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BASED
ACCOUNT
MARKETING
STRATEGIES
Jake Dacillo
Technologist
Director of Marketing
@socalbma 
I JUST FIGURED OUT
AGILE MARKETING…
ACCOUNT BASED
MARKETING???
Now I need to learn
Balboa Capital @socalbma 
ABM is a strategic marketing approach that that is
hyper-focused on a clearly defined set of target
accounts. The strategy...
Be present during the
RESEARCH PHASE.
Use SEO driven organic keywords.
Balboa Capital @socalbma 
MARKETING
AUTOMATION
Engage and target in more relevant
and personalized ways through:
Balboa Capital @socalbma 
REAL-TIME
PERSONALIZATION
Make it personal and you will get
their attention.
Balboa Capital @socalbma 
Balboa Capital @socalbma 
MARKETING & SALES
ALIGNMENT
Balboa Capital @socalbma 
THE NEW MIDDLE CONCEPT
You’re not marketing the same…
Then why are you selling the same?
60%20% 20%
Traditional
Marketing
...
POWERPOINT PRESENTATION FOR:
Place Date Here Your Name Here
INSERT
LOGO
HERE
but
Poor Execution
Solid Strategy
Balboa Capi...
YOUR LUNCH
BEING EATEN
is
Balboa Capital @socalbma 
SAME TIRED ROUTINE
• Leading with value proposition
• Front loading – “What makes us great”
• Competitive pricing, we’ve b...
Most people use PowerPoint
like a drunk uses a lamppost
– for support rather than for
illumination. - David Ogilvy -
““
Ba...
• Leverage your marketing data
• Listen to your prospects pain points
• Demonstrate real added value
• Know what your comp...
The New B2B Marketer’s job function has
CHANGED
FUNDAMENTALLY
Balboa Capital @socalbma 
QUESTIONS?
Jake Dacillo
Technologist | Director of Marketing
LinkedIn.com/in/jake-dacillo-6b3b31106
/socalbma
/company/soc...
SoCalBMA.org 
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Account Based Marketing Strategies

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Part of The Leading Edge executive signature series, this presentation, “Account Based Marketing Strategies” was delivered by Jake Dacillio, Technologist and Director of Marketing, Balboa Capital, at SoCal BMA’s 3rd Annual Regional Conference, “Process to Profits: Customer-Centric Strategies for Accelerating Growth”. The conference was held November 17, 2016, in Irvine, CA.

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Account Based Marketing Strategies

  1. 1. BASED ACCOUNT MARKETING STRATEGIES Jake Dacillo Technologist Director of Marketing @socalbma 
  2. 2. I JUST FIGURED OUT AGILE MARKETING… ACCOUNT BASED MARKETING??? Now I need to learn Balboa Capital @socalbma 
  3. 3. ABM is a strategic marketing approach that that is hyper-focused on a clearly defined set of target accounts. The strategy takes into account that most B2B buying decisions are made by a collective group of contacts within a company not just one individual. ACCOUNT BASED MARKETING Balboa Capital @socalbma 
  4. 4. Be present during the RESEARCH PHASE. Use SEO driven organic keywords. Balboa Capital @socalbma 
  5. 5. MARKETING AUTOMATION Engage and target in more relevant and personalized ways through: Balboa Capital @socalbma 
  6. 6. REAL-TIME PERSONALIZATION Make it personal and you will get their attention. Balboa Capital @socalbma 
  7. 7. Balboa Capital @socalbma 
  8. 8. MARKETING & SALES ALIGNMENT Balboa Capital @socalbma 
  9. 9. THE NEW MIDDLE CONCEPT You’re not marketing the same… Then why are you selling the same? 60%20% 20% Traditional Marketing Thought Leadership & Digital Rapport Building Sales Closing Balboa Capital @socalbma 
  10. 10. POWERPOINT PRESENTATION FOR: Place Date Here Your Name Here INSERT LOGO HERE but Poor Execution Solid Strategy Balboa Capital @socalbma 
  11. 11. YOUR LUNCH BEING EATEN is Balboa Capital @socalbma 
  12. 12. SAME TIRED ROUTINE • Leading with value proposition • Front loading – “What makes us great” • Competitive pricing, we’ve been around for a 100 years, great customer service, blah blah blah • Our latest app can do X,Y,&Z Balboa Capital @socalbma 
  13. 13. Most people use PowerPoint like a drunk uses a lamppost – for support rather than for illumination. - David Ogilvy - ““ Balboa Capital @socalbma 
  14. 14. • Leverage your marketing data • Listen to your prospects pain points • Demonstrate real added value • Know what your competition is bringing to the table • Mix up your media • Go over complexity before you present For NEW RESULTS NEW MINDSET Balboa Capital @socalbma 
  15. 15. The New B2B Marketer’s job function has CHANGED FUNDAMENTALLY Balboa Capital @socalbma 
  16. 16. QUESTIONS? Jake Dacillo Technologist | Director of Marketing LinkedIn.com/in/jake-dacillo-6b3b31106 /socalbma /company/socalbma /socalbma /socalbma SoCalBMA.org  ACCOUNT BASED MARKETING STRATEGIES
  17. 17. SoCalBMA.org 

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