Page 73 - SCP Hub

“Run Your Account Like a Business” – Account Marketing

ü Engage ABM Practitioner - Responsible for managing the overall ABM process. Not all
regions have this role. If not, leverage your local marketing contacts

ü Create a 12-24-month plan – get buy-in from account team
SCP SKILLS
ü Identify 2 customer champions (executive level & marketing liaison)

ü Present plan to the customer for commitment, begin execution

ü Track ROI & MPP related to all activities

ü Be agile with stop and go scenarios

ü SAP.com Events Calendar

ü ABM & SCP Jam

ü Regional ABM Jam pages:

ü NA Account-Based Marketing (private group)

ü LAC ABM best practices (private group)

ü Other ABM resources:
ü ABM Journey Blog

ü ABM Lunch & Learn (recording)

ü Marketplace: ABM best practices (recording, slides)

© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ INTERNAL | Scott Schwartzman, SCP Global CoE