The Release of 'Mastering ABM: Focusing on Key Clients to Scale Business' Set for March 2026

Exciting New Release: 'Mastering ABM'

Sairu Inc., led by President Kanta Kurihara, is set to launch its seventh book titled 'Mastering ABM: Focusing on Key Clients to Scale Business' on March 13, 2026. This publication, issued through Japan Business Publishers, serves as a comprehensive guide that adapts the overseas concept of Account Based Marketing (ABM) to the nuances of the Japanese market.

ABM is an innovative strategy that allows businesses to target specific accounts rather than casting a wide net. This approach encourages collaboration among various departments within a company to work effectively towards engaging selected accounts. Especially popular among large enterprises, its implementation in Japan poses unique challenges due to the country’s emphasis on consensus-based decision-making across hierarchical levels. Unlike in Western contexts where strategies can often be quickly implemented with top-down directives, Japanese companies must navigate a more intricate agreement process.

To complement this, the data environment supporting ABM is less developed than in Western markets, complicating identification efforts through common tools like LinkedIn or IP address tracking. Sairu has accumulated insights through consulting more than 220 companies, streamlining ABM strategies that resonate well within the Japanese corporate setting. This book encapsulates these experiences and lessons learned, making it an invaluable resource.

Key Features of the Book

1. Three Distinct Patterns of ABM Implementation
The book categorizes ABM into three models: Large, Middle, and Small, based on two axes—customer lifetime value and the complexity of decision-making in target companies. This structured approach will help readers understand which model suits their business needs.

2. Case Studies from Over Ten Japanese Companies
Included in the book are practical examples from more than ten Japanese enterprises. Notable names such as NEC Solution Innovators, NTT Docomo Business, and SmartHR are dissected not just in theory but through real-world application, shedding light on what strategies were effective in each case.

3. Actionable Checklists and Templates
Each chapter concludes with an 'Action Checklist' to guide readers through the process. Each pattern allows individuals to easily see who should do what and in which order, improving the likelihood of successful ABM execution. Moreover, attendees can download templates for Account Plans and proposal content sheets from Sairu's website completely free.

Core Concepts Explored

1. Holistic View of ABM
The book divides ABM into 'Execution Processes' and 'Support Environments.' It highlights a four-step execution process: Target Selection, Planning, Implementation, and Monitoring. By understanding this framework, businesses can better discern their goals and identify lacking components in their current strategies.

2. Three Keys to Driving Deals
The authors emphasize that closing deals requires aligning three critical areas: the rational needs of management ('Management Logic'), the practical benefits for working teams ('Field Value'), and the emotional motivations of individuals ('Personal Passion'). Recognizing that many overlook the emotional aspect, the book instructs readers to harness personal motivations that can catalyze progress on projects.

3. Monitoring Framework
Given the lengthy cycle—often exceeding a year—before closing deals under ABM, knowing where projects are stalling or if they should continue is crucial. The text elaborates on methodologies for monitoring progress through various phases, including measuring intermediate indicators and setting common KPIs.

About Sairu Inc.

Since its founding in July 2016, Sairu Inc.—dubbed the 'Method Company'—has been dedicating its efforts to method development across various fields, providing tailored consulting services. The company's headquarters is located in Kyobashi, Tokyo.

For a limited time, buyers can enjoy an Amazon pre-order bonus: a comprehensive worksheet titled 'Complete ABM Strategy List' in Excel format free of charge with each reservation. This bonus contains additional elements not found in the book and will be dispatched after the book's official release.

For more information, you can visit Sairu's official site or their Amazon preorder page.

Sairu Inc. looks forward to empowering Japanese companies with the insights and practical tools necessary for effective ABM implementation.