RollWorks, together with Forrester, reported that 58% of B2B marketers implementing ABM closed larger deals at higher net amounts

Overlap that with a SiriusDecisions research noticing greater than 100% increase in engagement by C-level leaders.

Our demand generation and capture efforts show similar metrics for several reasons:

1. C-level leaders naturally have more buying power. Directors and VPs operate within certain budgets for different cost factors, and getting approvals for extended deals is a tedious process nobody wants to go through in a tough economy.

2. C-levels ignore 95%+ of standard outreach – but ABM is an omnichannel directive that captures different data points and increases response rates.

3. Bypassing VPs and directors through a C-level gets cascaded downward. Swapping multiple roles up and down the hierarchy can be very effective.

ABM tends to devise around ICPs and individual stakeholders.

Supplement the mix with multiple stakeholders and namedrop across the org chart.

ABM implementation, running parallel to a top-down strategy, can create a seismic shift in your B2B marketing performance.

It’s no magic potion, but a strategic course that demands meticulous planning and execution. The effort will justify itself when you witness your deal sizes grow and your pipelines feeling healthier than ever.