What is Account-Based Marketing (ABM)?
A B2B strategy that focuses marketing and sales resources on a specific set of target accounts.
Definition
Account-Based Marketing (ABM) is a go-to-market strategy that concentrates resources on a defined set of high-value target accounts rather than casting a wide net. Instead of generating thousands of random leads, ABM identifies 50-500 ideal accounts, creates personalised campaigns for each, and coordinates marketing and sales efforts around those accounts. ABM flips the traditional funnel: instead of Lead → MQL → SQL → Customer, it's Account Identification → Engagement → Opportunity → Customer.
Why Account-Based Marketing (ABM) Matters
ABM delivers 171% higher ACV (average contract value) than non-ABM approaches (Terminus 2024). For Indian mid-market companies selling ₹10-50L deals, ABM is often the most efficient go-to-market strategy because it focuses limited resources on the most valuable opportunities.
How IngageNow Uses Account-Based Marketing (ABM)
IngageNow enables ABM at scale by identifying ideal accounts using 37-dimension scoring, then generating personalised multi-touch campaigns for each account. Unlike traditional ABM platforms (₹40-80L/year), IngageNow starts at ₹21,999/month with account-level intelligence.
Try IngageNow FreeRelated Terms
Assigning numerical values to leads to prioritise those most likely to convert.
Signals that indicate a company or individual is actively researching or considering a purchase.
A detailed description of the type of company that would get the most value from your product.
Data and insights about prospects, companies, and markets that help sales teams sell more effectively.