Careers - Punch!

Work at Punch!

Open Positions

No vacancies at present.

Punch! is searching for a Senior ABM Strategist to join the Marketing Services team. They will advise clients on which services suit their needs, and spearhead campaigns from inception right the way through to delivery.

Salary: £40,000 – £50,000 depending on experience

Criteria
  • 2 years’ experience in a B2B strategy/planning role, agency or client side
  • Has developed the marketing strategy for a variety of programmes and campaigns, and has produced tangible results because of this
  • Can use core insights to underpin campaigns and analyse research to make strategic recommendations
  • Can create value propositions that get to the heart of a business, crafting a message that is clear, succinct, and impactful to prospects
  • Able to demonstrate creative thinking, and isn’t afraid to think outside the box when generating ideas for campaigns
  • Can interview clients to gain further insights, and can brief others on the client’s expectations for a project
  • Strong copywriting and proofreading skills. Experience crafting sales enablement materials – phone scripts, video scripts, emails – would be beneficial
  • Shows an eagerness to keep on top of market trends, marketing insights, and pays attention to thought leaders within the industry
  • An ambitious individual looking for an opportunity to grow and excel long-term within a business
Job Description
  • Play a lead role in overseeing the delivery of Account Based Marketing programmes
  • Independently conduct client meetings and calls, maintain client trust, and go above and beyond in their attitude and approach to build raving fans for the business
  • Conduct sector selection, ICP, account selection and TAM, and ensure that best practise in these processes is upheld by all team members
  • Develop campaign messaging across a variety of channels, and ensure all messaging aligns with client expectations
  • Write bespoke value propositions that are a cut above the rest, meeting client requirements and engaging prospects simultaneously
  • Be an active player in creative concept meetings, identifying key insights to form the basis of creative ideas, facilitating the creative process within others, and generating creative ideas that make Punch! campaigns stand out from other competitors within the industry
  • Work cross-functionally within the marketing services department and approach each task with a cooperative attitude
  • Report to the Project Manager regarding the progress of a task, as well as the overall performance of projects
  • Conduct research on a client’s business, brand, industry and audience, and present their findings back to the team in a clear, succinct and beneficial way
About Punch!

Punch! is an Account-Based Marketing Agency that upholds four core values:

  • Passion
  • Excellence
  • Teamwork
  • Innovation

Whether it’s generating sales opportunities or creating bold marketing programmes, our ethos enables us to create a culture of raving fans for both our clients and our team.

If you want to work in an ultra-positive environment with a team that is motivated, ambitious and proactive, then we would love to hear from you.

Punch! is searching for a Tech Sales Development Specialist who will use their expertise to build pipeline, nurture client relationships, and continue to grow the company with high quality results.

Full flexibility to work from home or in our Woking office. Open to applicants from across the UK.

Salary: £20,500 – £22,000 per annum, depending on experience.

Criteria
  • Degree educated
  • 2 years experience in technology sales development
  • Proven track record in developing, qualifying and growing a pipeline
  • Able to communicate details of complex solutions at a high level
  • Must show potential for future leadership
  • Experience in building and maintaining client relationships with senior stakeholders 
  • Ambitious, self-starting, and eager to progress within a company
Job Description
  • Generating new sales opportunities, building strong pipelines and contributing to the ongoing growth of our clients and company
  • Maintain and grow revenue within existing client accounts
  • Comfortable with a fast paced environment, aiming to progress in their career by consistently meeting sales targets
  • Work in a friendly team environment to help drive Punch! revenue growth
  • Excellent verbal and written communication skills, representing Punch! and our clients in a professional manner
  • Oversee multiple CRMs and use good database management skills to ensure all data is stored correctly and up-to-date
  • Write accurate reports for all booked opportunities and provide insight into the progress of campaigns
  • Be proactive and eager to participate in team-building incentives
  • Be a positive influence in the office and uphold the Punch! values – Passion, Excellence, Teamwork and Innovation
About Punch!

Punch! is an Account-Based Marketing Agency that upholds four core values:

  • Passion
  • Excellence
  • Teamwork
  • Innovation

Whether it’s generating sales opportunities or creating bold marketing programmes, our ethos enables us to create a culture of raving fans for both our clients and our team.

If you want to work in an ultra-positive environment with a team that is motivated, ambitious and proactive, then we would love to hear from you.

