives exceptional results. Contact us today to learn more about our comprehensive ABM solutions and create a competitive advantage in the world of digital marketing.