In this episode Paul Denham talks with Perryn Olson, VP Marketing at REX, a construction, engineering and technology firm about getting ABM started in a small, medium sized professional services business. (approx 75 employees)
Our discussion covers the eight step program that Perryn put together after taking a deep dive into Account Based Marketing (ABM). He then introduced the concept to his leadership team and gained buy-in.
Although early days in the roll-out, the eight steps helps keep the small REX marketing team keep on track and shows that ABM is not just the preserve of enterprise SaaS companies, but can be suitable for small and medium sized businesses, particularly those with a high sales value ($20k+) and a complex buying journey involving more than one or two people.
Tune in to this episode to learn how your business can start with account based marketing without over complicating it or investing in expensive marketing technology.