topic Re: ABM Setup for multiple sales regions in Tips, Tricks & Best Practices

ABM Setup for multiple sales regions

Albus_Bui — Mon, 06 May 2024 06:06:37 GMT

Hi Experts,

We are running an ABM campaign for 6 different sales regions and would love to check if there's any good practice to do that.

I checked the guide from HubSpot but that was quite simple and just assumed one company only have 1 set of target accounts. In my case, each country has their own target account lists (categorized in 3 tiers), some of which are local branches of some MNCs.

Hope to have some piece of advice from our community soon!

Many thanks!

Albus

Re: ABM Setup for multiple sales regions

matthew-aire — Mon, 06 May 2024 07:28:58 GMT

Hi @Albus_Bui

This is a usual question not just on ABM but how to structure a HubSpot account in general due to organisations being incorporated in different countries, with a range of local entities, and of course different sales goals for your own business with each opportunity.

#1 - one approach is to create a child company for each instance where you are selling to the same company but in different regions and associate the different contacts to each regional entity. From there you can categorise each 'local branch entity' with it's own Target Account Tier. Additionally you can create further Company properties to capture more information regarding the specific local branch and entity.

More information on Parent and Child Companies in HubSpot can be found here.

Please let me know if you have any additional questions on the above.

Matt Aire
HubSpot Freelancer | Founder @ pocketpros

Let's chat HubSpot - book a meeting

👌 If my reply was useful and helped answer your question, please mark it as a solution to help the community!

Re: ABM Setup for multiple sales regions

Albus_Bui — Mon, 06 May 2024 08:29:03 GMT

Thanks @matthew-aire for your quick response!

Parent-Child relation setup is something we can play around.

About the alternative approach that you suggested, does that mean we'll need to create different records for each countries?

All in all, how would any of the above affect the ABM reporting in HubSpot? Anything noteworthy?

Thanks a lot!

Re: ABM Setup for multiple sales regions

matthew-aire — Mon, 06 May 2024 08:44:42 GMT

No problem 🙂

Yes for each specific region/location you can crate a new Company record, associate Contacts to those regions (or multiple using Association Labels) and have your Team mark relevant notes, calls, emails etc to each new company.

You can then assign specific target account tiers to each new 'local/regional' child company record.

In terms of reporting it would remain the same, each would be seen as an individual company and you can segment as usual. I don't believe it's possible with the HubSpot ABM tool (yet) to group companies together and report on it as a whole. However you could try to use report segmenting to try and group companies together such as using URL Domain, or Company Name property perhaps (something that links the group of Child companies together with the Parent).

Let me know how you get on, or if you need any assistance!

Re: ABM Setup for multiple sales regions

Albus_Bui — Wed, 08 May 2024 04:46:42 GMT

Thanks @matthew-aire ! We will play around with the ABM tool taking into account your input. Appreciated!