Apply for a role

Our Values

PASSION

Having a strong desire to do amazing things​

EXCELLENCE

Demanding high performance throughout the whole business

TEAMWORK

Working collaboratively in the most effective and efficient way

INNOVATION

Always applying new ideas to help our clients overcome their challenges

30+ PEOPLE

Working
Together

Working Together

25 MINS

From Central London

1 LOVE

Account-Based Everything

Start Your Account-Based
Marketing Journey

GET IN TOUCH
Punch! UK

One Crown Square
Church Street East
Woking, Surrey
GU21 6HR

Punch! Middle East

104 DSC Tower
Dubai Studio City
Dubai
UAE

Instagram
Linkedin

Registered in England | Company No. 07631764 | VAT Registration No. 114 2271 59  | © Punch! 2020 | Privacy Policy | Cookie Policy

THREE TYPES OF ABM.
WHICH IS RIGHT FOR YOU?

One-to-one, one-to-few, one-to-many, programmatic, lite…it’s understandable why account-based marketing can seem daunting at first! But regardless of the ABM terminology being used, the basic principles are the same. Putting more resources into fewer target accounts who are more likely to convert, and provide a greater ROI. Which kind of ABM approach you should adopt depends on a number of factors. In this blog you’ll find out what the 3 types of ABM are, and which is right for your business.

the three types of ABM

So you’ve decided that adopting an ABM strategy is right for your business and that’s definitely a wise choice.

 

It’s understandable that you might have some concerns, running an ABM programme requires a shift of mind-set. It takes sizeable marketing ‘balls’ to shift resources from more typical marketing strategies to account-based marketing.

 

But that’s exactly what organisations are doing – the number of companies with an advanced ABM programme doubled from 2017 to 2018. And why?

 

Simple – because in a recent study, 97% of marketers reported a higher ROI from ABM than other marketing campaigns. Any successful ABM campaign is one that balances these three measures –

 

  • The likelihood of a given target account buying
  • The resources required to acquire them as a customer
  • The potential ROI to your business if they convert

The differences between the 3 types of ABM are driven by a need to align these factors, so let’s look at exactly what each approach involves and what factors should inform your ABM strategy.

One-to-one ABM

The original and probably best known of the 3 types of ABM, and the approach you’re most likely already familiar with.

One-to-one ABM is a strategic approach that treats your most valuable target accounts as their own individual markets. This means engaging with each of them in a specific and bespoke way.

 

A typical one-to-one campaign would involve targeting 5-10 key target accounts, the ones whose business would make your year or even change the direction of your company.

The resources required to engage with each account in a one-to-one ABM campaign are significant. With that in mind, it’s vital that you have deep insight into how likely the target account is to buy. Intent data is a great way to choose your target accounts based on whether they’re starting a buying journey.

 

By focusing on 10 accounts that you know are likely to buy, you can allocate more resources to engaging with each, knowing that they are more likely to convert and provide you with a great ROI.

You should consider one-to-one ABM as your strategy of choice if –

 

  • You can research the accounts in detail and gather detailed insights on how likely they are to buy
  • Your products and solutions are high-value and high-consideration
  • You’re selling into a mature or even saturated market
  • Your opportunity to close rate is high
  • You have clear and genuine points of differentiation from your competitors
  • Each account has a large number of key stakeholders from whom you need buy-in
  • You have the resources available to create content bespoke to each account
  • You have the available people resources to engage and nurture each target account

One-to-few ABM

One-to-few ABM, or ABM Lite as it’s also known, is a way of using the one-to-one ABM principles and applying them at scale to a greater number of target accounts.

For example, you might be dedicating 40 days per month to your top 5 accounts in a one-to-one strategy.

 

If you then wanted to reach out to your top 30 accounts, you most likely wouldn’t be able to scale up the same approach unless you have 240 days worth of resources available to do this. So what’s the answer?

 

Your best strategy would be to focus on small groups of target accounts, rather than individual accounts. These groups can then be treated as their own individual markets, in the same way as individual accounts were with one-to-one ABM.

 

The most common way to organise accounts into groups of 5-10 is by sub-sector. If you’re targeting the retail sector, your sub-sectors might be fashion, groceries, DIY and homeware.

You can then build specific content that will resonate with that sub-sector, identifying trends and solving their challenges.

Consider one-to-few ABM as your strategy of choice if –

 

  • You have a small addressable market of target accounts
  • You’re selling high-value, high consideration solutions or products
  • You have to get buy-in from 3-4 key stakeholders at each account
  • You’re able to gather insights into the challenges facing each target sector
  • You have the resources available to create sector specific content
  • You have the available people resources to engage and nurture each target account
  • Your product or solution has clear points of differentiation from its competition

One-to-many ABM

One-to-many ABM takes the ABM approach and scales it so the principles can be applied to a larger number of target accounts.

