Want to know when your ABM programme will start paying off? We’ve tracked the key ABM metrics and the timeframes in which you can expect them, adding findings from our global ABM survey of 300 B2B marketers. Mary-Anne Baldwin reports.
It’s crucial not to oversell timeframes, especially to key stakeholders – better to under promise and over deliver. That can be hard when ABM timeframes are markedly longer than traditional demand generation, so it’s important to ensure you have realistic but also motivational measurements all across the sales cycle.
If you’ve read the B2B Marketing feature on setting your ABM KPIs, you’ll be aware of the best (and most common) metrics by which you can measure your ABM success – but when can you expect to see them? That’s what we’ll be uncovering here.