Account-Based Marketing (ABM)
What is ABM?
Account-Based Marketing (ABM) focuses your marketing and sales efforts on specific high-value target accounts rather than casting a wide net. AutomateNexus provides a complete ABM toolkit.
Target Account Tiers
Organize accounts into three tiers based on strategic importance:
- Tier 1 — Strategic — Your highest-value targets receiving fully personalized campaigns
- Tier 2 — Target — Important accounts receiving semi-personalized outreach
- Tier 3 — Scale — Broader set of accounts receiving automated campaigns
Buying Committee Tracking
For each target account, map the buying committee — the key decision-makers and influencers. Track each members:
- Name and role (Decision Maker, Influencer, Champion, Blocker, User)
- Engagement level (Cold, Warm, Hot)
- Contact information
- Recent interactions
Engagement Scoring
Each account receives an engagement score (0-100) based on:
- Website visits from the account domain
- Email opens and clicks from committee members
- Form submissions and content downloads
- Meeting attendance
- Buying committee engagement levels
The score updates dynamically as interactions occur.
Account Status
Track each account through the ABM lifecycle:
- Prospecting — Identifying and researching the account
- Engaged — Active communication with committee members
- Opportunity — A deal has been created
- Customer — Account has been won
Coordinated Campaigns
Launch multi-channel campaigns targeting specific accounts. From the account detail view, click Launch Campaign to create coordinated outreach across email, ads, direct mail, and social for all committee members simultaneously.
ABM Analytics
The analytics tab provides account-level reporting including engagement score distribution, pipeline by tier, and campaign performance per account.