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Terminus on ABM
Stephanie Kelly, Director of Marketing Ops at Terminus
Terminus Framework: 5 – 10 Campaigns
Net New Interest Dead Opp Renewal & ExpansionOpportunityBuying Stage
ABM Strategy
(1:...
Demand Generation
SDR-Led ABM Campaigns
-> Pre-targeting ~ 60% of pipeline
Inbound
-> Lead-to-account nurture ~ 20% pipeli...
Demand Generation – ABM Technology Stack
Demand Generation – SDR-Led ABM
• Set ICP and Goal
• Identify target accounts – Sales & Marketing Alignment
• Expand – Ter...
Demand Generation – Improving Creatives
Demand Generation – Inbound
Inbound SDR
scrub account
for ICP match
Account
created
Tracking –
Conversion
to Opp after
dow...
Demand Generation – Inbound
Demand Generation – Event
1. Identify 375 companies
2. Develop message
3. Build content, email campaigns, creative, video
...
Demand Generation – Event Results
• Identify – 375 companies
• 41 companies registers 11%
• Pipeline Created $498k 36%
of ...
Sales Pipeline Acceleration
Net New Interest Dead OppOpportunityBuying Stage
ABM Strategy
(1:1, ABM Lite,
Programmatic)
Le...
Pipeline Acceleration –
Automated Campaigns by Sales Stage
Buying stage Terminus Ads Direct Mail Account Executive
1) Demo...
Pipeline Acceleration – Creative by Stage
Campaign 1: Brand Campaign 2: Benefits Campaign 3: Results
Pipeline Acceleration - Results
improvement in
win rates with
companies in
Terminus
campaigns in
~120 days
Love on
Twitter...
Lessons Learned – Ads, Content, Tools and
Process
 Spend more time identifying the right accounts
 Constantly improve ad...
Terminus on Account-Based Marketing
Terminus on Account-Based Marketing
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Terminus on Account-Based Marketing

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Terminus' Director of Marketing Operations, Stephanie Kelly, shares the account-based marketing programs she has developed internally at Terminus. She shares how she created an "always-on" pipeline velocity program to support the account executives as well as how she developed bespoke ABM campaigns for events and expands reach into accounts for inbound efforts.

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Terminus on Account-Based Marketing

  1. 1. Terminus on ABM Stephanie Kelly, Director of Marketing Ops at Terminus
  2. 2. Terminus Framework: 5 – 10 Campaigns Net New Interest Dead Opp Renewal & ExpansionOpportunityBuying Stage ABM Strategy (1:1, ABM Lite, Programmatic) Lead-Based Strategy (Bolt-On ABM) Demand Gen Sales Pipeline Customer Marketing Pre- targeting Renewal & Upsell Pipeline Acceleration Wake the Dead Account Nurture Lead-to- Account Nurture Land & Expand X
  3. 3. Demand Generation SDR-Led ABM Campaigns -> Pre-targeting ~ 60% of pipeline Inbound -> Lead-to-account nurture ~ 20% pipeline ABM for Events -> Pre-targeting + nurture ~ 20% of pipeline Net New Interest Buying Stage ABM Strategy (1:1, ABM Lite, Programmatic) Lead-Based Strategy (Bolt-On ABM) Demand Gen Pre- targeting Account Nurture Lead-to- Account NurtureX
  4. 4. Demand Generation – ABM Technology Stack
  5. 5. Demand Generation – SDR-Led ABM • Set ICP and Goal • Identify target accounts – Sales & Marketing Alignment • Expand – Terminus ads launch, SDRs build out account • Engage – SDR outreach (call, email, social), Terminus Ads (Cadences personalized by persona), limited Retargeting • Advocate – SDRs seek referral within target accounts • Measure – Qualified Demos / Opportunities Created / Terminus Progressed Accounts
  6. 6. Demand Generation – Improving Creatives
  7. 7. Demand Generation – Inbound Inbound SDR scrub account for ICP match Account created Tracking – Conversion to Opp after download Engage • Terminus ads to reach the entire account • SDR launches cadence personalized to content download Build out account profile START
  8. 8. Demand Generation – Inbound
  9. 9. Demand Generation – Event 1. Identify 375 companies 2. Develop message 3. Build content, email campaigns, creative, video 4. Coordinate with sales teams 5. Launch campaign • Terminus Ads • SDR Cadence #1 with video • Retargeting • SDR Cadence #2
  10. 10. Demand Generation – Event Results • Identify – 375 companies • 41 companies registers 11% • Pipeline Created $498k 36% of total event pipeline • Ad Spend $855 • “I loved your video. We passed it around the office because it was so great!” – SDR call to prospect • SDRs reported that it was much easier to engage prospects on the phone with the video. Quantitative Qualitative
  11. 11. Sales Pipeline Acceleration Net New Interest Dead OppOpportunityBuying Stage ABM Strategy (1:1, ABM Lite, Programmatic) Lead-Based Strategy (Bolt-On ABM) Sales Pipeline Pipeline Acceleration Wake the Dead
  12. 12. Pipeline Acceleration – Automated Campaigns by Sales Stage Buying stage Terminus Ads Direct Mail Account Executive 1) Demo scheduled 2) Demo completed 3) Interest 4) Evaluation 5) Negotiation / review 6) Awaiting signature
  13. 13. Pipeline Acceleration – Creative by Stage Campaign 1: Brand Campaign 2: Benefits Campaign 3: Results
  14. 14. Pipeline Acceleration - Results improvement in win rates with companies in Terminus campaigns in ~120 days Love on Twitter from opportunities “I see your ads everywhere” 12%
  15. 15. Lessons Learned – Ads, Content, Tools and Process  Spend more time identifying the right accounts  Constantly improve ads and messaging  Effective, targeted content is hard  Involving the whole team is critical – sales, content, creative  Set clear KPIs that matter  Invest time in fully learning the tools you've implemented  Data is king

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