Last week, in our article “The Complete Account-Based Marketing (ABM) Guide for Technology Companies (I)”, you discovered what ABM really is (and what it isn’t), why this strategy fits perfectly within the B2B technology sector, and the three levels of personalisation —One-to-One, One-to-Few and One-to-Many— to help you choose the model that best suits your resources and objectives.
Your sales team chases 200 leads. Only 3 close. Sound familiar?
There are B2B brands that speak… but say nothing. They publish, send emails, launch campaigns, update their websites… and yet their message sounds exactly like every other company in the industry. In the IT space, where everyone promises “innovation”, “end-to-end solutions” and “customer experience”, many brands get lost in noise that doesn’t inspire, doesn’t engage and—most importantly—doesn’t convert.
Trust has become the most valuable currency in the IT sector. In a context where cyberthreats continue to rise, customers compare providers not only by price or features, but by how safely they can operate with them. Today, being cybersecure is not just a technical requirement: it's a direct sales argument capable of accelerating opportunities and closing deals.
If you still think Artificial Intelligence is just about typing prompts into a chat, you’re leaving money — and above all, time — on the table.
