It’s time to go beyond the buzz of Account-Based Marketing and put the strategy to work. However, even some of the smartest and most sophisticated companies are struggling to align their organization and get started with ABM. It doesn’t have to be hard. In fact, it’s easier than you think. Join Engagio and Demandbase, to hear how the marketing leadership from each team has built a world-class ABM program from the ground up. You’ll discover who the key players are that you'll need for your ABM Tiger Team, critical factors for selecting the accounts most likely to close, and how to find the buyers and key influencers to cut sales cycles times in half. You'll also learn how to capitalize on anonymous buying behavior, and the biggest secrets to launching your ABM program.
Download Engagio's Clear and Complete Guide to Account Based Marketing at Engagio.com/guide
Learn more about Engagio at Engagio.com
Twitter.com/Engagio
Linkedin.com/Company/Engagio
Facebook.com/Engagio
Did you know that 6 of 7 key players in a B2B buying process never visit your website? With account-based marketing you can now reach and influence your buyers across the web, by serving display ads only to your target accounts, and no one else. In this brief, educational webinar learn:
What is Account-based Marketing?
--Account-based (ABM) advertising - the basics
--Why should I run ABM programs?
--How it Works:
Prioritizing target accounts
Media buying, ad pacing, and more
Measuring ROI and reporting
Budgeting & Planning ABM programs
7 Strategies for Account-Based Marketing with SalesforceSangram Vajre
Presented at Dreamforce '17 by Terminus Co-Founder & CMO, Sangram Vajre, author of "Account-Based Marketing for Dummies" and founder of the #FlipMyFunnel movement transforming B2B marketing and sales. Learn the basics of ABM and seven practical strategies for demand generation, sales pipeline velocity, and customer marketing.
Account-Based Marketing: Welcome to the New Reality in B2BDemandbase
https://www.demandbase.com/webinar/virtual-marketing-innovation-summit-b2b/
Megan Heuer VP & Group Director, SiriusDecisions
It’s the classic disconnect: While Sales talks accounts and opportunities, Marketing talks segments and solutions. Smart marketers know the secret to fixing this: Account-Based Marketing (ABM). Now a major trend in B2B, ABM aligns marketing efforts with sales goals and customer needs. In this session, we’ll share the types of ABM and how they fit into a best-in-class B2B marketing portfolio. We’ll also explain the toolkit that enables a scalable approach to ABM and improves alignment with Sales. Finally, we’ll share examples of success along with findings from our survey about the current state of ABM in B2B.
The blending of ABM, revenue team alignment and customer experience (CX) has created a new model called Account-Based Experience (ABX). This go-to-market (GTM) strategy brings together data and insights to develop relevant and authentic marketing and sales plays throughout the B2B lifecycle. Are you ready to take on ABX in 2022?
During this session, Tracy Kraft, VP of Revenue Marketing at Demandbase, will focus on how to develop your 2022 strategy and plans for optimal business outcomes. Join her crash course to learn how to:
Focus on your best opportunities;
Take a journey stage approach;
Personalize brand experiences on digital;
Lean in on sales enablement; and
Measure what matters.
Start planning today in order to nail your 2020 ABM strategy. Join us so we can turn your ABM vision into action, including actionable insights on:
- Meaningful and measurable goals and objectives
- Targeting and engagement practices that convert your high-valued accounts
- Integrating ABM strategies across key marketing functions
- How to manage data flow throughout the ever-evolving and ever-growing tech stack
Walk away with a full understanding of how to turn your ABM vision into a workable plan, set it to a timeline and hit the ground running in 2020.
A look at the marketing strategy with the highest ROI and how it helps companies close more accounts.
Get product and customer marketing tips right to your inbox once a week. Subscribe here: www.drift.com/subscribe
Buyers today spend much more time researching a purchase before engaging with a sales person, which puts considerable responsibility for the sale on the marketing team.
Account-Based marketing (ABM) strategy helps B2B marketers target high-yield accounts and stay focused on the deals that are most likely to generate revenue.
Learn how to:
Identify and target your key accounts
Discover and map effective content
Drive engagement with target accounts
Measure and analyze the effectiveness of your marketing programs across various channels
Optimize your marketing budget to focus on the best-performing programs
Learn from real-life examples and how companies applied this strategy.
Did you know that 6 of 7 key players in a B2B buying process never visit your website? With account-based marketing you can now reach and influence your buyers across the web, by serving display ads only to your target accounts, and no one else. In this brief, educational webinar learn:
What is Account-based Marketing?
--Account-based (ABM) advertising - the basics
--Why should I run ABM programs?
--How it Works:
Prioritizing target accounts
Media buying, ad pacing, and more
Measuring ROI and reporting
Budgeting & Planning ABM programs
7 Strategies for Account-Based Marketing with SalesforceSangram Vajre
Presented at Dreamforce '17 by Terminus Co-Founder & CMO, Sangram Vajre, author of "Account-Based Marketing for Dummies" and founder of the #FlipMyFunnel movement transforming B2B marketing and sales. Learn the basics of ABM and seven practical strategies for demand generation, sales pipeline velocity, and customer marketing.
Account-Based Marketing: Welcome to the New Reality in B2BDemandbase
https://www.demandbase.com/webinar/virtual-marketing-innovation-summit-b2b/
Megan Heuer VP & Group Director, SiriusDecisions
It’s the classic disconnect: While Sales talks accounts and opportunities, Marketing talks segments and solutions. Smart marketers know the secret to fixing this: Account-Based Marketing (ABM). Now a major trend in B2B, ABM aligns marketing efforts with sales goals and customer needs. In this session, we’ll share the types of ABM and how they fit into a best-in-class B2B marketing portfolio. We’ll also explain the toolkit that enables a scalable approach to ABM and improves alignment with Sales. Finally, we’ll share examples of success along with findings from our survey about the current state of ABM in B2B.
