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We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime. Powers ABM provides enterprise buyer budgets ( predicted) and account ranking in these categories - Forecast, Recent Pilots/Eval, Renewal Budgets and Historical Budgets. This information is consumed by ABM platforms for effective targeting and efficient use of Ad spend. Here is the recorded webinar -

Account-based marketing (ABM) is helping B2B companies large and small drive more pipeline. However, ABM done right requires strong alignment between marketing and sales. Are your sales reps telling you there are deals happening right now where your company is not even under consideration? Are they concerned that Marketing is not delivering the right accounts for their outreach, especially those that have immediate budget for your products and services?

Introducing Account Budget Intelligence (ABI) which helps B2B marketing and sales teams align around just the right prospects with budgets for your solutions. ABI goes beyond today’s firmographic, technographic, and intent data to help Sales focus laser-like on the right accounts, down to the geo location(s) where a department or business team has an active project or search underway for your offerings. ABI can even provide insights on the right executives to pursue at those accounts. ABI leverages novel AI and ML-based approaches to gather and organize budget intelligence across over 5.4 Million B2B companies.

We will share examples and case studies of how leading B2B companies are using ABI data to fuel their marketing, ABM advertising and sales outreach programs to grow their pipeline.

Key Takeaways:
What is Account Budget Intelligence (ABI) ?
How does ABI identify and prioritize accounts for marketing & sales?
How is ABI different from firmographic, technographic and intent data?
How does ABI inform Sales on the best times and the right executives to engage?
How can ABI fuel ABM marketing and sales outreach programs to grow the pipeline?
Case Studies in ABM + ABI

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  1. 1. Anand Karasi Founder, HOW AI CAN FIND OPPORTUNITIES AND SHORTEN YOUR SALES CYCLE Mani Iyer CEO, Kwanzoo Account Budget Intelligence Adaptive ABM
  2. 2. How ABI helps Marketing to build more pipeline What is Account Budget Intelligence (ABI) Key Take Aways How is ABI different from today’s intent data? How ABI helps Sales to engage with the right executives Case studies on Account Based Marketing (ABM) + ABI
  3. 3. ABOUT ANAND KARASI 10+ Yrs - B2B sales professional 10+ Yrs - Product development & AI
  4. 4. ABOUT MANI IYER ● CEO, Kwanzoo Inc - Leader in Adaptive Account Based Marketing (ABM) Solutions Serial Entrepreneur, Startup Advisor ● Founded/sold e-learning platform business to Oracle ● Senior Tech/Marketing at Oracle, CA/Ingres, Microsoft Some of Kwanzoo’s Customers:
  5. 5. Agenda Account Budget Intelligence (ABI) 01 02 State of ABM and Intent Data Today 03 How ABM + ABI Drives More Pipeline Future of ABI04
  6. 6. State of ABM and Intent Data Today
  7. 7. ABM IS HOW MANY B2B COMPANIES DRIVE DEMAND XNew Market (Net New) Solution Awareness Existing Market (Upsell / Cross Sell) Expand Buying Group Reinforce Value ABM Individual / SMB (<$20K ACV) Mid-to-Large Enterprise ($20K+ ACV, 3+ Buyers) Cost & Complexity of Solution X ABM ABM in the Sales Cycle: Market Segments -New Geo -New Industry -New Account Segment -New Buying Group in Existing Account -New Offering to Current Customers ABM Works Best For Mid to Large Enterprise Targets
  8. 8. Firmographi cs Installed Tech Account Budget Intelligence In-Market Intent (Content consumption on 3rd-Party Media Sites) • Size • Revenue • Industry • Competitors • Complementary • “Green Field” • Social Media/Web • Public Profiles • SEC Listings Identify Best-Fit Targets ABM WORKS EVEN BETTER WITH INTENT DATA
  9. 9. New data privacy rules: CCPA and GDPR impact the more traditional email-based and phone-based outreach by marketing & sales. ABM Advertising Delivers: “[With ABM], 75% of respondents saw account engagement rise 25% or more, and 50% saw engagement with C-level buyers rise 25 percent or more.” –SiriusDecisions “91% of respondents said average deal size is higher in ABM accounts, and 27% said average deal size in those accounts is more than 50% higher.” -- SiriusDecisions ABM ADVERTISING: A KEY DRIVER FOR ABM IN 2020
  10. 10. Account Budget Intelligence(ABI) and ABM
  11. 11. CSSalesMarketing 3rd Party Intent ABI Goes Beyond Today’s 3rd Party Intent Data Forecasted Budgets (5.4M Companies) Pilot/Eval Budgets Renewal Budgets Historical Budgets $$
  12. 12. A Closer Look at Account Budget Intelligence (ABI)
  13. 13. Budget Ranking Algorithm CONVERT INFORMATION INTO BUDGETS Partner IntelligenceProject Intelligence People Intelligence Product Intelligence 5.4 Million Businesses Account Budget Intelligence
  14. 14. Example ABI - New Relic ABM Budgets at New Relic
  18. 18. ABI MAKES ABM BETTER • Segmented Account Lists • Personalized ABM Ads • Personalized Content Offers • Salesforce Sales UI for SDRs enriched with ABI Data • Sales Team Uses ABI For More Effective Meetings ______ ______ ______ ______ ______ ______ ______ ______ ______ ______ ______ ______ ______ ______ ______ ______ ______ ______ ______ ______
  19. 19. FUTURE OF ACCOUNT BUDGET INTELLIGENCE (ABI) Top Mid Market Rep @400% of Quota 2014 2018 2019 Identified $220B in Budgets (US) Predicted and helped close a $500M transaction 2020 Identify $1T+ Budgets (Worldwide)
  20. 20. CONTACT US @kwanzoo
  21. 21. Additional Slides
  22. 22. ABI COMPONENTS Companies Vendors Departments/Teams Executives Problem AreasTrends Renewal Date Marketing Activities
  23. 23. PURCHASE SEQUENCE ABM Ad Spend Prioritization Sales. Auto. Mark. Auto.