Growth-Changing Demand Generation
Through Integrated Account-Based Funnel Management
Scratch accelerates your company growth trajectory by improving your marketing + sales performance
We help you build your demand generation machine, and create a seamless flow between your marketing and sales so you can land and expand the accounts that matter most to your business.
It’s not just Account-Based Marketing (ABM) or Account-Based Sales Development (ABSD) — We help you build, and get the most out of, your Account-Based Funnel Management (ABFM):
- Align sales + marketing around accounts
- Increase productivity, average deal sizes + conversion rates
- Track everything to make decisions based on accurate, real-time data
- Efficiently allocate your marketing budget
Your Resident ABFM Pros
Experience in growing sales + marketing for B2B software companies — from $10 to $16 million with 1,400+ customers
(Inbound + Demand Gen) x Account-Based = Predictable Revenue Growth
We believe passionately in systems, process + analytics
Featured ABFM Content
PRESENTATION:
Kick-Starting Your Account-Based Funnel Management: Scratch explores the latest in ABM with the American Marketing Association
Lora Kratchounova, principal of Scratch, discusses why ABFM is the only way to scale your B2B marketing efforts.
REPORT:
State of Account-Based Marketing: The Roadmap to Account-Based Funnel Management Success
Explore insights from sales and marketing pros on current and planned investment in account-based initiatives across B2B organizations.
eBOOK:
Account-Based Marketing for Really Smart People: Three Steps to Launching Your Account-Based Marketing Program
There’s been a lot of buzz in the B2B world about account-based marketing. But what does a sound ABM approach involve?
eBOOK:
Account Selection Made Easy: How to Identify the Right Targets for Your ABM Program
You know you need to add ABM into your mix of integrated marketing efforts to grow your business. But what if you’re not sure how to identify the right target accounts?
ABFM Services Offered by Scratch
LAUNCHING YOUR FIRST ACCOUNT-BASED PILOT
- Choosing + identifying your ideal customers — net new, or within your prospect database
- Designing + developing engaging content throughout your buyers’ journey
- Determining your optimal channel mix + best ABFM toolset
- Launching + optimizing your pilot for growth
GROWING YOUR MARKET INFLUENCE WITH TARGET + KEY ACCOUNTS
- Targeted PR + thought leadership programs
- Content development for specific accounts or segments
- Nurture content for on-going engagement
- Account-based advertising: laser-focused branding + demand generation programs (content syndication, paid social, SEM)
OPTIMIZATION OF YOUR ABM + ABSD PROCESS / TOOLS PERFORMACE
- Establishing scalable systems + processes
- Aligning sales + marketing
- Measuring your entire funnel — from first touch to close + all the way to expansion
ABFM Metrics + KPIs
We help you start and scale your ABM and ABSD with the right metrics and KPIs
LEAD GEN METRICS
- Impressions / CPM
- Click-through rates
- Unique visitors
- Net new leads
- Inbound inquiries
- Downloads
- MQLs
ACCOUNT-BASED FUNNEL
- Number of Target Accounts
- Number of Opportunities
- Close Rates
- Lifetime Value
ACCOUNT-BASED VELOCITY
- Marketing penetration across accounts
- Optimal number of touch-points
- SDR capacity + performance
ABFM Analytics in Action
You cannot manage ABM + ABSD if you cannot measure your funnel — from first touch to close. Ask us how we can equip you with the powerful analytics that will help you land and expand the accounts that matter most to your business, including CAC and LTV.
Account Timeline
Want to Learn More About ABM at Scratch?
Check out the Scratch Blog to discover all of our latest marketing insights, musings and recommendations
Join Us at Our Upcoming Events:
(click on event to sign up)
Ready to Get Started with a Tailored ABFM Program?
Help us understand your goals and challenges around Account-Based with our quick and easy 5-question survey
