The document discusses account selection and targeting for account-based marketing (ABM) campaigns. It describes segmenting accounts into tiers based on factors like firmographics, technographics, and predictive analytics. A target account committee considers these factors and predictive scoring to select which accounts marketing and sales should focus on. The document then discusses engagement strategies like developing an ABM playbook, using multiple channels including email, events and ads, and measuring success based on account-centric rather than lead-centric metrics.
11. What is Predictive Analytics?
Actionable Intelligence for
Sales & Marketing
Machine Learning Thousands of external
data points
Keywords: ● Machine Learning ● Data Science ● Predictive Analytics● AI
17. Aligning Account Effort with Impact
Omri Erel
Head of Advertising &
Performance Marketing
SDRs avoid wasted efforts and
improved conversion rates
Strengthened sales &
marketing alignment
Boosted ratio of revenue
generation to marketing spend
Improved campaign
performance and lead quality
19. Hyper-Segmentation for ABM Plays
Ray Miller
Launched high-value outreach
with personalized nurture
Identified 900+ high-potential
prospects for sales
Hyper-segmented current and
past trialers into ICPs
Prioritized A & B-Leads for
accelerated sales follow-up
Senior Marketing
Operations Manager
26. Mike Leyden
VP of Global Inside Sales
Enterprise consolidation -
converting trials and online
purchases to volume license deals
Identify and Prioritize target
accounts
Profiled high-value Trialers for
aggressive sales follow-up
Uses Account models to
understand opportunity in
different U.S. states
Expansion and opportunity sizing
Territory planning - evenly
distribute good accounts to reps
Marc Brancaccio
Director of Sales Development
Expansion
Strategies
27. Expanding Your Footprint in an SMB Market
Lauren Licata
Predictive lead-gen to new
brick and mortar shops
Email A Leads within 5 min and
call within 1 hour vs. 8 hours it
takes
Increased effort spent on A-
Leads by 3x & decreased effort
spent on D-Leads by 1.5x
Result: Increased sales by 30%
VP of Marketing
35. Account Profiling & Field Marketing
Elena Rowell
Technographic segmentation
for expansion strategies
Profiling to drive targeted
prospects to local events
Personalized outreach
campaign increased top
prospect attendance by 20% for
regional events
Field Marketing Manager
36. ABM Retargeting Campaigns
Retargeting A and B-Accounts
Strengthened sales & marketing
alignment
Focused and optimized
advertising spend on account
strategy
Chris Turley
Head of Revenue Ops
48. Sales & Marketing Alignment
Demand Gen compensation
plan built on Infer
Uses Infer to negotiate w/
partners and Lead providers
Leverages Infer to overcome
the Sales and Marketing
divide to define MQL
Nick Ezzo
VP Demand Gen
49. ABM - New Business Model
Caren Cioffi
77% of total New Business
revenue resulted from the top
26% of Accounts (A & B’s)
Filtered bottom 44% of
Accounts which resulted in a
6% of total revenue
SVP & GM of Digital
Marketing Business
50. ABM - Upsell and Expansion
Caren Cioffi
80% of Upsell revenue resulted
from top 14% of Accounts (A's)
100% of Upsell Revenue
resulted from A/B Accounts.
SVP & GM of Digital
Marketing Business
57. Outbound / ABM Nurture
ABM Air Cover Good
Prospects
DemandBase
Google
Twitter
PFL
MailLift
Facebook
Evenly Distributed
Net-New Good LeadsCUSTOM
AUDIENCES
Sales
Queue
DIRECT
MAIL
AdRoll
58. Outbound / ABM Nurture
Zoom
Info
Data.com
Inside
View
Net-New
Accounts
Net-New
Contacts
Good
Prospects
Engagio
Sales Automation
AdRoll
DemandBase
Google
Twitter
PFL
MailLift
Facebook
Evenly Distributed
Net-New Good Leads
SEQUENCES/
CADENCES
CUSTOM
AUDIENCES
Sales
Queue
DIRECT
MAIL