The blending of ABM, revenue team alignment and customer experience (CX) has created a new model called Account-Based Experience (ABX). This go-to-market (GTM) strategy brings together data and insights to develop relevant and authentic marketing and sales plays throughout the B2B lifecycle. Are you ready to take on ABX in 2022?
During this session, Tracy Kraft, VP of Revenue Marketing at Demandbase, will focus on how to develop your 2022 strategy and plans for optimal business outcomes. Join her crash course to learn how to:
Focus on your best opportunities;
Take a journey stage approach;
Personalize brand experiences on digital;
Lean in on sales enablement; and
Measure what matters.
Start planning today in order to nail your 2020 ABM strategy. Join us so we can turn your ABM vision into action, including actionable insights on:
- Meaningful and measurable goals and objectives
- Targeting and engagement practices that convert your high-valued accounts
- Integrating ABM strategies across key marketing functions
- How to manage data flow throughout the ever-evolving and ever-growing tech stack
Walk away with a full understanding of how to turn your ABM vision into a workable plan, set it to a timeline and hit the ground running in 2020.
A look at the marketing strategy with the highest ROI and how it helps companies close more accounts.
Get product and customer marketing tips right to your inbox once a week. Subscribe here: www.drift.com/subscribe
Buyers today spend much more time researching a purchase before engaging with a sales person, which puts considerable responsibility for the sale on the marketing team.
Account-Based marketing (ABM) strategy helps B2B marketers target high-yield accounts and stay focused on the deals that are most likely to generate revenue.
Learn how to:
Identify and target your key accounts
Discover and map effective content
Drive engagement with target accounts
Measure and analyze the effectiveness of your marketing programs across various channels
Optimize your marketing budget to focus on the best-performing programs
Learn from real-life examples and how companies applied this strategy.
Presentation for MBA students at Southampton University about what is to do Digital Marketing for B2B today...it is mainly lead generation: Connect, Engage, Monitor and Convert
Our Lead Generation Plan Playbook is a consulting methodology that highlights our premium tool-kit of tools & templates to help you develop a comprehensive lead generation plan.
How To Evolve Your B2B Go-to-Market Strategy With Account-Based ExperienceDemandbase
Account-Based Experiences (ABX) has become the modern approach by leaders, and its rooted in an intense focus on the customer at every stage of the buying cycle, using intelligent insights to know when and how to engage, and what to say to each account.
During this session, join Tenessa Lochner, Director of Enterprise Marketing & ABM at Demandbase, to learn how companies are evolving their go-to-market to align with the buyer experience at every stage of the journey, including:
Site customization;
Forms enrichment; and
Personalization approaches to create unique experiences for customers and prospects.
7 Account-Based Marketing Strategies Every Marketer Must MasterTerminus
According to SiriusDecisions, 90% of B2B marketers say ABM is at least very important, yet less than 20% of practitioners have implemented ABM. Learn the 7 basic strategies of Account-Based Marketing covering the entire buyer / customer journey and including details on the right metrics, tactics, and expected benefits of each.
Our Sales Enablement Plan Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to help you develop a sales enablement plan that increases your win-rate, deal-size and % reps attaining quota.
Sales Impact Academy Coach, Mark Walker gives a preview of this foundational course.
You will learn:
1. How to identify the real pain points in your target market.
2. Which go-to-market model is best suited to your businesses.
3. Learn about the key success metrics you need to track.
Key Points:
1. Don’t be a solution in search of a problem - Consider the demand in the market first and then build a product for that pain.
2. Frame your key competitors as villain’s - it is a great way of identifying a problem and rallying people behind your product.
3. Be a pill not a vitamin - Is your product a ‘must have’ or a ‘nice to have’?
4. Your ICP should be narrow enough that you are able to streamline your entire operation and make your capital more efficient - you will have to say no to people.
5. A genuine go-to-market model considers every stage of the funnel.
Account-based marketing (ABM), also known as key account marketing, is a strategic approach to business marketing in which an organization considers and communicates with individual prospect or customer accounts as markets of one. Account based marketing is typically employed in enterprise level sales organizations.
Download the Sales Strategy Template
fourquadrant.com/product/strategic-account-plan-template/
Sales Strategy Template - The outline for s sales strategy plan should include an assessment of the customer’s business, opportunities that are prioritized, a summary of the team’s capabilities, an evaluation of relationships and a sales action plan.
Strategic Market Planning - Assessing a customer’s business is a fundamental element of strategic market planning. Start with a basic SWOT and then drill down to develop value statements that specific to specific business initiatives.
Sales Strategy Plan - The sales strategy plan should be centered around the opportunity area that provides high value to both the account and the vendor. Other opportunities may exist but win / win’s are the best possible outcome.
Marketing & Sales Strategy - Document the sales strategies and capabilities required to penetrate and or expand into the account.
Sales Tactics - The identification of key customer contacts required to advance the strategic and tactical aspects of the sales are key sales tactics. Formalize the collection of this information for the entire account team to leverage.
Market Development Strategy - The market development strategy must document the tangible, objective, quantitative measures of success. These sales metrics are typically expressed as subscription, bookings or revenue.
Download the Sales Strategy Template
fourquadrant.com/product/strategic-account-plan-template/
The presentation showcases a slide deck I developed to propose a new marketing strategy to the department. The proposal covers Account-Based Marketing (ABM) and how it'll bring success to the company and marketing department.
Presentation for MBA students at Southampton University about what is to do Digital Marketing for B2B today...it is mainly lead generation: Connect, Engage, Monitor and Convert
Our Lead Generation Plan Playbook is a consulting methodology that highlights our premium tool-kit of tools & templates to help you develop a comprehensive lead generation plan.
