ABM Playbook for SaaS
Account-Based Marketing Strategy
Full-funnel ABM strategy covering account targeting, data enrichment, multi-channel planning, and lifecycle nurture specifically designed for B2B SaaS companies.
Playbook Overview
What's Included
- ✓Step-by-step framework
- ✓Templates & worksheets
- ✓Real case studies
- ✓Tools & resources
Playbook Overview
The Problem
B2B SaaS companies struggle with long sales cycles, low conversion rates, and difficulty reaching decision-makers at target accounts. Traditional broad-funnel lead generation results in unqualified leads, wasted ad spend, and poor sales-marketing alignment.
The Solution
Account-Based Marketing (ABM) flips the funnel by using lookalike modeling to identify high-value target accounts, enriching decision-maker data, and executing personalized multi-channel campaigns that engage entire buying committees with compelling offers.
The Results
Generate $2M+ pipeline in 90 days with 8x ROI, achieve $423K closed-won revenue, and create average deal sizes of $8K-$13K annually through precise targeting, data enrichment, and coordinated multi-channel engagement.
The ABM Framework
A comprehensive 7-step process to implement account-based marketing for B2B SaaS
Clear ICP Definition
Define your Ideal Customer Profile with specific, measurable criteria based on your best customers.
Key Activities
- •Analyze your top-performing customers for common characteristics
- •Define firmographic criteria (company size, industry, revenue, geography)
- •Identify technographic patterns (tech stack, tools used)
- •Map behavioral indicators (growth stage, pain points, buying signals)
Deliverables
Tools & Resources
Recommended Tools
Account Identification
Data Enrichment
CRM & Automation
Email Outreach
Advertising
Included Templates
Real-World Case Study
Cloud Infrastructure SaaS: $2M Pipeline in 90 Days
Challenge
B2B SaaS company struggling with high customer acquisition costs and long sales cycles. Traditional lead generation was producing unqualified prospects and wasting ad spend.
Solution
Implemented comprehensive ABM strategy using Ocean for lookalike modeling (~1,700 accounts), Clay for data enrichment, multi-channel campaigns via LinkedIn and Instantly, plus compelling offer of 60% cost reduction + $10K AWS credits. Used HubSpot lead scoring to qualify demo requests and automated SQL nurture sequences.
Results
- ✓Generated $2 million in qualified pipeline within 3 months
- ✓Achieved $423,000 in closed-won revenue annually
- ✓Average deal size: $8K-$13K per year
- ✓8x ROI on $53,000 campaign budget
- ✓Seamless integration between marketing and sales with automated lead scoring