3 Challenges For Marketers When Moving From Lead Based To Account Based

Published on November 15, 2023 by David Zhang

3 Challenges For Marketers When Moving From Lead Based To Account Based

In the ever-evolving landscape of B2B marketing, moving from a lead-based model to an account-based marketing (ABM) strategy is not merely a shift in tactics; it's a complete paradigm change. This transition represents a fundamental reimagining of how marketing targets prospects, engages with potential clients, and measures success. Despite the clear benefits of ABM—including higher ROI and better alignment with sales—there are several challenges that marketers commonly face. Here, we'll explore three of these hurdles and delve into strategies to overcome them, fortifying the pathway to a successful ABM model.

1. Shifting Mindsets and Culture

The Transition of Metrics

Transitioning from leads to accounts necessitates a profound shift in performance metrics and cultural mindset—one that can be particularly jarring for marketers who've cut their teeth in a lead-centric world. In the legacy terrain, metrics such as the number of leads generated or cost-per-lead reigned supreme. ABM, however, propels us into a new era focused on account engagement, influence, and revenue impact. It's an arena where quality trumps quantity, and depth of engagement is more valued than ever before.

Strategy for Change: To navigate this change, it's crucial for organizations to cultivate an ABM culture by educating and training their marketing teams on the new success metrics and KPIs. This education process should highlight the increased importance of engagement rates with target accounts, marketing influenced account pipeline, and the overall impact on revenue growth. Encouraging collaboration and shared goals with the sales team can help to realign and unify efforts towards the ABM objectives.

2. Rethinking Content and Personalization

From Generic to Account-Specific

Lead-based marketing thrives on broad appeal—a one-size-fits-most content strategy seeking to capture as many leads as possible. This blanket approach pales in comparison to the bespoke, highly personalized content necessary in ABM, where messaging needs to resonate at an account-specific level. Often, this requires a complete overhaul of content strategy, with a greater emphasis on customization for the particular needs and pain points of each target account.

Strategy for Success: To overcome the content challenge, marketing teams should invest in developing a deeper understanding of their target accounts. This means gathering detailed intelligence about the business priorities, industry challenges, and unique dynamics of each key account. Utilizing this information, marketers can create tailored content such as personalized videos, case studies, and whitepapers that speak directly to the account's context. This is where technology platforms, like Aomni, can come into play, offering real-time insights and content personalization at scale.

3. Integrating Data and Systems

Unifying Data Sources

One of the most daunting challenges in transitioning to an ABM strategy lies in the data and systems integration. Lead-based tactics typically rely on a vast top-of-funnel approach, capturing leads through various channels and pouring them into a CRM system. ABM demands a much more precise approach, necessitating the integration of disparate data sources to paint a comprehensive picture of each target account.

Data Alignment: The cornerstone of an effective ABM strategy is a robust data infrastructure that provides a 360-degree view of target accounts. Marketers need to integrate multiple data sources, including CRM systems, marketing automation platforms, third-party data providers, and social media analytics, to glean actionable insights. This integration enables the creation of a singular, unified profile for each account—a requisite for delivering targeted campaigns and tracking engagement effectively.

Systems Synergy: Beyond the challenge of aggregating and integrating data is the need for systems that talk to each other. It's one thing to collect data; it's quite another to ensure that your CRM, marketing automation platform, and ABM tools work in concert to enable seamless, targeted campaigns. System integration is often a significant undertaking, requiring substantial time, effort, and sometimes new investments in technology.

3 Best Practices for System Integration

  1. Audit Existing Systems: Conduct a thorough assessment of your current stack to identify any gaps or overlaps in functionality that could impede ABM transition.
  2. Foster Sales Buy-In: Having the sales team on board is non-negotiable. Alignment with sales ensures that the data reflects the ground reality of accounts and helps in creating cross-functional teams to handle account-specific campaigns effectively.
  3. Adapt Incrementally: Don't try to overhaul your systems overnight. Start with MVP (Minimum Viable Products) features necessary for ABM and iterate over time as you learn what works.


The movement from a lead-based focus to account-based marketing is more than a strategic adjustment; it's a transformational journey that touches every aspect of the marketing funnel. While the shift can be complex, with the right strategies in place to address the challenges, marketers can make this transition smoothly and successfully.

Overcoming the hurdles of mindset change, content re-engineering, and data-systems integration will position B2B marketers to better deliver on the promise of highly targeted, relevant, and effective marketing—and help drive the kind of business impact that truly matters.

By adopting tools like Aomni that aid in real-time personalization and account insights, marketers can empower their ABM efforts with greater efficiency and effectiveness. Thus, while the journey from lead-based to account-based is undoubtedly filled with challenges, the destination—a more strategic, aligned, and impactful approach to marketing—makes it a journey worth undertaking.

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