 

How many? That’s up to you, as there are no hard and fast rules as to where one-to-few ends and where one-to-many begins.

 

Similarly, you might be wondering where to draw the line between one-to-many ABM and just ‘marketing’? Well you’re not alone, there’s not a clear agreement even among leading practitioners of ABM.

 

It depends on the lifetime value of those accounts to your business, the greater the value, the fewer you should go for.

 

The average number of accounts for a one-to many campaign according to the ITSMA sits at around 100. However you may choose to go for more than this and dedicate fewer resources to each, or use an approach closer to the one-to-few model, and dedicate more resources to engaging with each account.

You should consider one-to-many ABM as a strategy if –

 

  • You want to increase brand awareness whilst also creating engagement at key accounts
  • Your solution is new to market, or the market need educating on its potential
  • There is one or a couple of key stakeholders at each target account
  • You have the available people resources to engage and nurture each target account
  • Your pipeline to close rate is low and could be improved
  • You don’t have access to information on which accounts are starting a buying journey
  • You need some accounts to convert more quickly in order to see ROI sooner

FIVE TIPS FOR ACCOUNT SELECTION

In these times of uncertainty, making the most out of your marketing budget is more important than ever. In Account-Based Marketing you reduce the number of accounts you target significantly and then increase the amount of resources you spend on them. This makes the actual account selection process very important because you can’t afford for an account that receives significant resource to just fall by the wayside. So with that in mind, here a five tips for best practice account selection.

Have you thought about targeting different industries?

People are getting scared and more cautious about taking meetings and calls. So, who is engaging?

 

Some industries are booming at the moment such as:

 

  • Video conferencing technology
  • Project management tools
  • E-learning
  • Ecommerce
  • Gaming

With an influx in demand, they might just be looking for your solution. But for industries heavily effected, you need to rethink your GTM strategy to be as humane as possible; if your solution is something that would be deemed essential to these businesses – keep helping. If it’s more of a luxury, consider targeting different industries where an influx of demand means they might be on the lookout for your solution.

Sales and Marketing, Name a Better Duo

We always talk about the importance of sales and marketing alignment, but it comes into play with regards to account selection as well. A common mistake is allowing one department to select all of the target accounts for a campaign.

 

If the sales team are solely responsible then you run the risk of them giving you all of the ‘problem’ accounts that they have yet to achieve any traction with. As Jamie Hardin, Senior Marketing Manager of ON24 explains “ABM should be viewed as augmenting the current strategy, not a ‘Hail Mary’ initiative on an inactive account.” Similarly, it would be foolish for marketing to be solely responsible without using the information that sales already have on the accounts that they’ve been engaging with.

This could be information on which accounts are reaching a contract renewal date, previous positive conversations with the clients, or even contacts that could have used your services in a previous role at another company.

By combining the information marketing has alongside insights from sales, your account selection can lay the foundation for a successful campaign.

Are you intent on this?

Utilising intent data is the best way to select accounts. This helps you understand which companies are in a buying window based on the websites they’re visiting and the content they’re consuming. However, platforms such as Bombora and Nexus aren’t at everyone’s disposal, which is why a combination of the above tactics gives the next best chance of selecting accounts that are most likely to convert.

 

Account selection is perhaps the biggest factor in the success of an Account-Based Marketing campaign. Good accounts, that fit your ICP and are showing intent are bound to be successful, whereas accounts that aren’t selected on insight and reasoning are likely to fail. There’s never a sure fire way to pick accounts that are destined to convert, but by following these tips you’ll have a solid foundation for your ABM programme.

Do it early!

One of the most consistent mistakes we come across with account selection is doing it too late in the ABM journey. After first defining your ideal customer profile or ICP (link to other blog) and selecting your sector, you should be looking to choose your accounts. Prioritising selection early on in the process will give you ample time to gather insight into them, allowing you to really personalise your message that will resonate with the target DMU.

Make Sure They Fit Your ICP

Using an ICP to frame your account selection ensures that your target accounts are most likely to be a good fit for your business. It also ensures that you don’t fall for those ‘dream’ accounts that you may have put on the list because you want the logo on your website, or you’ve always dreamed of working with. If they aren’t right for the programme, you shouldn’t be targeting them. It’s not about if you want them, as much as it’s about if they want you.

So, you’re thinking about adopting Account-Based Marketing…

Fantastic! But there are three different types of ABM; one-to-many, one-to-few, and one-to-one. So, which one is right for you? Luckily, we have a handy little calculator that will tell you exactly that.

GO TO THE CALCULATOR