How To Evolve Your B2B Go-to-Market Strategy With Account-Based ExperienceDemandbase
Account-Based Experiences (ABX) has become the modern approach by leaders, and its rooted in an intense focus on the customer at every stage of the buying cycle, using intelligent insights to know when and how to engage, and what to say to each account.
During this session, join Tenessa Lochner, Director of Enterprise Marketing & ABM at Demandbase, to learn how companies are evolving their go-to-market to align with the buyer experience at every stage of the journey, including:
Site customization;
Forms enrichment; and
Personalization approaches to create unique experiences for customers and prospects.
7 Account-Based Marketing Strategies Every Marketer Must MasterTerminus
According to SiriusDecisions, 90% of B2B marketers say ABM is at least very important, yet less than 20% of practitioners have implemented ABM. Learn the 7 basic strategies of Account-Based Marketing covering the entire buyer / customer journey and including details on the right metrics, tactics, and expected benefits of each.
Our Sales Enablement Plan Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to help you develop a sales enablement plan that increases your win-rate, deal-size and % reps attaining quota.
Sales Impact Academy Coach, Mark Walker gives a preview of this foundational course.
You will learn:
1. How to identify the real pain points in your target market.
2. Which go-to-market model is best suited to your businesses.
3. Learn about the key success metrics you need to track.
Key Points:
1. Don’t be a solution in search of a problem - Consider the demand in the market first and then build a product for that pain.
2. Frame your key competitors as villain’s - it is a great way of identifying a problem and rallying people behind your product.
3. Be a pill not a vitamin - Is your product a ‘must have’ or a ‘nice to have’?
4. Your ICP should be narrow enough that you are able to streamline your entire operation and make your capital more efficient - you will have to say no to people.
5. A genuine go-to-market model considers every stage of the funnel.
Account-based marketing (ABM), also known as key account marketing, is a strategic approach to business marketing in which an organization considers and communicates with individual prospect or customer accounts as markets of one. Account based marketing is typically employed in enterprise level sales organizations.
Download the Sales Strategy Template
fourquadrant.com/product/strategic-account-plan-template/
Sales Strategy Template - The outline for s sales strategy plan should include an assessment of the customer’s business, opportunities that are prioritized, a summary of the team’s capabilities, an evaluation of relationships and a sales action plan.
Strategic Market Planning - Assessing a customer’s business is a fundamental element of strategic market planning. Start with a basic SWOT and then drill down to develop value statements that specific to specific business initiatives.
Sales Strategy Plan - The sales strategy plan should be centered around the opportunity area that provides high value to both the account and the vendor. Other opportunities may exist but win / win’s are the best possible outcome.
Marketing & Sales Strategy - Document the sales strategies and capabilities required to penetrate and or expand into the account.
Sales Tactics - The identification of key customer contacts required to advance the strategic and tactical aspects of the sales are key sales tactics. Formalize the collection of this information for the entire account team to leverage.
Market Development Strategy - The market development strategy must document the tangible, objective, quantitative measures of success. These sales metrics are typically expressed as subscription, bookings or revenue.
Download the Sales Strategy Template
fourquadrant.com/product/strategic-account-plan-template/
The presentation showcases a slide deck I developed to propose a new marketing strategy to the department. The proposal covers Account-Based Marketing (ABM) and how it'll bring success to the company and marketing department.
Account based heralds the dawn of new breed marketers who take their marketing strategy very seriously.In lakeb2b we practice account based marketing for fruitful results.
website:https://www.lakeb2b.com/
contact us:https://www.lakeb2b.com/contact-us
email us:info@lakeb2b.com
call us:(800) 710-5516
How Marketing Becomes a Revenue Center: A 10-Step Approach to Full Funnel GrowthMarketo
The expectations for how Marketing contributes to a company has evolved over the years. No longer is it enough to run campaigns and uncover early-stage prospects and hand-raisers. Success is now measured across all levels of the revenue funnel.
The goals for the Marketing team at LiveRamp extend beyond filling the top of the funnel with new leads. Their mission is to drive growth across the entire sales funnel and, in doing so, accelerate the acquisition of net-new customers and expand the company’s sales footprint within existing customers.
Watch this Webinar featuring Ben Coffee, Head of Marketing Operations at LiveRamp as he reveals the 10-step approach that his team employed to produce 10X growth in annual revenue and a 25X increase in greater customer lifetime value over a 2-year period. The Marketing team’s successful execution of this strategy and the clear, measurable impact it had on the company’s growth helped cement their role as an important revenue center within the company.
From the BMUG, discover how to:
-Target the RIGHT accounts
-Engage key decision-makers across channels
-Measure with an account-lens so you can optimize your programs
-See Marketo Web Personalization and ABM tools in action!
B2B marketing - Make ABM Actually Work: A Blueprint ForwardRollWorks
While the power of account-based marketing (ABM) isn’t a secret, successful campaign execution still remains a mystery to most. According to Constellation Research, only 19% of B2B marketers are confident in their ability to implement ABM.
Join RollWorks manager of demand gen, Jessica Cross, for her behind the scenes look at first-hand lessons learned, actionable tips, and a blueprint for ABM success. Whether you’re a seasoned ABM specialist or just starting out, there will be something for you in this comprehensive presentation.
At the end of this session you will be able to:
Understand why ABM is a sales + marketing lifestyle change
Realize the importance of executive support and tips to achieve alignment
Build target account lists and put your data to work
Measure success and build your metrics framework
Get first-hand results of ABM campaigns from RollWorks
B2BCamp Session (Part 1): Account Based Selling Meets Accont Based MarketingB2BCamp
Brought to us by Peter Isaacson, Demandbase, CMO
Session on Account Based Marketing (ABM) and Account Based Sales Development (ABSD) or together ABM&SD. These two concepts are exploding on the scene but also have been around probably as long as “peanut butter and jelly” or at least “peanut butter jelly time with a baseball bat”. This session is going to get “nutty”! Learn about the new normal.
