CREATE DATA DRIVEN,
ACCOUNT-BASED
GROWTH-AVENUES
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.
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
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.
Infinityn International awarded as Rising Star on IAOP’s 2022 & 2023 Global Outsourcing 100 list.