Best Practice Report

Channel Account-Based Marketing: Enterprise Accounts

January 1st, 2018


In the B2B world, strong teamwork is required between marketing and sales to design and execute account-based marketing (ABM) initiatives. For organizations that go to market via indirect channels, this coordinated ABM approach must extend to partners as well. The Forrester Channel Account-Based Marketing Framework outlines five design elements that organizations must establish for ABM execution in the channel. In this report, we take a deep dive into the enterprise/large-account section of the framework, reviewing key considerations for each of the process stages.

Want to read the full report?

Contact us to become a client

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.