Account Based Marketing Framework - For Fastest Time to Value

I first learned about Account-Based Marketing (ABM) over 20 years ago while leading marketing for SAP, where we implemented a one-to-one ABM strategy for a large client. At the time, ABM was a highly customized, resource-intensive approach, primarily reserved for enterprise-level accounts.

Today, as a fractional CMO and agency leader, I work with smaller clients who need faster time-to-value. While traditional one-to-one ABM isn’t always practical, a one-to-many ABM framework delivers powerful results—scaling personalized engagement across multiple high-value accounts efficiently.

ABM remains one of the most effective growth strategies for B2B SaaS companies, aligning sales and marketing to engage key accounts with relevant, personalized experiences. The framework below outlines the approach I’ve been using successfully, along with the tools that drive results. While ads can be an optional tactic, there are numerous organic strategies that can be implemented, as well as more aggressive investment options for businesses ready to scale.

I typically recommend starting with a sprint to test the program before scaling for long-term impact.

For ABM Simplified, check out my LinkedIn newsletter article here:

 https://www.linkedin.com/pulse/abm-simplified-jessica-schwarze/