Account Based Marketing

Strategic Foundation: Turning Account Intelligence into Revenue Growth.

Empowering data-driven sales and marketing decisions, the Account Based Marketing  unifies ICP Analysis, Account Fit Scoring, Engagement Intelligence, Deal Analytics, and Revenue Insights into a single analytical framework. By identifying high-value accounts, measuring engagement effectiveness, and tracking opportunity progression, organizations can prioritize efforts that drive measurable business outcomes. 

Strategy identifies the opportunity; data accelerates the outcome.

This four-phase Account Based Marketing Framework (Sales Foundation, Pre-Sales Engagement, Deals & Activities, and Sales Closure) provides end-to-end visibility across the customer journey, helping teams align marketing and sales efforts while improving conversion effectiveness. 

Account Based Marketing Framework 

PhaseStrategic FocusBusiness Outcome 
Sales FoundationICP analysis, account fit evaluation, and intent identification. Account Intelligence.
Pre-Sales Engagement Engagement monitoring and contact activity analysis. Engagement Insights.
Deals & Activities Deal velocity, pipeline visibility, and opportunity tracking. Sales Performance.
Sales Closure Close-rate analysis and revenue optimization.Conversion Intelligence .

By integrating these critical business functions, organizations gain a unified analytical view that improves account prioritization, opportunity management, and revenue performance. 

The ABM  & Visualization Engine – Power BI & Snowflake 

1. Executive Intelligence

  • Account Visibility: Monitor ICP Match Scores, Account Fit Scores, Intent Signals, and Opportunity Performance from a centralized dashboard.
  • Performance Insights: Analyze engagement trends, pipeline progression, and conversion effectiveness.
  • Unified Reporting: Consolidatemarketing, sales, and account intelligence into a single decision-making platform.

2. Operational Agility

  • Interactive Analytics: Explore account performance through dynamic dashboards and drill-through reporting.
  • Engagement Intelligence: Understand how contacts and accounts interact throughout the buying journey. 
  • Revenue Optimization:  Identify high-potential opportunities and improve sales outcomes through data-driven insights.     

                                                        

Business Outcome: 

Transform account-level data into actionable intelligence that enables smarter decisions, stronger engagement, and predictable revenue growth. 

Installation Guide:

Prerequisites : 

Before installing the Account Based Marketing application, ensure that: 
  • Microsoft Power BI access is available. 
  • A Snowflake account is available. 
  • Appropriate Snowflake permissions have been granted. 
  • Required databases, warehouses, and schemas are accessible. 
Installation Steps : 
  • Install the Account Based Marketing application from Microsoft AppSource.  
  • Launch the application.  
  • When prompted, provide Snowflake connection details.  
  • Authenticate using valid Snowflake credentials.  
  • Allow the application to load and refresh the data.  
  • Review the dashboards and reports. 

Configuration Guide: 

 1. Authentication   Authentication Type : Basic Authentication  Use your Snowflake username and password when prompted during setup. 

2. Snowflake Connection Parameters : 

Provide the following details during configuration:  Account URL:  For Example : <PYPDXGT-BH31415.snowflakecomputing.com>  Warehouse:  For Example : <COMPUTE_WH>  Database:  For Example : <ABM>  Schema:  For Example : <PUBLIC>  3. Validation :  After successful configuration: 
  • Sales Foundation dashboards should load successfully. 
  • Pre-Sales Engagement reports should be available. 
  • Deals & Activities reports should display data. 
  • Sales Closure reports should be accessible. 

4. Troubleshooting : 

Unable to Connect to Snowflake : 

Verify: 
  • Snowflake Account URL is correct. 
  • Username and password are valid. 
  • Warehouse, Database, and Schema values are correct. 
  • User account has appropriate access permissions. 

No Data Displayed 

Verify: 
  • Data refresh completed successfully. 
  • Snowflake objects are accessible. 
  • Connection parameters were entered correctly. 

User Guide:

 Sales Foundation :   The Sales Foundation dashboard helps users identify and prioritize high-value target accounts.   Key areas: 
  • ICP Match Analysis 
  • Account Fit Scores 
  • Intent Score Distribution 
  • High Intent Accounts 
 Use this dashboard to identify accounts with the highest probability of engagement and conversion.   Pre-Sales Engagement :   The Pre-Sales Engagement dashboard provides visibility into account and contact interactions.   Key areas: 
  • Engagement Insights 
  • Top Contact Activities 
  • Top Engaged Companies 
  • Sales Accepted Leads (SAL) 
  • Drop-off Rate 
 Use this dashboard to measure engagement effectiveness and optimize outreach efforts.   Deals & Activities :   The Deals & Activities dashboard helps monitor pipeline progression and sales performance.   Key areas : 
  • Deal Velocity Score 
  • Account Level Sentiment Summary 
  • Sentiment Detailed Activity Data 
  •  Opportunities vs No Opportunities 
 Use this dashboard to track deal progression and identify opportunities requiring attention.  Sales Closure :   The Sales Closure dashboard provides insights into conversion performance.   Key areas : 
  • Close Rate Analysis 
  • Champion vs No Champion 
 Use this dashboard to evaluate conversion effectiveness and improve sales outcomes. 

To Download this App, click here.