The growth of the Internet has changed sales processes dramatically. Up to 80 percent of the business to business (B2B) purchase process is completed before the buyer considers contacting the vendor. Yet companies have been slow to adapt their marketing and sales strategy to this changing environment. Inbound marketing is the solution. In this white paper, you’ll get an introduction to the fundamental methodology of inbound marketing and learn how your company can utilize it to meet your sales and revenue goals.
https://runfrictionless.com/b2b-white-paper-service/
Executive Summary - LeanData Account-Based Marketing and Sales Survey Results...LeanData
A recent study of over 200 B2B marketing and sales professionals revealed that over 90 percent of B2B companies from $10Million to over $1Billion in revenue use account-based marketing & sales as a key method for targeting new businesses and upselling to current customers.
• 53 percent of companies stated that they are more focused on account-centric strategies compared to a year ago.
• 40 percent consider account-based marketing to be a high priority.
About LeanData Inc.
We’re passionate about simplifying the B2B sales process. Our lead management software is specifically built for account-based marketing and target account selling strategies. LeanData customers like Marketo, DoubleDutch, and Act-On Software are seeing increased conversion rates to Sales Qualified Leads (SQLs) and greater sales productivity.
Creating a Demand Generation Budget From ScratchSaasMQL
In these slides you'll learn how to draft a demand generation budget starting from your revenue goals. These include funnel metrics, Customer Acquisition Costs (CAC), what line items should be considered when creating the budget, how to forecast your ROI, and what tools can help you in the process.
AGENDA
- "Introduction - Why you are not spending enough on customer acquisition" (Franco Caporale - Founder - SaasMQL)
- "Accurately measuring ad spend ROI against actual revenue generation" (Sahil Jain - CEO & Co-Founder - AdStage)
- "Leveraging your funnel metrics to build an effective demand gen plan" (Steve Arentzoff- VP of Demand Generation - Medallia)
- "Building a demand generation budget from scratch" (Jack Foster - Sr. Director, Demand Generation - SurveyMonkey)
Beyond the Basics of ABM: Using Account-Based Strategies to Unite Sales & Mar...InsideView
Account-Based Marketing is a red-hot topic. There’s a seemingly endless amount of information about why ABM is important, what tools you should be utilizing, and measures of success. But we’ve been so focused on the high-level components that we’ve overlooked the operational elements of ABM that will make or break our success.
It’s time to get beyond the basics. Learn from the sales and marketing teams at InsideView about how they aligned their teams to orchestrate a successful ABM Program.
During this session we’ll discuss actionable and specific ways to create a successful ABM program, how to align sales and marketing teams to drive toward the same success metrics, and tested and successful program tactics.
Attendees will go back to the office equipped to:
- Identify the right targets for your program
- Use insights to scale personalized ABM “plays”
- Orchestrate motions between demand gen and sales development
- Avoid common obstacles to operationalizing ABM
How MOPs Gets Invited to Revenue Club: 3 Ways to be Sales Favorite MarketerEngagio
Marketing Operations professionals are the unsung heroes of the Revenue Team, working hard behind the scenes to make sure that everything runs smoothly. But Marketing deserves recognition, and we want to help you get it!
Check out the slides for this webinar with Tom Keefe, Engagio’s Head of Marketing Operations, to learn how to…
- Find Sales new Opportunities through Intent
- Identify open Opportunities that are flirting with Competitors
- Give Sales full visibility to every activity in their Accounts
- Build out your Account ICP via data from Form Submissions
...and score that invitation to Revenue Club!
How To Make Intent Data Actionable Webinar SlidesEngagio
Put the promise of intent data into action now! When you combine 1st party engagement data from Engagio with 3rd party intent insights from Bombora, your sales team can prioritize accounts more effectively, reach out with relevant insights, and close more deals, faster.
To find out how to take advantage of buying signals for your business, join Joe Perry, Product Adoption Manager at Engagio, and Nirosha Methananda, VP of Marketing at Bombora, on this webinar to learn how to:
- Predict when your accounts are ready to buy with intent data
- Immediately take action on a surging accounts
- Use Engagio and Bombora to drive post-sale expansion revenue
How To Make Intent Data Actionable - Bombora + Engagio Integration SlidesEngagio
We are excited to share with you an Engagio integration with Bombora. This integration will allow our customers to immediately take action on your intent data in the Engagio platform.
Now, you will be able to combine first-party engagement data and third-party intent insights to measure active demand for accounts, help prioritize which accounts need action from Sales, and orchestrate the right plays across human and automated channels.
Join Joe Perry, Product Adoption Manager at Engagio, and Nirosha Methananda, VP of Marketing at Bombora, on this webinar for Engagio customers only, you'll learn how to:
- Predict when your accounts are ready to buy with intent data
- Immediately take action on a surging accounts
-Use Engagio and Bombora to drive post-sale expansion revenue
Work Smarter, Not Harder in 2020 Webinar SlidesEngagio
ABM is currently the hottest marketing trend, but how does it work with demand generation? Do you have to pick just one? And what happens if you do both? With 85% of organizations now using both ABM and demand gen to turbocharge their marketing, many are still struggling to integrate the two approaches. In this webinar, we’ll show you how to strike the perfect balance to ensure that your company is getting the best out of both worlds.
In this webinar, you’ll learn:
-How to turn insights into action and enable sales to double target account engagement;
-The secrets to automating ABM programs and scaling your marketing efforts; and
-3 steps to moving from a lead-centric funnel to an account-based funnel and measuring success.
