ACCOUNT BASED MARKETING (ABM)

Account Research Dossier

Account profiling is the first step to understand the whole account and/or subsidiaries and divisions of global multi-billion dollar conglomerates.  Identifying the buying centers, key contacts and decision-makers, and organizational initiatives will guide how sales and marketing should develop an Account-Based Marketing & Sales plan to win business in this new account.

Green Leads’ Account Research Dossier Solutions are deliverables to each client’s requested selected Accounts or subsidiaries or divisions of accounts to be researched. These are typically high-value accounts that will be worth high six-figure or seven-figure deals to our client when they are won.

Format: The Account Research Dossier is in a PDF format and the Contacts are also delivered in a Google sheet or Excel sheet for easy electronic import.

Deliverable: Green Leads’ Account Research Dossier will include: Brief description of Account/Subsidiaries/Division with Organization chart:

• Main Account/Sub/Divisional IT contacts with Organizational Chart 
• Main Address and phone #s for each ‘buying center’ location
• List of Contacts - verified with their location and brief contact overview
• Account/Sub/Divisional IT Projects and Spend Analysis
• Account/Sub/Divisional IT News (Past 12-24 months)
• Researcher Notes including Research contacts, gatekeepers, etc.
• Customized solution-oriented Qualification questions (4-5 max.) can be added