As the entire B2B universe is busy deciphering and implementing ABM initiatives since last couple of years, a paradigm shift is slowly and steadily gaining momentum with synchronization of marketing, sales and sales development teams. This is leading to ABE – Account Based Everything, as true account based initiatives are not just about marketing alone.
Unfortunately, most of the enterprises are still under the misconception that ABE is only about sales and marketing and miss out on whole approach or big picture. The compound to this, the area of data quality is still haunting many enterprises who are planning to charter ABE path. Most of them get mislead by the sheer glitz of volume of database offered by few players who claim to possess hundreds of millions of contacts which in reality are not at all ‘relevant contacts’. Also, the shift to ABE requires solid firmographics and techno-graphics details apart from knowing the exact company taxonomy – parent, subsidiaries or HQ/branches. On the contact side, you should also need a detailed view of level, function granularity for pitching it perfectly to relevant contacts. It is no surprise that as per SiriusDecisions, only 20% of companies have had full account-based programs in place for more than one year.
To address above pertinent ABE issues, SMARTe has come up with innovative and revolutionary enterprise DaaS suite – Relevant Contacts.
The first step in ABE – Account Based Everything is identifying the ‘Who – 1’. Here, a clear understanding of which accounts and people you want to reach is critical. Relevant Contacts (RC) enables you to dynamically build your target accounts or best fit accounts with its unique hyper persona segmentation feature. RC provides relevant company insights like revenue, employees, industry, taxonomy and more apart from tech install of a company. RC offering is unique as it is the only comprehensive solutions which even provides contact level insights like: email, Phone, level, a function which are key to hyper targeted email campaigns.
As high quality relevant data plays a critical role in this process, RC prides on its real time enrich/refresh feature which periodically refreshes data weekly, monthly or quarterly based on criteria. This ensures, B2B marketers get only relevant and refreshed data.
Apart from high quality relevant data, RC also provides technographic details with tech install details so that you are aware of various technologies used by your prospective customers, their partners as well as their competitors.