There’s no better person to help you navigate the journey than Jon Miller. He was at the forefront of demand gen when he built Marketo, and now he’s at the forefront of ABM building Engagio.
How to Orchestrate ABM with Automated Multi-Channel PlaysEngagio
What if you could easily see all your account data from disparate systems together in one place, then use that data to target specific people and accounts throughout the account journey? Sound too good to be true? The next generation of Sales and Marketing technology is here!
Now, leads and accounts can live in the same world. With the rise of ABM and the increasing importance of Sales and Marketing alignment, organizations must learn to coordinate actions and automate high-impact plays across channels.
Join us on Oct. 24th at 10am PT as we reveal Engagio Orchestrate, a new product that’s the first of its kind to combine the automation power of demand gen with the precision of ABM.
In this presentation, you’ll discover:
– How to create and scale ABM initiatives across channels that engage your target accounts in a personalized way
– The secret to targeting an audience with relevant ads based on funnel stage or activity, or behavioral, demographic and firmographic data
– How to distribute the right content, across the right channel, at the right time
– 3 real-life examples of how Engagio orchestrates Sales and Marketing activities
How to make sense of the abm technology landscapeEngagio
As the B2B buying process becomes more complex, it’s never been more necessary to align sales and marketing teams to ensure a great customer experience. To help meet this demand, a surplus of ABM vendors and technologies have entered the market – and the organizations that are embracing this new technology are reaping the rewards.
However, many companies are still struggling to make sense of the ABM technology landscape. How should you evaluate new technology? How can you make sure it fits into your go-to-market strategy? And How can you tell the difference between imposters and the real ABM platforms?
Jon Miller, CEO of Engagio, hosts Peter O’Neill, Lead Analyst at Research in Action for a lively discussion on evaluating ABM technology.
In this presentation, you’ll find out:
– The current industry trends driving sales and marketing alignment, and the biggest mistakes to avoid
– What technology other successful organizations are using for ABM
– How to avoid getting burned with the wrong ABM vendor
Plus, Peter reveals new data on Account-Based Marketing SaaS and Software: The Top 20 Global Vendors 2019.
The Evolution of ROI: How to Bring Return on Engagement (ROE) Into Your CompanyEngagio
Mark Feldman's, Head of Revenue Operations at Localytics, presentation at ABM by the Numbers on how to bring return on engagement (ROE) into your company.
Funnels, Journeys & Account Lifecycle Models in ABMEngagio
In today’s complex B2B environments, the lead funnel is no longer enough – you must take into account the entire buying unit as a whole. But how do we go from a lead-centric world to an account-based world? What metrics matter most? How do you measure them?
We’ll answer these questions and more in this webinar. In this presentation, learn:
– A proven framework for mapping account-based journeys
– 4 key KPIs that you can use to track account journeys
– How to measure engagement, score accounts, and use MQAs
– Real-life customer examples of custom journeys
– The biggest mistake that marketers make when building their account funnel, and how to avoid it
[Webinar] Your Data Strategy for ABM SuccessEngagio
SiriusDecisions reports that nearly 60% of marketers consider the overall health of their data unreliable. Your data is never going to be perfect. However, there are best practices and top tips to improve your data strategy for ABM. In this presentation you'll learn proven strategies and specific steps to help you on your ABM Data Journey.
In this presentation you'll learn:
- Tips for establishing goals of an ABM data strategy
- How to create dynamic segments
- Best practices to enrich and clean
- How Marketing can help Sales prioritize and take action on the right accounts
Summer Series Session 3: Dream Teams with Shane Snow | SlidesEngagio
What are the secrets of the world’s most successful teams? Shane Snow, entrepreneur, award-winning journalist and Bestselling author of Dream Teams, will change the way we think about people, progress, and collaboration among teams.
This presentation is for anyone who aspires to be a leader, build a team or change history. Shane’s book is not a boring business book or case study about team-building exercises. If you enjoy writers like Malcolm Gladwell, Daniel Pink, Ryan Holiday or Simon Sinek, you’ll love Dream Teams.
In this webinar, you’ll learn:
– The surprising factor behind most failed mergers and marriages
– How a certain method of fighting is more useful than brainstorming
– How leveraging “cognitive diversity” helps teams outmatch competitors
– The science of becoming open-minded—and the outsize effect it has on group success
– The counterintuitive truths about becoming better team players
Learn more about Engagio and follow us on social:
https://www.engagio.com/
https://twitter.com/engagio
https://www.linkedin.com/company/engagio
https://www.facebook.com/engagio/
The Must Have Blueprint for Sales ActivationEngagio
If there was one golden rule for any revenue team to follow it would be this: silos don’t work. They lead to inefficiencies, broken systems and problems at every level. It’s time to break down the barriers and align as one revenue team to focus on the right accounts. In this session, Sandra Freeman, Head of Strategic Marketing at Engagio, will discuss strategies and tactics to:
- Get buy-in from the entire revenue team;
- Work with sales to drive action today;
- Use technology to streamline manual activities; and
- Real-world examples and results.
Summer Series Session 2: The Creative Curve with Allen GannettEngagio
We have been spoon-fed the notion that creativity is the province of genius -- of those brilliant few whose moments of insight arrive in flashes of divine inspiration. Either we have that gift, or we don’t.
Allen Gannett shows that simply isn’t true. He dispels the myths around creative genius and reveals the science behind achieving breakout success in any field in his book The Creative Curve: How to Develop the Right Idea at the Right Time.
Recent research has shown that there is a predictable science behind achieving success in any creative endeavor.
