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The Future of Personalization in ABM: Setting Objectives in a Cookie-Less World

June 17, 2024 | Jimit Mehta
Personalization in ABM

As privacy regulations tighten and the digital world moves towards a cookie-less future, account-based marketing (ABM) faces new challenges and opportunities. Personalization remains key to ABM success, but marketers must adapt their strategies to comply with regulations and leverage new technologies. Here’s how to set and achieve personalization objectives in this evolving landscape.

Understanding the Cookie-Less Future

The cookie-less future is driven by growing concerns about privacy and data security. Major browsers like Google Chrome and Mozilla Firefox are phasing out third-party cookies, which have long been used for tracking user behavior and personalizing marketing efforts. With these changes, marketers need to find alternative methods to gather and utilize data for personalization.

Leveraging First-Party Data

In a cookie-less world, first-party data becomes invaluable. This data, collected directly from interactions with your website, CRM systems, and marketing platforms, provides insights into your audience without relying on third-party cookies. To maximize the potential of first-party data:

  • Integrate Data Sources: Ensure seamless integration of your CRM, website, and analytics platforms to centralize data collection and analysis.
  • Enhance Data Quality: Regularly clean and update your data to maintain accuracy and relevance.
  • Utilize AI and Machine Learning: Employ AI-powered tools to analyze first-party data, uncover patterns, and deliver personalized content.

Utilizing Contextual Targeting

Contextual targeting is a powerful alternative to cookie-based tracking. This method involves delivering ads based on the content of the web page being viewed rather than the user’s browsing history. By understanding the context, marketers can serve relevant ads that resonate with the audience. To implement contextual targeting effectively:

  • Analyze Content Categories: Identify and categorize content that aligns with your target audience’s interests and behaviors.
  • Develop Contextual Keywords: Create a list of keywords and phrases related to your audience’s preferences and the content they consume.
  • Monitor and Adjust: Continuously monitor the performance of your contextual targeting efforts and adjust your strategies based on the results.

Embracing Privacy-Compliant Technologies

Adopting privacy-compliant technologies ensures that your personalization efforts adhere to regulations while delivering effective results. Some key technologies include:

  • Server-Side Tagging: Shift from client-side to server-side tagging to gain more control over data collection and enhance privacy compliance.
  • Identity Resolution Platforms: Use platforms that help resolve user identities across different devices and channels while respecting privacy regulations.
  • Consent Management Tools: Implement tools that manage user consent for data collection and provide transparency about data usage.

Setting Clear Objectives

To navigate the cookie-less future, set clear, measurable objectives for your ABM personalization strategies:

  • Define Success Metrics: Establish KPIs such as engagement rates, conversion rates, and revenue growth to measure the effectiveness of your personalization efforts.
  • Segment Your Audience: Use first-party data and contextual insights to segment your audience effectively and tailor your messaging accordingly.
  • Test and Optimize: Regularly test different personalization tactics and optimize based on performance data to continually improve your results.


The future of personalization in ABM lies in adapting to privacy regulations and the shift towards a cookie-less environment. By leveraging first-party data, utilizing contextual targeting, embracing privacy-compliant technologies, and setting clear objectives, marketers can continue to deliver personalized experiences that drive engagement and growth. Staying agile and innovative will be key to succeeding in this new landscape.

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