The ABM session Scratch presented at CRMEvolution 2017. New industry research on the state of ABM, biggest areas of ABM investment, coupled with practical tips on ABM + ABSD strategy, roadmap and supporting tech tools
What a difference one year makes in the ABM journey. In this session, Megan Heuer will share results of the new 2016 State of Account-Based Marketing study, showcasing changes and trends in ABM adoption across B2B companies. Find out where the ABM revolution is today, and where it’s heading next.
The Secret Sauce for ABM: Maximizing New Business & Lifetime Value | EngagioEngagio
You've heard the hype: Account-Based Marketing is rapidly becoming the next big thing in B2B marketing. Now it's time to move beyond the hype to discover how the most innovative marketers are practicing ABM. See what works and what doesn't so you can quickly and easily get up and running with ABM.
In this session, Jon Miller, CEO of Engagio and Kirk Crenshaw, CMO of Traackr, reveal all.
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
Insight to Action: How Predictive Analytics Accelerates B2B Marketing SuccessDemandbase
B2B Marketers are collecting more data than ever before, but many are not yet successfully using it to drive growth. In this session, Darian Shirazi will share how to use data science and predictive analytics to acquire new accounts and leverage data insights across the funnel, increasing pipeline opportunities and ultimately, revenue.
The State of ABM: Driving the Highest ROI of Any B2B Strategy | EngagioEngagio
Jon Miller, CEO of Engagio and previously cofounder of Marketo, will give you an exclusive insider look at the State of ABM. It's time to finally crack the code, get started and drive success with ABM. In this session, you'll discover how B2B marketing have evolved, and how to predict where it's going, the biggest myths holding teams back from getting started with ABM, how to get up and running with ABM in less than 30 days, and more!
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
With over 3,700 marketing technologies to choose from and increasing pressure to prove ROI. B2B marketers have more opportunity, but less time, than ever before. In this session, Delphine Cherewick will share how implementing an agile marketing model empowers B2B marketers to leverage the right technology, innovate on strategy and optimize new digital programs.
According to the 2016 State of ABM by SiriusDecisions, the number one goal for ABM in 2016 is increasing revenue. Goals are only effective when they are measurable, so account-based marketers need to understand how to measure their ABM efforts in terms of revenue. Capturing the account-based nuance in your revenue measurement is essential to scaling and proving the value of ABM. In this session, I will discuss how ABM measurement differs from demand gen measurement – from measuring revenue on an account-basis, to engagement and attribution.
Account based marketing: from strategy and plans to execution and insightsEngagio
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
What a difference one year makes in the ABM journey. In this session, Megan Heuer will share results of the new 2016 State of Account-Based Marketing study, showcasing changes and trends in ABM adoption across B2B companies. Find out where the ABM revolution is today, and where it’s heading next.
The Secret Sauce for ABM: Maximizing New Business & Lifetime Value | EngagioEngagio
You've heard the hype: Account-Based Marketing is rapidly becoming the next big thing in B2B marketing. Now it's time to move beyond the hype to discover how the most innovative marketers are practicing ABM. See what works and what doesn't so you can quickly and easily get up and running with ABM.
In this session, Jon Miller, CEO of Engagio and Kirk Crenshaw, CMO of Traackr, reveal all.
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
Insight to Action: How Predictive Analytics Accelerates B2B Marketing SuccessDemandbase
B2B Marketers are collecting more data than ever before, but many are not yet successfully using it to drive growth. In this session, Darian Shirazi will share how to use data science and predictive analytics to acquire new accounts and leverage data insights across the funnel, increasing pipeline opportunities and ultimately, revenue.
The State of ABM: Driving the Highest ROI of Any B2B Strategy | EngagioEngagio
Jon Miller, CEO of Engagio and previously cofounder of Marketo, will give you an exclusive insider look at the State of ABM. It's time to finally crack the code, get started and drive success with ABM. In this session, you'll discover how B2B marketing have evolved, and how to predict where it's going, the biggest myths holding teams back from getting started with ABM, how to get up and running with ABM in less than 30 days, and more!
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
With over 3,700 marketing technologies to choose from and increasing pressure to prove ROI. B2B marketers have more opportunity, but less time, than ever before. In this session, Delphine Cherewick will share how implementing an agile marketing model empowers B2B marketers to leverage the right technology, innovate on strategy and optimize new digital programs.
According to the 2016 State of ABM by SiriusDecisions, the number one goal for ABM in 2016 is increasing revenue. Goals are only effective when they are measurable, so account-based marketers need to understand how to measure their ABM efforts in terms of revenue. Capturing the account-based nuance in your revenue measurement is essential to scaling and proving the value of ABM. In this session, I will discuss how ABM measurement differs from demand gen measurement – from measuring revenue on an account-basis, to engagement and attribution.
Account based marketing: from strategy and plans to execution and insightsEngagio
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
6 ABM Myths and How to Conquer Them | Engagio & AdRollEngagio
We dove through third-party webinars, online articles, and even our own data to find out which ABM strategies work—and which are total myths. The result is a webinar that helps marketers break through the bull and create campaigns that drive actual results.
