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CREATE DATA DRIVEN,
ACCOUNT-BASED
GROWTH-AVENUES

 

 

 

 

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WHAT IS AGILE
ACCOUNT-BASED GROWTH


Agile ABG is an emerging enterprise-framework that makes global B2B growth predictable and on-target. It encompasses and impacts the entire funnel from research and intelligence to sales and customer success. Agile ABG is the process for transformational enterprise growth. Big words, yes; but the proven process makes the promise a reality.

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ACCOUNT-BASED GROWTH AS A SERVICE

 

AGILE ACCOUNT-BASED GROWTH IS INFINITYN’S SERVICE
THAT CREATES SALES QUALIFIED OPPORTUNITIES IN YOUR TARGET ACCOUNTS
USING YOUR EXISTING TECH STACK, COMBINED WITH OUR TALENT.

 

CAN YOU BENEFIT FROM
ACCOUNT-BASED GROWTH?

There are functional gaps
and misalignment between
sales and marketing;

It’s a challenge to uncover
in-market companies who fit
the ideal customer profile

It’s hard to sync data from
various sources and act on
the insight in time

It’s tough for
marketing to prove
revenue-contribution

If these challenges look familiar, it may be time for more alignment and agility. Enter Agile Account-Based Growth.

HOW IT WORKS?

Agile ABG is a set of processes that create an elevating cycle of account research, pipeline-building, selling, customer success and upselling. Here is where Infinityn helps with the process to drive target accounts through the pipeline:


Research: account research and intent
Teach: account-based marketing
Outreach: account-based sales development
Challenge: account-based sales
Advocate: customer success


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THE ACCOUNT-
BASED GROWTH
FLYWHEEL

 

RESEARCH

  • •  Targeting Existing Accounts based on ‘Heat Maps’ (Install-base, gap vs supplier portfolio)
  • •  Target new logos based on ‘Ideal Company Profile’ (ICP) definition
  • •  With or without Digital Intent

TEACH

  • Deploy top-of-funnel and middle-of-funnel campaigns
  • Engage buyers at the right stage in the pipeline
  • Supplement ABM campaigns with human outreach when appropriate
  • With Commercial Insight

OUTREACH

  • • Engage the Mobilizer & buying circle
  • • Multi-channel
  • • Personalised
  • • White-labelled with your brand identity
  • • With a human-centric approach

CHALLENGE

  • • Create Relationship • Proactive
  •  • Persistent 
  • • Nurture & educate the Mobilizer to create consensus in the buying circle to win
  • • With value added account centric information challenge the status-quo

ADVOCATE

  • • Enhance customer satisfaction
  • • Extend Relationship to upsell and cross-sell
  • With customised Account-Based Experience

THE PHASES OF THE AGILE ABG SERVICE

PHASE 1: AGILE ABG POD


First, we set up an agile ABG pod:
a multi-skilled team of 3-5, focused on
a clear growth outcome defined by you.

PHASE 2: UNCOVERING
THE INVISIBLE FUNNEL


We start by solidifying data-sources
from existing platforms
and introducing new sources
if needed. We narrow target
account-definitions and launching
intent-tracking.

PHASE 3:
OPPORTUNITY MAPPING


This is where we create a short
list of target accounts based on
digital intent information and
cross-check your CRM for existing
sales/marketing activity. Based
on the overlap, we can determine
what types of campaigns/
initiatives to launch.

PHASE 4:
CAMPAIGNS


We launch top-of-funnel and
middle-of-funnel ABM campaigns
and do human outreach in
parallel, to select accounts.

PHASE 5:
ALIGNMENT


The Agile ABG service is
bridging the marketing-sales
gap. After contextualizing data,
we hand over and discuss
actionable insights. We also
propose a sales development
plan for the account.

INTERESTED?

 

To experience what an Agile ABG pilot would look like for your organization,
schedule a 30-minute demo with an account-based growth consultant:
 
 

LET'S DO THIS