If you’re selling a big ticket item with a long sale cycle, account based marketing is the smartest  way to go according to Jeremy Middleton, Senior Director of Digital Marketing at Pramata which helps large companies prevent revenue leakage.

“The idea of ABM was exactly what we needed because traditional marketing models don't work with these large complex companies,” says Middleton.

The company started their ABM journey a year and half ago and (SPOILER ALERT) the results have been spectacular.