THE WAY TO BUILD
PIPELINE & GROW REVENUE
IS NOW CHANGING
Growing an enterprise-pipeline is hard: despite all the technology, tools and advice, the way to achieve game-changing growth requires new approaches; and an altered mindset. Let’s see some major factors blocking growth for technology enterprises:
1) a lack of sales-marketing alignment,
2) a fragmented martech-stack.
These often lead to more confusion than pipeline; more arguments than marketing-originated revenue.
Enter agility and a ubiquitous account-based focus; this is where Agile Account-Based Growth comes into the picture. This emerging “school of action” tackles common B2B marketing-Challenges with a surprisingly simple and effective framework.
THE STAKES ARE ENORMOUS: 209% REVENUE-GROWTH FOR MARKETING
According to Marketo, this is the revenue-growth marketing can experience with the two departments aligned. And this is just one of the three major outcomes Agile Account Based Growth can deliver for your organization.
WHAT IS AGILE ACCOUNT-BASED GROWTH
AND HOW DOES
Agile ABG is a cyclical process that make it impossible for marketing and sales not to align and grow. That is because it builds on both technology and human talent.
It breeds alignment “by default” and creates real, actionable intelligence from the AI and marketing technology that many enterprises are already invested in.
It is the definitive enterprise-framework that makes B2B growth predictable and on-target.
IT TACKLES ANOTHER HUGE CHALLENGE:
of in-market buyers for your product are
invisible. (Source: Gartner)
Agile ABG is the solution to not only
shed light and uncover, but meaningfully
engage those buyers who haven’t “raised
their hand” for a demo yet, but have the
BANT and would appreciate valuable
insight. Its components are the five areas
needed to take a prospect to become a
client and then an advocate.
It is a cyclical process that leads from
market intelligence and insight to
perpetuated revenue through upselling
and cross-selling current clients.
- • 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
- • 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
- • Engage the Mobilizer & buying circle
- • Multi-channel
- • Personalised
- • White-labelled with your brand identity
- • With a human-centric approach
- • 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
- • Enhance customer satisfaction
- • Extend Relationship to upsell and cross-sell
- • With customised Account-Based Experience
IN SHORT, AGILE ACCOUNT-BASED GROWTH CONTRIBUTES TO MORE PIPELINE (AND MARKETING-ORIGINATED OPPORTUNITIES) IN 4 WAYS:
FROM LEAD- TO
ROI ON EXISTING
SALES AND MARKETING.
AGILE ABG PODS
We deploy the Agile Account-Based Growth framework for enterprises by installing small teams called Agile ABG pods; similarly to how ground-breaking innovations are often bred in multitalented teams called agile pods in tech organizations.
What is an Agile ABG pod?
A multi-skilled team focused on a clear growth outcome.
Enhances and fast-tracks existing account-based growth strategies.
Creates qualified opportunities by combining human and data-driven intelligence, ABM and sales outreach.
WHAT GUARANTEES THE SUCCESS OF THE AGILE ABG FRAMEWORK
AND ITS DEPLOYMENT BY INFINITYN INTERNATIONAL?
THE AGILE ABG FRAMEWORK
No matter how great a role technology plays in building pipeline, the decisive factor will always be the people who craft strategies, use the tools and execute.
Infinityn International sees two factors that guarantee success for deploying the Agile ABG framework: agility and education.
This is an inherent characteristic of the methodology. Agility guarantees that the framework blends with and adapts to your marketing and sales organization’s existing plays, resources. It also makes sure we can deploy it fast for immediate wins.
Success depends on people and culture. Not only does Infinityn have beast mode and peak performance in its DNA, we also have an internal talent/growth platform for our account-based growth specialists.
LEARN MORE ABOUT THE WAYS IN WHICH WE CAN
DEPLOY ACCOUNT-BASED GROWTH IN YOUR ORGANIZATION:
EXCELLENCE THROUGH HUMAN GROWTH
It is our belief and experience that for people to achieve great goals, they need to grow as professionals and as humans. That’s why our experience and learnings from client success gets transferred and codified in a platform that enables our team to learn and grow.
This platform is Infinityn Academy;
a process for new hires’ multi-faceted onboarding, it also serves as a perpetuated learning experience for existing team members.
Infinityn Academy focuses on the everyday processes as well as the meta-aspects of account-based growth; factors which when blended the right way, drives transformation: