The #NoBS Account-based marketing

We get you the clients you want, predictably. Connect with the right accounts, build a pipeline full of quality leads, and start closing more high-paying deals using our account-based marketing services.

🍪 Start your journey here!

One-to-one

1 to 5 accounts

Build strong relationships with key prospects by using highly targeted approaches to engage individual accounts.

One-to-few

5 to 50 accounts

Focus on a specific group of accounts using customized messaging and content that improves engagement with key segments.

One-to-many

50 to 250 accounts

Connect with a wider audience through personalized campaigns that harvest the power of targeted marketing while growing your reach.

Partner with a B2B-specialized account-based marketing agency

Milk & Cookies Studio is a B2B growth agency that specializes in account-based marketing for high-ticket B2B tech companies. Our ABM solutions focus on engaging target accounts by bridging the marketing and sales gap.

Our team supports you, the client, in pinpointing target accounts, fostering engagement, and guiding prospects through their buying journey. Leveraging a deep understanding of your target audience, we develop powerful campaigns featuring customized content, engaging marketing materials, and relevant messaging.

We work
best with

Enterprise SaaS

Personalized ABM strategies for enterprise SaaS providers. We help you bridge the gap between marketing and sales by targeting the right accounts to drive growth.

Data Companies

Precision-targeted campaigns for data-driven companies. We make sure your message reaches the right decision-makers at the right time, every time.

Software Companies

Turning your software into a must-have. Our ABM tactics are engineered to secure the clients you need, with precision and predictability.

How our process works for you

Our ABM process is built to accelerate your growth. We target high-value accounts accurately, we develop personalized strategies that connect you with the right accounts predictably, delivering the results you need. By bringing social media, content, paid ads, lead generation, social selling, social listening, sales and marketing together, we create cohesive, impactful interactions that deliver results and establish long-term partnerships with your ideal customer profile. 

Discover our process to see how we transform insights into action and opportunities into success.

01. Discover, audit and strategy design

Discover

• Find high-value accounts: We start by identifying and gathering detailed information on potential accounts that fit your exact Ideal Customer Profile. We understand who they are, what they care about, their challenges, and why they’re a good fit for your business.
• Gather market insights: Alongside account research, we gather broader market and industry information to understand the market status quo your target accounts operate in.

Audit

• Check your current marketing: Review your current strategies, tactics, campaigns, and resources to understand what’s working and what’s not. This helps us (and you) figure out where your process is strong and what needs to be improved.
• Assess your resources: Look at the tools, content, and team capabilities you have now, and figure out what else we might need to make your ABM strategy work.

Understand

• Dig into account needs: We love to go beyond basic research. We are looking to truly understand the specific needs, challenges, and goals of your target accounts. This includes knowing how decisions are made, how the DMU looks like, what their buying process is and who the key players are.
• Build the ideal customer profile: Create detailed profiles for the main decision-makers and influencers in your target accounts to make sure the messages and approach are correct, in their language, and they can deliver the promised results.

Strategy design

• Create a customized ABM strategy: In this step we use the insights we’ve gathered to design a strategy that matches your business goals. Our strategy design process is personalized to address your specific needs and the needs of each target account, with clear tactics, actions, templates, scripts, and any other resources we might need for engaging and converting them.
• Channels matrix and messages: Now, we pick the best ways to reach your target accounts and create messages that speak to their specific challenges and goals. On their channels, in their own words.
• Set clear goals and KPIs: Final step of this process is to define what success looks like with specific, measurable goals and KPIs that will guide your ABM efforts, step by step.

02. Project setup

Implement ABM tools and platforms

• Choose the right tools: We select and implement the necessary ABM platforms and tools, such as CRM systems, marketing automation platforms, and account analytics tools, to support your strategy.
• Integrate systems: We make sure all ABM tools are integrated with each other and with your existing tech stack. This way you can have seamless data flow and communication between teams.

Configure lead tracking

• Set up lead tracking: We configure your CRM and marketing automation tools to track account interactions across multiple channels, making sure that all relevant data is captured.
• Establish lead scoring criteria: We define and configure lead scoring models based on the behavior and engagement levels of your target accounts to prioritize follow-up actions.