In this presentation, you’ll discover:
–The neurological and psychological mechanisms behind flashes of genius
– How you can learn to have more of these so-called aha moments through the mass consumption of content
– How famous creators engage in a strategy called “the 20% principle” that is accessible for anyone
Summer Series Session 1: Turn The Ship Around with David MarquetEngagio
Imagine a workplace where everyone engages and contributes their full intellectual capacity, a place where people are healthier and happier because they have more control over their work, a place where everyone is a leader.
Join David Marquet, Retired US Nuclear Submarine Captain, and author of Turn The Ship Around, in this presentation as he reveals his battle-tested plan for empowering people, creating technical competence, and gaining organizational clarity.
In this presentation, you’ll learn:
– How to create an environment where people are happier and healthier because they have more control over their work
– The steps to start the process of investing in people so that real change happens
– How to talk with your co-workers in an empowering way so that you create leaders at every level of the organization
– How to voice your opinions or disagree with colleagues but still feel safe and trusted
[Webinar] Three Ways to Use Engagement Data to Close More BusinessEngagio
While closed business is the desired outcome for growth, engagement data is an early hallmark of success. Join us for a webinar with Demand Gen Report featuring Sandra Freeman, Head of Strategic Marketing at Engagio, to learn three ways to use engagement data to generate more business. We will review how engagement data is a critical early indicator of success, a strong buying signal and insight that marketing and sales should understand and bring into line.
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- What engagement data is and how to use it as a key buying signal
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We'll dive into recent market research on the current state of Account-Based Marketing and highlight what's working and what's not.
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In this presentation from Engagio and ServiceMax, you'll learn how ServiceMax:
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– 3 creative ways to crack the code to establishing long-lasting relationships with executives:
– Get creative and show up like no one else
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Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
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⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
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"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
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Visit : https://www.avirahi.com/blog/tata-group-dials-taiwan-for-its-chipmaking-ambition-in-gujarats-dholera/
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This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
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Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
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1. Introduction and Key Concepts of Sustainability
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The Parable of the Pipeline a book every new businessman or business student ...
Account based marketing: from strategy and plans to execution and insights
1. Account-Based Marketing: From
Strategy and Plans to Execution and
Insights
HEIDI BULLOCK, CMO, ENGAGIO
@HeidiBullock
JOHN DERING, DIRECTOR ABM TECH & STRATEGY, DEMANDBASE
@D_Rang
2. B2B MARKETING IS TOUGH
2
Not enough –
of the right
types of leads
Poor quality –
many leads
never convert
to Sales
Sales alignment
- Poor efficiency
Issues with
churn and
retention
Missed
Targets
3. EXAMINE YOUR CURRENT ACQUISITION STRATEGY
3
Broad-based
Mostly inbound
Lead-centric
Goal is volume
4. A MARKETERS’S PLIGHT
- Miller Pierce, 2014 VOC Study
50%
of marketing generated leads are
never followed
up by sales.
5. THE GREAT SALES & MARKETING DIVIDE
Leads
Personas
Quantity
Individuals
Opportunities
Buyers/Influencers
Quality
Accounts
MARKETING SALES
6. THE OLD MODEL OF THE SALES FUNNEL
MARKETING SALES
MQL
IDENTIFIFY
CLOSE
7. THE NEW MODEL OF THE SALES FUNNEL
CLOSE
IDENTIFIFY
MARKETING
SALES
8. EVOLUTION OF ACCOUNT-BASED MARKETING
1995- 2005 2005-2012 2012>>>
• Limited in scale
(25-50 accounts)
• Field Mktg centric
• Analog in approach
• Improved scale
• Email centric
• Industry focused
• Post hand raise
• Reactive
• Fully scalable
(5000+ accounts)
• Full funnel
• Multiple targeting
options
• Pre hand raise
• Proactive
9. THE RISE OF ACCOUNT-BASED MARKETING
ABM
in 2015
SiriusDecisions: State of ABM 2015
of B2B companies have
ABM program older
than 1 year
20%
of B2B companies have
a skills gap for ABM
47%
10. THE RISE OF ACCOUNT-BASED MARKETING
ABM
in 2016
SiriusDecisions: State of ABM 2015
of B2B companies have
ABM program older
than 1 year
41%
of B2B companies have
staff partially or fully
dedicated to for ABM
70%
11. THE IMPACT OF ABM
ABM OUTPERFORMS
TRADITIONAL
METHODS
B2B Marketers Are
Realizing Greater
Benefits From ABM
Across Multiple Areas
TOPO: ABM State of the Market
ABM provides much
greater benefit than
traditional approach
ABM and
traditional
are same
Traditional
approach benefit
is much greater
3.98
4.00
4.02
4.14
4.20
4.31
4.64
1 1.5 2 2.5 3 3.5 4 4.5 5
Customer Retention Rate
Initial Contract Value
Close Rate
Return on Sales &
Mktg. Investment
Upsell/Cross-sell
Overall LTV
Alignment Between
Sales & Marketing
12. THE IMPACT OF ABM
ABM BENEFITS
INCREASE OVER TIME
The Benefits Of ABM vs.
Traditional Marketing are
more Pronounced as you
Scale your Efforts
TOPO: ABM State of the Market
3.89
3.81
4.12
4.15
3.70
4.23
4.44
4.17
4.18
4.30
4.32
4.38
4.39
4.87
1 1.5 2 2.5 3 3.5 4 4.5 5
Customer Retention Rate
Initial Contract Value
Close Rate
Return on Sales &
Mktg. Investment
Upsell/Cross-sell
Overall LTV
Alignment Between
Sales & Marketing
1 yr+ <1yr
13. THE IMPACT OF ABM
ABM DEDICATION
INCREASES BOOKINGS
TOPO: ABM State of the Market
A Main Driver for Adopting
ABM is Increasing ACV $71,941
$195,294
$0
$50,000
$100,000
$150,000
$200,000
$250,000
Pre-ABM ACV Post ABM ACV
ACV: Before & After ABM
171%
14. BUDGETS FOR ACCOUNT-BASED MARKETING IN 2017
ABM
success is driving
demand for increased
investment
SiriusDecisions: State of ABM 2015
of marketing budget
dedicated to ABM
26%
of companies planned
to increase their ABM
budget in FY2017
72%
18. OperationsSales Marketing
Knowing Makes Alignment Easier to Execute
HOW WILL THIS IMPACT THE ORGANIZATION?
