A chronic lack of marketing resources

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Many companies would answer "No" if asked, "Do you have enough resources (people and budget) in your marketing department?" Implementing marketing communications using many channels for all possible target segments is unrealistic belgium phone number resource given the limited marketing resources of many companies.

The following was also stated in this session:
"The marketing environment in APAC, including Japan, has a high growth rate/expected growth rate, but marketing resources are often insufficient, so prioritizing resource allocation and selective concentration are important, and ABM in particular can be a good solution."

A sales organization that emphasizes strong relationships between sales and customers
Since ancient times, Japanese companies have adopted a style that emphasizes the one-to-one relationship between sales representatives and customers. They tend to idealize sales (organizations) that know their customers, devote themselves to them, and remain special to them, so the concept of ABM, which practices customer-centered sales and marketing, is likely to be easily accepted. In fact, there are probably many managers and sales department managers who wonder, "What's new about ABM?"

Nicky Briggs, Research Director for ABM at SiriusDecisions, also stated, "Japan has strong relationships between sales and customers, so it's a country well suited to ABM," which could be said to be one of Japan's characteristics.

ABM is a concept based on the premise of conducting one-to-one marketing and sales communication with a specific customer (group), so this characteristic will help to smoothly promote understanding and collaboration among related departments when implementing ABM.