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):

  1. Align sales + marketing around accounts
  2. Increase productivity, average deal sizes + conversion rates
  3. Track everything to make decisions based on accurate, real-time data
  4. 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:
2017 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

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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

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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)

Join us for our ABM session at CRMEvolution

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