Prioritize outreach/follow
up on Target Accounts
Follow up on signals, with key
contacts
Rework focus: Inbound vs
outbound; sales territories
Collaborate with marketing on
programs
Evaluate programs on
the Target Account List
Hand over intelligence,
not just leads
Re-focus budget
Connect impact to Revenue –
KPIs/MBOs
Evaluate and implement new
technologies
Alter the use of
current technologies
Build models and reporting to focus
on target accounts and key
business objectives
20. BUILD AND BRAND YOUR TARGET ACCOUNT LIST
These are the companies that
are most likely to buy from
you, due to characteristics
that set them up for success.
Shares Focus
Aligns Resources
Facilitates Compliance
Role of the List:
21. TARGET ACCOUNT LIST
It’s a collaborative process
Build an initial list
Secure agreement from ABM Leadership Team
Verify and iterate with field sales
Update at regular intervals
1
2
3
4
22. WAYS TO APPROACH LIST BUILDING
Target your most
successful segments
Select accounts
with a predictive tool
Use an account
identification solution
Combine approaches
and iterate
23. SEGMENT YOUR LIST
Segments you select must
have discrete business
objectives that marketing
can build programs to
support
24. Understand that only a
portion of your revenue will
come from this list
- it may be a majority or minority
depending on your business model
25. GROW YOUR LIST (CAREFULLY) OVER TIME
37%
57%
68%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
2014 2015 2016
% of Revenue from Target Accounts
DB3k Non-DB3k
2014: Lookalike model
1,500 Accounts
22 Reps
2015: Predictive Model
3,000 Accounts,
35 Reps
2016: AI Model
3,500 Accounts
39 Reps
27. MARKETING INTEGRAL TO SALES PROCESS
- SiriusDecisions, 2013
67%
Of the buyer’s journey is
Now done digitally.
28. TODAY’S ANONYMOUS BUYERS JOURNEY
SALES
CALL
LEAD
SOCIAL
MEDIA
WEBSITE
VISIT
SEARCH
DETERMINE
PROBLEM
WEBSITE
VISIT
WEB
RESEARCH
FRIENDS &
COLLEAGUES
INTEREST
Marketers miss out on the
buying signals that occur
pre hand raise…
…and the signals that occur once
a prospect is in a sales cycle.
29. CONSISTENCY IS KEY TO B2B ADVERTISING SUCCESS
Always-on advertising see better results than discrete campaigns
29% increase in
companies lifted
127% more website
engagement
WEBSITE ACTIVITY BY COMPANY EXAMPLE DISCRETE CAMPAIGN
CAMPAIGN
AVG. DROPOFF
-90%
target account traffic
*DemandGen Report
70%
of buyers indicated
that the vendor’s
website was most
influential in their
purchase*
30. PERSONALIZED EXPERIENCES ACROSS THE JOURNEY
Personalize by industry, company, or custom attributes
AD CREATIVE WEBSITE
Creative developed for demonstration purposes; not reallcreative
31. HARDER TO OPTIMIZE AT SCALE
15
INDUSTRIES
10
PERSONAS
3
CUSTOMER
TYPES
6
BUYER STAGES
1000
WEB PAGES
4000
TARGET
ACCOUNTS
5
COMPANY SIZE
BANDS
8
PRODUCTS
Billions of possible combinations to evaluate, personalize, test, and optimize.
RESULT:
Example inputs for a typical B2B website to analyze:
32. Predicts future behavior
on the website
Calculate all the possible
paths to your goals
Proposes content that
speeds the visitor towards
those goals
And away from
undesired pages
OPTIMIZATION FOR UNIQUE VISITOR PATHS
34. TIER 1: 5-50 accounts (“tens”)
Rich account plans
Every touch personalized
TIER 2: 50-1,000 accounts (“hundreds”)
Light research + data build out
Personalized touches to key personas
TIER 3: 1,000+ accounts (“thousands”)
Automated touches OK
Industry and persona customization
One-to-Many
ABM
One-to-Few
ABM
One-to-One
ABM
TIER YOUR ACCOUNTS
35. ASSIGN PROGRAM ENTITLEMENT
Type of Program Accounts
Tier 1 Tier 2 Tier 3
Direct Mail High value Post card – lower value Post-card lower value
Field Events Lunch and learn + dinners +
on-sites, custom workshops
Lunch and learn Lunch and learn (resources
permitting)
Tradeshows Special dinner
Playmaker sends Yes Yes Yes
Database sends In some cases OK Yes Yes
Targeted Ads Yes + tailored content + logo Yes + industry Yes – industry
Content Syndication Yes – verticals and key
companies
Yes – verticals Yes -verticals
Sales outreach Yes (calling campaigns, drive
attendance)
Yes (calling campaigns, drive
attendance)
No
Appt Setting Yes Yes No
Contact Discovery Yes Yes No
Customer content
Custom streams (nurture)
Yes (tier 1 and 2)
36. BE HONEST…
• What can Sales realistically support?
• What can Marketing support?
–Resources
–Budget
36
37. What do we
want to
say?
(offers)
Who should
we say it to?
(segments)
Who are
we trying to
reach?
(accounts)
What
should we
say?
