Smart revenue teams today have the deep, rich insights to spot opportunities very early in the buying cycle. Learn what ABX is and why it's important and how to get started?

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Copyright © 2022 Demandbase
Webinar: Become a Smarter B2B
Revenue Team with Account-
based Experience
04/13/2022
Paul Gibson
VP International

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Copyright © 2022 Demandbase
✓What is ABX, and why it’s important?
✓Getting Started with ABX
✓Demo
✓Q&A
Agenda Today’s Presenter
Paul Gibson
VP, International
Demandbase
LinkedIN

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Copyright © 2022 Demandbase
Start here
Initial research
Social media
First website visit
Competitive website
visits
Buying
committee
research
Social network
Pipeline
Evaluation
Retain
Research
additional
solutions
Customer
Unknown Known
Form fill /
Hand-raise /
Demo request
Not here
The B2B buyer’s journey is
complex and anonymous

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We all have limits

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Strategy or Technology?
Combine Strategy & Technology for ABX
Success
TECHNOLOGY – ACTION
● Orchestrate Actions
● Digital Advertising
● eMail cadences – MAS/Enablement
● Social
● Direct mail
TECHNOLOGY – DATA – Account Intelligence
● Offsite/Onsite Behaviour/Intent
● Levels of Engagement
● Buyer Journey Stage
● Consolidate known and anonymous
STRATEGY - PLAN
● Interpret data
● Decide where to prioritise
● What actions to take
● What channels to utilise

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Different Team with Different Data=Different Strategies

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Align interactions to the buyer’s journey

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The Right Content The Right Time
1:FEW
AE TOP ACCTS
1:1
Strategic
Aware
Engaged
MQA
Opportunity
Customer
Expansion Opp
Expansion Won
Qualified
The Right Account
Deliver the Right Message to the Right Account at the
Right Time
Aware
Engaged
MQA

9. ABX Cloud is the Answer
Find
and prioritize
target accounts
with AI-driven
models and
intent data
Engage
with accounts
and people via
Smarter GTMTM
across
channels
Close
deals and
expand
relationships by
aligning with
sales
Build
your
account-
based
foundation
Expand
your business
by identifying
cross-sell and
upsell
opportunities
Measure
engagement
across the
buyer journey
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Copyright © 2022
Demandbase

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CRM
Marketing
Automation
Corporate
Email
Website
Visits
Ad Impressions
Website
Visits
20M Accounts,
100M Contacts
475b+ Intent
Signals (Monthly)
Known Unknown
Custom
Segment
Connect
Measure
Orchestrate
Build: Connect 1st and 3rd Party Data in One Platform

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Engage: Integrated Digital Channels and Tactics
Orchestrate joined up, cohesive & compelling customer experiences across the funnel
Awareness
Engaged
MQA
Opportunity
Customer
Cross-Sell
Retention
Qualified
Marketing
Automation
B2B DSP

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Demandbase
The Basics

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ABX Cloud Relevant Intent

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ABX Cloud Website Insight

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ABX Cloud Engagement You Understand

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ABX Cloud Your Buyer Journeys

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ABX Cloud ABX Reporting

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Demo

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Future Outcomes
Demandbase ABX Cloud helps you achieve pipeline goals and more, efficiently
Identify New Markets
● Discover accounts not in your CRM
● Predictive models help identify
potential new opportunities
● Intent tells you what your accounts
are researching
Expansion Opportunities
● Take action on post-sale stages to
grow your business
● Use multiple predictive models for
cross-sell and upsell
● Orchestrate plays across different
channels
Make Sense of the Mess
● All account data in one place for one
shared view
● Enrich your contact data with
additional insights
● Account-based analytics help you
see engagement metrics

20. Real Estate |
ABX + Ads
55
%
lift in target
account
engagement
Our customers are tickled. Wouldn’t you be?
Software | ABX
+ Ads + Data
3x
increase in conversions
Manufacturing| ABX
+ Ads
50%
growth in average deal
size
Software |
ABX
66%
increase in size +
value of opportunities
Telco | Sales Intelligence
5-10
hours per week saved for sales
ops — increasing rep
productivity
Software | Data
25%
of accounts prioritized using
technographics — making
up 95% of revenue
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Copyright © 2022
Demandbase

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Copyright © 2022 Demandbase
We think we’re pretty good.
Highest score across all 3 Use
Cases, 2022 Gartner® Critical
Capabilities for ABM Platforms
We think we’re pretty good.
But we’re not the only ones

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Copyright © 2022 Demandbase
Q&A

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Copyright © 2022 Demandbase
Get Started with Account based Experience
Exclusive only to our
customers:
Next Steps
● Respond to your Account Manager with the
secret code
● They will share a surprise to kickstart your
ABX journey with Demandbase
Secret Code: #ABXSuccess

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Copyright © 2022 Demandbase
Thank you!