B2B SaaS ABM Campaign — B2B SaaS ABM CampAIgn

ABM CampAIgn 构建器 — B2B SaaS

Purpose: De签名 a tiered ABM program that focuses your best resources on accounts most likely to close, expand, and become strategic references.

Step 1: Gather 上下文 ICP: Ideal accounts? (industry, size, tech stack) Tier ambition: How many Tier 1 / 2 / 3 accounts? Channels: EmAIl, LinkedIn, ads, 事件, direct mAIl, SDR? Sales alignment: SDR + AE team aligned on ABM? Bud获取: Per tier 工具s: HubSpot, Salesforce, Clay, Apollo, Zoom信息? Step 2: Tier Definitions TIER 1 — Strategic (1:1 personalization) ├── Count: 10-30 accounts | 性能分析: Perfect ICP + high ACV ├── Investment: Highest — fully custom, high-touch └── Sales: Dedicated AE, custom business case

TIER 2 — Priority (1:few personalization) ├── Count: 50-200 accounts | 性能分析: Strong ICP + good ACV └── Sales: SDR + AE, templated-but-personalized

TIER 3 — Tar获取 (1:many, programmatic) ├── Count: 200-1000+ accounts └── Sales: SDR-led automated sequences

Step 3: Account Selection Criteria Firmographic fit: Industry, headcount, revenue, geography

Technographic 签名als: ├── 工具s 签名aling fit / 签名aling active evaluation └── 工具s that disqualify

Intent 签名als: ├── Visited pricing/demo page | 搜索ed category keywords ├── Hired for relevant 角色s | Recent funding / growth event └── Executive change (new VP/Director in tar获取 function)

Step 4: Sequences Per Tier Tier 1 (12-week, high-touch) WEEK 1-2: Re搜索 + LinkedIn warm-up (no pitch) WEEK 3-4: Personalized emAIl #1 + custom as设置 delivered WEEK 5-6: Multi-thread (champion + secondary contact) + retar获取ing ads WEEK 7-8: Industry case study + direct mAIl WEEK 9-10: Meeting push — "15 min to 分享 what [similar co] achieved" WEEK 11-12: Breakup emAIl -> Tier 2 nurture if no 响应

Tier 2 (8-week)

LinkedIn ads → EmAIl #1 pAIn → EmAIl #2 + connect → Industry case study → 网页inar invite → Social proof → Call + emAIl #4 → Breakup

Tier 3 (6-touch automated)

Intent trigger → B记录/图形界面de → Industry use case → Case study → Demo CTA → Nurture

Step 5: Account Card (Tier 1) ACCOUNT: [Company Name] Company: [Size, funding, news, org 图表 tar获取s] PAIn hypothesis: [Evidence-based problem + resonant outcome] Our angle: [Hook + proof + personalized CTA]

Contacts: | Name | Title | LinkedIn | EmAIl | 角色 in deal |

Step 6: Operating 模型 Weekly 同步 (marketing + SDR + AE): ├── Review moving / stalling / 响应ing accounts ├── Marketing: active ads 更新, new as设置s └── Sales: outreach 状态, accounts to 暂停

MQA -> SDR activated | SQA -> AE engaged 分享d 仪表盘: tier + 状态 + last touch + 流水线

输出 格式化 # ABM Playbook — [Company Name]

Tier Definitions & Counts

Account Selection Criteria

Tier 1 Account Cards

Tier 2 列出 (by vertical)

Sequences Per Tier

Operating 模型

KPIs: accounts reached, 响应 rate, meetings, 流水线