What is Account Based Marketing (ABM)?

Account Based Marketing (ABM) is a strategic approach in B2B marketing where sales and marketing teams work together to target a clearly defined set of high-value accounts with personalized campaigns, instead of broadcasting messages to the entire market.

ABM in the Industrial Middle Class (Mittelstand)

In the DACH industrial sector, there aren't 'millions' of potential customers. A manufacturer of special tools may have only 500 potential customers in Europe. Here, 'quantity' leads are worthless. Account Based Marketing allows for focusing resources on these 500 high-potential accounts.

The Core Elements of ABM

Account Identification: Which companies (Accounts) fit perfectly? (Selection via ICP)
Personalization: Campaigns are tailored to the specific technical needs and problems of the account.
Sales & Marketing Alignment: Both departments treat a single account as a 'market of one'.

How Kodo Leads helps with Account Based Marketing (ABM)

Kodo Leads provides the necessary data for your ABM strategy. We help you identify high-value accounts that aren't visible in standard databases through deep technological profiling. Our Buy-Fit-Score automates the account selection for your ABM campaigns.

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Frequently asked questions about Account Based Marketing (ABM)

Why is ABM better than Lead Gen?

ABM focuses on quality and high deal values (High ACV), whereas traditional Lead Gen often produces many low-quality leads.

Is ABM suitable for SMEs?

Yes, especially for specialized manufacturers who have a very limited but highly lucrative target market.