Account Based Marketing (aka Account Based Selling) is one of the most impactful Go To Market motions for B2B companies targeting enterprise prospects. As a seasoned B2B CMO, Miles Williams will help your team define and launch an ABM program to align sales and marketing efforts by adopting a “One Team” philosophy and defining target accounts to pursue together, with shared metrics and shared success. Your advisor will guide the development of the key foundational elements for a repeatable, scalable ABM program to drive high quality pipeline and accelerate growth. During this engagement, we will:
– Create a tight, well-defined Ideal Customer Profile (ICP) leveraging data and qualitative interviews
– Revise Buyer Personas to ensure they are focused on key buyers’ motivations and pain points with relevant messaging for Sales success
– Partner with Sales to create new Target Account Lists for coordinated outreach
– Establish simple, actionable account-level reporting to track progress against shared pipeline and booking targets
– Define a cadence of orchestrated Sales+Marketing plays for intentional, coordinated outreach to pursue high-value Named accounts
With over 20 years of e-Commerce and SaaS experience at startups and established global brands, Miles has successfully built and scaled marketing organizations to support rapid growth and international expansion and was part of the executive team which led Shutterstock’s successful IPO in 2012. Since joining Chameleon Collective, Miles has leveraged his experience as a hands-on operator to provide B2B clients with marketing leadership and a clear Go To Market strategy.
