Nuvulo ABM Strategy

Understanding Nuvolo’s ABM Strategy and Targeted Campaigns

This is part 2 of the 5-part series, delving into Nuvolo’s strategy. In the last post, I gave an overview of Nuvolo and how they approached ABM. In this post, I’ll explore Nuvolo’s ABM Strategy by detailing the different techniques that they use to drive their campaigns.

Further, I’ll give some insights into how they use data to identify, segment, and sharpen their target account lists, of best fit accounts, in real-time.

Nuvolo’s ABM Strategy – 3 Forms of Campaigns

In its strategy, Nuvolo uses all three flavors of ABM: 1:1 or strategic ABM, 1:few or segment-specific ABM, and 1:Many, which is also known as “ABM at Scale”.

#1. One-to-one ABM Strategy

In implementing One-to-one ABM, each quarter, Nuvolo’s sales and marketing teams together select 5 to 10 of their largest best-fit target accounts for 1:1 campaigns.

This is a highly targeted campaign characterized by customized content and branded website

# 2. One to Few ABM Strategy

In their 1:Few ABM strategy, Nuvolo targets clusters of accounts based on interest in topics that relate to their solution sets. In order to identify their area of campaign interest, they use intent data

For instance, accounts with facilities management as their common intent and interest would be identified for a segment-specific campaign about Nuvolo’s facilities management offerings.

#3. One-to-Many ABM

Finally, Nuvolo uses One-to-many campaigns as part of its ABM strategy to target hundreds of accounts.

Because Nuvolo uses intent-based experiences, they can easily identify and engage “in-market” prospects using Bombora’s intent data.

Nuvolo’s Target Segmentation

nuvolo abm strategy - data segmentation approach

The foundation of Nuvulo’s ABM Strategy is how they segment their data to identify best fit accounts. In fact, this approach underpins their ABM campaigns.

They segment their data first based on the use of Service Now. Nuvolo, therefore, works on top of the Service Now platform. Therefore, this is an important first filter.

They then segment their targets by industry to identify accounts in Healthcare, Life Sciences, Financial Services, and Retail. They also apply a size filter.

Nuvolo then gets clever with its ABM strategy. Using Bombora’s intent data via Terminus, Nuvolo identifies “in-market” accounts based on 50+ topics that indicate an account’s active interest in purchasing a solution like Nuvolo’s.

Further, as part of its ABM strategy, Nuvolo has a list of its competitors’ accounts. So, by adding this into the mix, they can easily target these accounts with competitive switching campaigns.

What’s Next?

In my next post will focus on Nuvolo’s One-to-One ABM Campaign. I was blown away by how they create custom-branded websites for each top target.

If you would like help getting your ABM strategy moving, check out our Kickstart Program

Posted by Adam Turinas
Posted in ABM Strategy Blogs on April 27, 2021

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About the Author Adam Turinas

Hi, I am Adam Turinas, Health Launchpad's founder. I am passionate about helping healthtech firms succeed through better sales and marketing. I have hard-earned experience in healthcare technolgy as I started two healthcare businesses in the US, the first with zero healthcare experience. We sold the second business to a strategic buyer seven years later. Over 9 years building a healhtech businesses, I have learned how to sell and market effectively to healthcare organizations. Prior to this, I spent two decades in digital marketing across healthcare and other consumer industries where I sold over $100 million in products and services to corporations and healthcare orgs. I would love to talk with you. You can book a call with me on the right hand side. Best Adam (This is page 0 of many)Enter your text here...