ABM Automation: Make ABM Easier

•

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Wish you could eliminate some of the manual and time-consuming work on your ABM programs? Find out how to make ABM a lot EASIER in this webinar presentation. Cheryl Chavez, Engagio Chief Product Officer, will reveal Engagio's NEW ABM Automation capabilities to help scale ABM programs by automating multi-channel actions in response to account engagement or inactivity. In this presentation you will learn how to: - Answer sophisticated questions easily based on engagement - Take action on account activity directly within the platform - Automate scenarios to automatically run key actions and plays at the right time - Receive notifications on target account behavior

Marketing

Copyright ©2018, Engagio Inc. CONFIDENTIAL – DO NOT DISTRIBUTE
ABM Automation
Cheryl Chavez
Chief Product Officer

Copyright ©2018, Engagio Inc. CONFIDENTIAL – DO NOT DISTRIBUTE

Copyright ©2018, Engagio Inc. CONFIDENTIAL – DO NOT DISTRIBUTE
Product
Roadmap
Themes
3
Activate Activate Sales
DeliverDeliver Insights
Act on
Act on Key
Activities

Copyright ©2018, Engagio Inc. CONFIDENTIAL – DO NOT DISTRIBUTE
Activate
Sales
•Single Sign On with
Salesforce credentials
•Native Salesforce
Charts
4

Copyright ©2018, Engagio Inc. CONFIDENTIAL – DO NOT DISTRIBUTE
Native Salesforce Charts
• See Engagio insights
directly on the Account
in Salesforce
• Available Charts :
– Engagement Trend
– Account Highlights
– Engagement
Heatmap
– Engagement
Activities
5
Activate Sales

Copyright ©2018, Engagio Inc. CONFIDENTIAL – DO NOT DISTRIBUTE
Deliver
Insights
• ABM Dashboard &
Scorecard
• Quick Cards/Quick
Links
6

Copyright ©2018, Engagio Inc. CONFIDENTIAL – DO NOT DISTRIBUTE
ABM Dashboard & Scorecard
7
Deliver Insights
• Compare multiple
account lists across
stages in a single
view
• Understand how
accounts in each list
are trending over
time
• Export to CSV for
advanced formulas
and custom charts

Copyright ©2018, Engagio Inc. CONFIDENTIAL – DO NOT DISTRIBUTE
Quick Cards & Quick Links
8
Deliver Insights
• Easily discover
answers to core
account-based
questions
• Faster adoption for
casual users
• Share insights
across the
organization

Copyright ©2018, Engagio Inc. CONFIDENTIAL – DO NOT DISTRIBUTE
Act on Key
Activities
• Actions
• Alerts/Subscribe to
Report
• Automations
9

Copyright ©2018, Engagio Inc. CONFIDENTIAL – DO NOT DISTRIBUTE
Take Action on Account Activity
Act on Key Activities
Take immediate
action from
anywhere
• Stalled Ops
• Open Oppty
with no activity
• MQA follow up

Copyright ©2018, Engagio Inc. CONFIDENTIAL – DO NOT DISTRIBUTE
Dynamically Select Audiences
Act on Key Activities
• Advanced filtering
• Create lists that
span both
account and
people objects
• Save/Favorite
Filters for ease of
use and
reusability

Copyright ©2018, Engagio Inc. CONFIDENTIAL – DO NOT DISTRIBUTE
Automate ABM Scenarios
Act on Key Activities
• Define if this, then
that to
automatically run
key actions at the
right time
• Orchestrate ABM
plays across
multiple channels
• “Trigger” based or
scheduled

Copyright ©2018, Engagio Inc. CONFIDENTIAL – DO NOT DISTRIBUTE
Receive Alerts
Act on Key Activities
• Triggered
• When “X” happens, notify
“Y”
• New key persona added
to Tier 1 account list
• When two people from
the same account fill out
a form, send an alert to
the AE and the ADR

Copyright ©2018, Engagio Inc. CONFIDENTIAL – DO NOT DISTRIBUTE
Batch Alerts/Reports
14
Act on Key Activities
• On Demand/One Time
• Yesterday’s engagement
from an Account list
• Daily list of prospects with
more than 3 minutes of
engagement but no sales
touches in the last 7 days
• List of CXO/VP people from
prospect accounts located
in Boston for the upcoming
event

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5. Copyright ©2018, Engagio Inc. CONFIDENTIAL – DO NOT DISTRIBUTE Native Salesforce Charts • See Engagio insights directly on the Account in Salesforce • Available Charts : – Engagement Trend – Account Highlights – Engagement Heatmap – Engagement Activities 5 Activate Sales

7. Copyright ©2018, Engagio Inc. CONFIDENTIAL – DO NOT DISTRIBUTE ABM Dashboard & Scorecard 7 Deliver Insights • Compare multiple account lists across stages in a single view • Understand how accounts in each list are trending over time • Export to CSV for advanced formulas and custom charts

8. Copyright ©2018, Engagio Inc. CONFIDENTIAL – DO NOT DISTRIBUTE Quick Cards & Quick Links 8 Deliver Insights • Easily discover answers to core account-based questions • Faster adoption for casual users • Share insights across the organization

10. Copyright ©2018, Engagio Inc. CONFIDENTIAL – DO NOT DISTRIBUTE Take Action on Account Activity Act on Key Activities Take immediate action from anywhere • Stalled Ops • Open Oppty with no activity • MQA follow up

11. Copyright ©2018, Engagio Inc. CONFIDENTIAL – DO NOT DISTRIBUTE Dynamically Select Audiences Act on Key Activities • Advanced filtering • Create lists that span both account and people objects • Save/Favorite Filters for ease of use and reusability

12. Copyright ©2018, Engagio Inc. CONFIDENTIAL – DO NOT DISTRIBUTE Automate ABM Scenarios Act on Key Activities • Define if this, then that to automatically run key actions at the right time • Orchestrate ABM plays across multiple channels • “Trigger” based or scheduled

13. Copyright ©2018, Engagio Inc. CONFIDENTIAL – DO NOT DISTRIBUTE Receive Alerts Act on Key Activities • Triggered • When “X” happens, notify “Y” • New key persona added to Tier 1 account list • When two people from the same account fill out a form, send an alert to the AE and the ADR

14. Copyright ©2018, Engagio Inc. CONFIDENTIAL – DO NOT DISTRIBUTE Batch Alerts/Reports 14 Act on Key Activities • On Demand/One Time • Yesterday’s engagement from an Account list • Daily list of prospects with more than 3 minutes of engagement but no sales touches in the last 7 days • List of CXO/VP people from prospect accounts located in Boston for the upcoming event

15. Thank you! 15

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