Account Based Marketing (ABM) sounds complex but in reality, it’s easy as pie. So easy that we developed a 4-step ABM pilot program that can deliver tangible results in just 6 months. (Our ABM-impassioned colleague Britt explains it all, especially for you, right here.)
But we’d also love to show you what we did for DS Smith – a leading supplier of sustainable packaging – and how we improved the relationship with one of their biggest clients: Mondeléz.
Mondeléz was largely transactional at first but has already turned into a true partner for some years now. Our goal is to push things further and take our relationship to the next level.DS Smith sales exec on why this account stood out
What we did: initiate relationships with Brand Owners for higher-margin projects
The DS Smith team already had the contact details of 80% of all key decision-makers across the packaging, R&D, manufacturing & procurement divisions at Mondeléz. Hurra… wait, who’s missing?
You guessed it, Brand Owners – the ones that actually initiate and validate innovative packaging projects for their respective Mondeléz brands.
My team and I are constantly looking for that type of edge. Who doesn’t like a success story about their own company?Ellen De Wolf, Innovation Lead at DS Smith
What we did: strengthen the perception of strategic innovation & partnership
The signing of a new 5-year contract between the two companies was an excellent opportunity to interview Mondeléz’ CPO Mark Dady about his vision on packaging, the ever-evolving supply chain and the growing collaboration between Mondeléz and DS Smith.
The video interview proves DS Smith is fanatical about results and was pushed to decision-makers at Mondeléz.
How can you say ‘no’ to an innovative packaging supplier who has a clear blessing from your own CPO?
And their tendencies, challenges and ambitions, too. That’s why ABM could be a huge difference-maker in your B2B marketing mix. It allows you to tailor your messaging and drive any account in the direction you want it to.
Want to take an account to the moon?
Launch your ABM pilot program.
You won’t need to buy 100 subscriptions to an expensive tech tool first, we promise.
Thank you, we'll be in touch as soon as possible.
There was an error, please try again.