Personalize content and messaging templates

• Create personalized templates: We develop and set up content and messaging templates that can be easily customized for each target account. These include email templates, landing pages, case studies, use cases, reports, lead magnets, and ad creatives.
• Automate personalization: We use marketing automation tools to automate the personalization of messages based on account data, ensuring relevant and timely communication.

Set up reporting and analytics

• Define metrics and dashboards: We establish the key metrics that will measure the success of your ABM efforts and set up dashboards to monitor these metrics.
• Automate reporting: We configure automated reporting processes to regularly update the team on progress against KPIs, making it easier to adjust tactics as needed.

Align sales and marketing processes

• Document workflows: We clearly document the workflows for how marketing-qualified leads (MQLs) will be handed off to sales, ensuring there is a seamless process for follow-up.
• Train teams: We provide training for marketing, sales, and customer succes teams on the strategy, processes, tasks & responsibilities, and expectations to ensure smooth execution.

03. Account discovery and data enrichment

Identifying target accounts

• Data-driven approach: We use data analytics and machine learning to identify high-value accounts for your business. For example, we use deep tech data providers like Veridion to discover and rank potential high-value accounts that align with your objectives.

• High-value social audience index: We leverage social media analytics to identify and target audiences with high conversion potential. By analyzing social media interactions and engagement, we pinpoint users most likely to become valuable customers.

• Collaboration with sales team: We work closely with your sales team to align on criteria for selecting target accounts. This ensures that both marketing and sales are focused on accounts with the highest potential for revenue and strategic fit.

Data enrichment

• Data enrichment: We implement processes that use multiple data-points to gather and classify data from various online sources. This process helps us enrich your datasets with relevant and up-to-date information about potential accounts and discover trends in their operations that can help us start a conversation with them.

• Digital insight amplification: This step involves identifying the most promising potential customers and expanding your understanding of them. By gathering detailed insights, you can tailor your marketing efforts to better meet their needs and seize new business opportunities.

Identifying target accounts

• Data analysis for opportunity discovery: We analyze data to find patterns and trends that reveal potential engagement opportunities. By examining historical and current data, we identify the best times to connect with your target accounts.

• Using structured approaches: We use activity-based management to combine financial and performance data, helping us decide how to best target and engage your accounts. This ensures our strategies are effective and efficient.

• Leveraging advanced analytics and AI: We use advanced data analytics and AI to spot potential opportunities within your target accounts. This allows us to match your offerings with their needs, proposing solutions that are highly relevant.

04. Launch low-hanging fruit campaigns

3 to 6 months of testing and learning

Identify quick-win opportunities

• Focus on easy conversions: We target accounts that are easiest to convert based on existing relationships, recent engagement, or a clear alignment with your offerings.
• Launch targeted campaigns: We roll out small-scale, focused campaigns aimed at these accounts to quickly gather insights and validate our assumptions.

Test and validate assumptions

• Experiment with messaging: We use these initial campaigns to test different messaging strategies and content formats, finding out what resonates best with your audience.
• Assess channel effectiveness: We evaluate the performance of various communication channels to determine which ones are most effective in reaching your target accounts.

Gather insights and feedback

• Monitor engagement: We track how these accounts respond to your campaigns, focusing on metrics like open rates, click-through rates, and response times.
• Collect qualitative feedback: We work with your sales teams and directly engage with accounts to gather qualitative feedback on their perceptions and experiences.

Iterate and improve

• Analyze results: We use the data collected to understand what worked well and what didn’t, identifying key learnings and areas for improvement.
• Adjust strategies: We refine your overall ABM strategy based on these insights, making necessary adjustments to messaging, targeting, and channel selection.

Prepare for broader rollout

• Document learnings: We create a comprehensive report of findings from these initial campaigns to guide future efforts.
• Plan for scaling: We use the insights gained to plan larger-scale campaigns, making sure that successful tactics are expanded and less effective ones are improved or discarded.

05. Campaign execution and optimization

Launch targeted campaigns

• Deploy multi-channel campaigns: We implement the personalized marketing strategies across selected channels like email, social media, and direct mail, ensuring consistency in messaging and branding throughout.
• Coordinate with sales: We make sure your sales teams are aligned with campaign timelines and messaging, maintaining a unified approach when engaging with target accounts.

Monitor and analyze performance

• Track engagement metrics: We continuously monitor key performance indicators (KPIs) such as engagement rates, conversion rates, and how accounts progress through the sales funnel.
• Use real-time analytics: We leverage real-time data analytics to assess the effectiveness of campaigns and make data-driven decisions to refine strategies as needed.

