EP. 63 - Defining Scrappy ABM As A Strategy — What It Is, How It Helps, And How You Can Leverage It Scrappy ABM

In this solo episode, host Mason Cosby provides an in-depth definition of "Scrappy ABM" and how it differs from traditional account-based marketing approaches. He explains why starting with a scrappy, budget-friendly ABM strategy focused on people and processes is crucial for validation before investing heavily in technology and scaling.

Best Moments:

(03:10) Scrappy ABM is a revenue strategy centered around aligning marketing, sales and customer success on a targeted account list using existing resources for validation

(08:17) It's focused on the fundamentals of good B2B marketing (personalization, distribution, messaging) tailored to specific high-value accounts

(07:07) Your goal is to prove that ABM works for your business BEFORE investing hundreds of thousands in platforms and tech

(09:25) ABM drives some of the highest ROI of any B2B marketing when executed correctly