Account-Based Marketing (ABM) is a critical approach to business markets in the new paradigm. In a challenging economic landscape, B2B-focused organisations must learn how to extract added value from these accounts. The ability to reliably deliver powerful strategies that fuel growth for key accounts at times of economic instability turn you into a preferred growth partner.
ABM helps you align the sales and marketing functions, and to achieve top-line and bottom-line targets. Firms that have transitioned to the ABM model have seen multi-fold growth in their average contract values and dramatic improvements in their return on marketing investments.
This interactive programme will help you understand the principles of ABM and get a first-hand experience with the tools, frameworks, and methods to be able to successfully implement it in your organisation. Using live examples, case studies, a simulation, and a project, you will learn how to seamlessly transition your organisation to ABM with minimal internal disruption.
Our Executive education redesigned for a radically different world. This programme blends the discipline of the on-campus experience that ISB is renowned for with our global faculty and advanced curriculum. You will gain immediately applicable advanced skills, relevant for the uncertain times we live in.
Clinical Full Professor of Marketing ,Director,
The Centre for Business Markets, ISB
Professor DVR Seshadri has taught at various IIMs and frequently held CEO positions at businesses of all sizes. An expert in B2B Marketing, Innovation and Entrepreneurship and Intrapreneurship, he is associated with major corporate houses like the Tata Group and L&T. He has taught on MBA, EMBA and Businessto-Business Market Management programmes. He is also a published author, with over 100 published cases studies and several books to his name.
Associate Professor of Marketing,Terry College of Business at the Universityof Georgia; President of Stratistics Inc.
Piyush‘s research interests span several areas, including decision-making, digital marketing, services, and brands and he has worked within a consulting or training capacity with a number of corporations including, BMC Software, Techwave, Schneider Electric, Shell Technology Ventures, AGCO, GSE Corporation, and Bridgestone Firestone. Piyush is a graduate of IIT- Kanpur and IIM-Ahmedabad and received his PhD from Purdue University
Live Virtual Programmes
Enhance your managerial effectiveness
Gain hands-on proficiency in data-driven decision-making with no prior coding experience required
Live Virtual Programmes
Transform traditional business models with emerging technologies
Get an end-to-end perspective of the digital marketing ecosystem to plan revenue-generating strategies