Presenting ABM for Zoho CRM: Expand and retain your customers with precision
Picture this scenario: You're a growing SaaS company ready to launch a powerful business suite, and are looking to gain traction and momentum. But as a business with a tight budget, you know acquiring new customers is slow, expensive, and often delivers low returns.
So you turn inward—to the customers you already have. You're looking for customers who:
- Have shown loyalty.
- Engage often.
- Have made purchases that align with your new product.
- Have closed big deals before.
These customers are your best bets. Targeting such existing customers will assure you a higher chance of conversion—without the high cost of chasing new leads.
Simultaneously, you're looking for smarter ways to increase your revenue. You identify customers who are bumping up against their current limits; perhaps their teams are growing or their needs are expanding. You offer a timely upgrade.
Finally, on top of these pressing commitments, you spot customers who have gone quiet, dropped their usage, or perhaps are considering switching. You act early, reaching out to them to offer personalized solutions and protect your revenue.
These scenarios—where you cross-sell, upsell, and retain customers, aiming to boost your revenue while simultaneously enhancing your customers' success—are smart revenue marketing strategies. ABM for Zoho CRM is here to help you maximize your success with them.
Built at the source of your customer database, ABM for Zoho CRM provides an account-centric space where your marketers can address these targeted strategies with precision and versatility.
Key features of ABM for Zoho CRM
ABM for Zoho CRM is methodically built to identify, refine, enrich, segment, engage, and measure your growth.
Here's a quick look:
Account identification
Identifying desirable target accounts is fundamental to ABM's success. Do so using global criteria and bring in up to 500,000 accounts into ABM (based on your edition), your top 5,000 accounts based on revenue, or formulate your own qualification criteria per your preferences.
Enrich data with Zia
When you're dealing with a sizable number of accounts, data decay often goes unnoticed. To remain relevant to your engagement at all times, the ABM tool comes with our in-house data enrichment capability—powered by Zia.
Segmentation
Hyper-personalization is ABM's primary focus, and segmentation is where you begin. There are two types of segmentation available in ABM for Zoho CRM:
- Field-based segmentation uses field values from mapped modules and their related modules to classify your customer accounts. These modules include Accounts, Contacts, Deals, Products, Invoices, Sales Orders, and Purchase Orders.
- Technique-based segmentation uses qualifiers in line with industry-standard segmentation techniques like RFM, firmographics, engagement, recommendations, and Voice of the Customer. This enables you to segment based on your customers' behaviors and responses.
In addition to traditional segmentation, you can also use advanced filters to convert accounts into on-demand segments and/or use suggested segments that suggests segments you didn't know could exist.
Engagement
Engagement involves delivering personalized experiences, and ABM for Zoho CRM comes with the following options to help you engage with your customer accounts and share resources with key decision makers:
- Email campaigns
- Journeys for orchestrating responses and actions based on customers' responses, actions, delays, and their stage
- Contact list synchronization via Zoho Campaigns
- CSV data export for driving engagement with preferred platforms
Measurement
The number of customers you convert through all these efforts is a reflection of the accuracy of your segmentation and the effectiveness of your engagement strategies. ABM for Zoho CRM provides the following metrics and analyses to help you measure your marketing efforts.
Account overview dashboard
The account overview dashboard displays the performance of all accounts in play to keep you informed about what's happening in your accounts, including revenue metrics and trending products.
Intelligence
ABM for Zoho CRM includes Zia, our built-in AI assistant, to offer you intelligent insights related to your accounts, segments, engagement, and overall performance.
Take a look at intelligence in ABM:
Collaboration
ABM for Zoho CRM enhances your sales pipeline by providing contextual insights in Zoho CRM as filter attributes and record widgets. Sales reps can now confidently pursue customers for conversion.
Here's the pricing, availability, and limits for your reference:
- ABM for Zoho CRM is available as an add-on for customers using the Ultimate Edition and Zoho CRM Plus with 15+ user licenses. In the future, we'll consider other Zoho CRM editions and Zoho One.
- For the first year, the ABM add-on will be free.
- From the second year onward, ABM for Zoho CRM will be priced per edition.
That's all for now about ABM for Zoho CRM. You can integrate the extension via the Marketplace in Zoho CRM; it's already available for customers in US, EU, IN and AU DCs! :)
With this, we say buh-bye! But don't go far—we have exciting additions and integrations up our sleeves. See you soon!
Resources:
Kind regards,
Saranya Balasubramanian
Zoho CRM - Marketing
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