The third-party strategy will allow you to

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Criteria : Sector Effective Turnover Location Behavior (innovative, strong growth, transformation, internationalization, etc.) Market (equipment level, equipment type) Then list all the companies that match these criteria. To do this, review all the official and accessible tools: NAF code, external database (Infogreffe, Nomination, Kompass, etc.), Linkedin, listing of trade confederations, etc. Think levels: the third-party strategy To optimize the management of your ABM strategy, you must classify your customers into three categories.

This rule of three thirds is particularly interesting if you Chinese Malaysia Phone Number List have a lot of customers. It will allow you to prioritize those who are truly key accounts . So, the first third will be those accounts for which you will need to implement a strategy that requires time and resources. For the second third, you will have to invest less time and money, but maintain some customization.




The third third will be that dedicated to automation. TIER S 1 : the few strategic accounts (generally 1 to 20), those whose logo you wish to have on your website and which will thus attract the others TIER S 2 : other listed company accounts in the sector (around a hundred on average) TIER S 3 : other companies in unlisted sectors (1000 on average)  implement different strategies: Tier 1 : Send them personalized campaigns for each account, both in advertising, emails, videos, etc.