Optimize and iterate

• Conduct A/B testing: We regularly test different variations of content, messaging, and channels to find the most effective approaches for each account.
• Gather feedback: We collect feedback from your sales teams and other stakeholders to understand what’s working well and where adjustments might be needed.

Enhance customer relationships

• Personalize follow-ups: We use the insights gained from campaign interactions to personalize follow-up communications, strengthening relationships with your target accounts.
• Identify cross-selling opportunities: We analyze account data to spot opportunities for cross-selling or upselling additional products or services.

Review and adjust strategy

• Conduct regular strategy reviews: We hold periodic meetings to review the overall ABM strategy, assess progress towards goals, and make any necessary adjustments.
• Update account profiles: We continuously update and refine account profiles based on new insights and any changes in the accounts’ business environment.

How do we design the strategy specifically for your business?

One of the most common questions we get asked by our clients is “Is your ABM process just a standard playbook?”

Nope. We don’t do off-the-shelf strategies. Every ABM plan we create is built specifically for your business, your market, and your goals. Here’s how:

• We start with real research, based on 60+ data points, not assumptions. Before anything else, we start with an in-depth research of your industry, your ideal customer profile, your competitors, and your communication channels. We figure out what’s working, what’s not, and where the real opportunities are hiding.
• Our strategy is built from scratch. Every message, channel, and engagement tactic is designed to match your business. Never a generic framework. The goal is to connect with the right accounts in a way that actually works for you.
• We adjust as we go. ABM isn’t a set-and-forget project. We track performance, analyze what’s landing, and refine the approach to keep your pipeline full of the right opportunities.

In short: No recycled strategies, no copy-paste solutions. Just a data-driven, customized approach designed to get you the right prospects, predictably.

Start a project with us

Account-based marketing is complex. Meet directly with an experienced ABM strategist, not a junior SDR. Our expert will assess your ABM readiness to determine how we can help you and then prepare a tailored plan specifically for your needs.

Start your journey here 🍪

How does account-based marketing work?

While ABM isn’t a cure-all, it is a people-focused, process-oriented technology stack that, when applied strategically, can outperform every other demand-generation initiative in your company. Traditionally, account-based marketing has been seen as an outbound sales method. 

We believe account-based marketing should be a sophisticated and targeted strategy that uses both inbound and outbound marketing. This approach can help your company expand into new markets, conquer new verticals, or engage investors and prospective clients for an upcoming event. 

And the best part? You don’t need to start from the ground up to create a successful SaaS ABM strategy. Instead, this strategy works in tandem with your existing demand-generation systems, supporting them by sharing resources, data, and tools.

Book a strategy call with a senior consultant

Strategy design

Ideal customer profile

Our Ideal Customer Profile zeroes in on the companies that are a perfect match for your business, so you can focus your energy on winning real deals.

Project strategy matrix

We create your tactical playbook, where we map out the right channels, creative moves, and clear actions to turn your vision into unstoppable results.

Account-based marketing campaign execution

 

ABM consulting

We create customized ABM strategies that align with your business goals, targeting high-value accounts with personalized outreach.

Campaign management

Have your ABM campaigns monitored from start to finish, to make sure they deliver maximum ROI through ongoing optimization.

ABM agency for B2B tech companies: Target the right accounts at the right time with the right message

We’re here to develop a strategy that connects seamlessly to execution, getting things done quickly and efficiently. Our systems and processes are built to provide complete programs or customized services that focus on the support you need most as you grow and evolve.

Start your journey here 🍪

Funnel & media activation

Full funnel creation

We design and implement tailored marketing funnels that guide prospects smoothly from awareness to conversion.

Paid and organic media

Maximize your reach with a balanced mix of paid and organic media, ensuring connection with the right accounts at the right time.

Organic growth engine

SEO strategy

Increase your visibility with targeted SEO strategies that attract and engage the decision-makers you need to reach.

Content creation

Grow your audience with customized content and high-converting landing pages designed to drive results.

Engage & optimize

Nurture sequences

We create and manage nurture sequences, integrating with your CRM to personalize follow-ups and advance accounts toward conversion.

Analytics & reporting

Get clear insights with our comprehensive analytics and reporting, tracking key metrics to measure your ABM success.