(message)
Where
should we
say it?
(channels)
Where
should we
say it?
(channels)
DemandGen
Account
Based
MarketingDEVELOP ABM PROGRAM FRAMEWORK
38. #1 - DEFINE “WHO” IN THE ACCOUNT (BUYING CENTER)
39. #2 - DEFINE THE “WHAT” KEY PERSONAS CARE ABOUT
40. MAP CONTENT FOR KEY STAGES
PERSONA – A BUYER’S JOURNEY
STAGE GOAL AWARENESS CONSIDERATION PURCHASE ADOPTION X-SELL/UP-
SELL
ADVOCACY
BUYER GOAL I think I have a
problem
How do I fix my
problem and why
you?
What do I need
to buy?
I can I get
going fast and
be successful
with the
product?
I like product x, I
would like more
seats, or I am
interested in
product y.
I love the
products – I am
happy to
recommend to
others!
CONTENT Targeted ads,
blog posts,
ebooks, events,
webinars
Video testimonials,
field events, case
studies, analyst
reports
Product video,
on-site
workshops,
demos
Workshops
Online tutorials
Product
webinars, video
testimonials,
case studies
Early access to
new features
44. IF YOU REMEMBER ONE THING TODAY...
Random acts of kindness = good Random acts of marketing = bad
45. #3 - DEFINE THE “WHERE” – BUT HAVE A BASELINE FIRST
WEB
PERSONALIZATION
DIRECT
MAIL
TARGET
ACCOUNT
FIELD
EVENTS
PERSONALIZED
EMAILS
CUSTOM
WORKSHOPS
TARGETED
ADVERTISING
46. WHERE DO YOU HAVE COVERAGE?
Do you have sufficient data, opt-in contacts, and account plans for each target
account?
47. WHERE DO YOU NEED TO DRIVE AWARENESS?
Which target accounts have any awareness of us? Are they visiting the website?
48. NOW FIGURE OUT YOUR PROGRAM STRATEGY
48
Goal: Awareness
Is the account aware of your
products / services?
Goal: Engagement
Are the right people in the
account engaged?
Goal: Action
Do the right people have what
is required to make a
decision?
Ask: What set of tactics make sense for these objectives?
49.
50. 1. Multi-Channel Prospecting
2. MQA Follow-Up
3. Sales Cycle Acceleration
4. Deal Nurture
5. Live Event Invite
6. Field Marketing
7. Upsell/Cross-Sell
8. Customer Advocacy
EXAMPLE OF PLAYS FOR THE ACCOUNT LIFECYCLE
51. Targeted ads
entire account
Email
T: Head of Sales
F: ADR
Direct Mail
Key
personas
Email
T: Head of Marketing
F: ADR
Checklist
Package received?
Phone
T: Head of Sales
F: ADR
GOAL: EARLY STAGE – PENETRATE NEW ACCOUNTS
53. 205 193 113 45 24 1Mtgs Opps Deal
(so far)
EngdPkgs Resp
22%
Meeting Rates
Books only: 25%
Kindle only: 21%
Ads and Kindle: 21%
Ads and Books: 13%
Web Traffic Visitors
Ads +43% +47%
No Ads +22% +8%
Directionally meaningful but not significant
34.2x pipeline to spend
Tip 1 - TESTING IS EVEN MORE IMPORTANT
54. 54
Tip 2 - MAKE IT PERSONAL TO DRIVE RESULTS
3% response
rate
43% response
rate
55. 55
Tip 3 - SUPPORT SALES TO HELP THEM ACT IN A TIMELY WAY
60. Focus on quality not quantity
Track accounts not leads (MQAs not MQLs)
Time spent (engagement minutes)
Track impact and influence more than try to apportion ‘credit’
(team effort)
Measure long-term success – pipeline and revenue
60
ACCOUNT BASED METRICS ARE DIFFERENT
61. 61
Do you have
sufficient
data,
contacts, and
account
plans for
each target
account?
Are the target
accounts
aware of your
company?
Are the right
people at the
account
spending time
with your
company? Is
that
engagement
going up over
time?
Are
marketing
programs
reaching
target
accounts?
Are ABM
activities
improving
key sales
outcomes?
COVERAGE AWARENESS ENGAGEMENT REACH IMPACT
WHAT TO MEASURE
62. 62
THE BUING CYCLE FOR B2B HAS GOTTEN LONGER
•52% of respondents said the number of buying group members had increased significantly.
•77% agreed that they conduct a more detailed ROI analysis before making a purchase decision.
•78% agreed that they “spend more time researching purchases”.
•75% agreed that they “use more sources to research and evaluate purchases”.
Source: Demand Gen Report 2017 B2B Buyers Survey Report
“You can’t wait a year to see results [in ABM].”
Megan Heuer, SiriusDecisions
63. 63
Early Stage Metrics Later Stage Metrics
1
• Coverage
2
• Awareness
3
• Engagement with key programs
4
• Meetings
1
• MQAs
2
• Opportunities in target accounts
3
• Pipeline
4
• Impact/ ROI
Tip 1 - MEASURE AT DIFFERENT TIME POINTS
64. Tip 2 - MEASURE FROM DAY ONE – HAVE BASELINES!
64
65. Tip 3 - UNDERSTAND WHICH CHANNELS AND PROGRAMS
ARE EFFECTIVE AT DIFFERENT STAGES OF AN ACCOUNT
JOURNEY
68. 1. ABM’s impact is real.
2. Establish an ABM Leadership Team.
3. Build a target account list.
4. Have a diligent approach program entitlement.
5. Understand where your accounts are before
executing programs.
6. Measurement is different with ABM – it’s about
quality not quantity.
7. You can start small – just START.
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KEY TAKE-AWAYS