B2B companies are optimizing Account-Based Marketing (ABM) by blending their approaches across account tiers and using sophisticated technology to scale and automate their programs.

This guide offers seven best practices to help marketers refine their own ABM programs, backed with real-world examples and innovations from the speakers at the ABM Leadership Alliance-ITSMA conference, Optimizing ABM Impact.

These considerations include:

• Strategically blending 1:1, 1:few and 1:many ABM
• Segmenting and selecting top-tier accounts
• Powering ABM with research
• Leveraging multichannel campaigns
• Customizing the tech stack
• Building a culture of collaboration and trust
• Measuring engagement with an ABM dashboard

Using these tools, companies can focus on the right accounts with the right Account-Based Marketing approach to deliver value and build long-lasting relationships.