Watch this webinar with Engagio’s Director of Marketing, Charlie Liang, and AdRoll’s Digital Marketing Team Lead, Jonathan Koo, to learn how to:
-Pivot to ABM with existing framework and strategies
-Serve the most cost-effective impressions to target accounts
-Choose the right KPIs to understand how your campaigns are performing
-And more!
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
ABM is making it easier to understand which companies to target while MA platforms are bringing a level of automation to the nurturing process. However, what must still happen in between targeting and nurture is positive demand generation. This session shares best practices from the world’s best demand marketers.
The Next Evolution of Account-Based MarketingTechTarget
Account-Based Marketing (ABM) is one of the hottest trends in B2B marketing today. And while ABM certainly has a number of powerful benefits for marketers, there remains confusion on how to properly – and successfully – execute an ABM strategy.
This presentation aims to clear up any questions about ABM and offers tips, advice and solutions for succeeding with your ABM initiatives. Learn about the promise and pitfalls of ABM, 6 critical success factors of ABM, LBM vs. ABM and more.
If you’re interested in learning more about how you can partner with TechTarget to help you succeed in your ABM strategies, please reach out to us at InstantABM@techtarget.com.
How to Take Advantage of the Trends that Make ABM a Successful Strategy for B...LinkedIn
The rising importance of data-driven marketing, marketing automation, and customer experience have made account-based marketing inevitable. If you're in B2B marketing, you're going to use an ABM approach sooner or later.
Experts from DXC Technology, Engagio, and LinkedIn will discuss:
• Why Account-Based Marketing has become essential if you're in B2B marketing and sales
• How you can get started with Account- Based Marketing today (it's easier than you think)
• A step-by-step blueprint for running the best Account-Based Marketing plays
Simple and Effective ABM: Proven Strategies for Success in High Value AccountsEngagio
You’ve probably heard the buzz around ABM and how effective it can be for B2B companies.
ABM is a great strategy if you have a complex deal cycles, multiple buyers, and are focused on high-value accounts. Makes sense, right? But how do you get started and what tools are required for driving successful outcomes?
In this presentation, Salesforce/Pardot and Engagio reveal how you can get started with ABM and drive immediate impact.
-Quickly get an account-centric view of accounts for marketing and sales
-Understand where marketing and sales should focus efforts
-Run scalable and personalized programs
-Measure early to late stage program activity to know what is working or not
-And more!
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
How to Lead Your Organization to Success with Account Based MarketingEngagio
Leading your organization takes vision, and having a vision means being on the cutting edge of the newest and hottest movements in B2B markets. It’s becoming more and more clear that Account Based strategies are the future. You must learn to orchestrate genius relevant, human connections if you want to win in today’s competitive environment. Inbound is no longer enough. “Robo-spam” is now detrimental to our outbound efforts. You must adopt the Account Based mindset and align your entire organization if you want to land bigger deals and expand existing relationships.
Key Takeaways:
-The most important piece of your ABM strategy
-How to develop relevant, human interaction
-The 5 levels of account orchestration maturity
-How to built the right tech stack for ABM
-The critical steps to aligning sales and marketing once and for all
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/
Allocadia Webinar - Creating the Foundation for ABM (feat. Engagio) Allocadia Software
The Account-Based Marketing (ABM) movement is in full force — and for good reason. Marketers are seeing the value in becoming more targeted, more personal and better aligned with sales. The momentum in the category is real, but many organizations are still just getting started with ABM.
To create a high performing Account-Based Marketing organization, marketers must first build a strong foundation. They must start with planning, investment choices and impact measurements — and they must understand how these categories change as their organization moves to ABM.
In this webinar, Engagio’s Jon Miller and Allocadia’s Sam Melnick will discuss why marketers must start with these core elements of an ABM strategy or otherwise risk failure. Some key questions that will be answered:
- How can I incorporate ABM into my strategic marketing plan?
- What changes do I need to make to my marketing mix when I invest in ABM?
- How do I prove the impact of ABM on Marketing Performance?
This webinar should be attended by marketers who are already utilizing, in the midst of planning for, or just starting to consider Account-Based Marketing.
Join us in the third webinar in our “Run Marketing” Series, designed to enable marketers to Run Marketing with confidence and drive business impact.
[TOPO Webinar] 2018 State of Account Based Marketing TechnologyEngagio
In this presentation TOPO Senior Analyst Eric Wittlake and Engagio CEO Jon Miller reveal recent TOPO Account Based Marketing Technology survey results. In addition to these insights, they outline how to develop a solid technology strategy for ABM and provide recommendations for building a scalable marketing tech stack.
In this presentation you will learn:
- The market trends driving all types of account-based technologies from the basic to the advanced
- Account-based technology user adoption and satisfaction rates
- How to select the right ABM platform for your organization
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
TechTarget and SimpliVity Case Study: Turning better market visibility into c...TechTarget
Whether you’re a disruptor or market leader, keeping your sights laser focused on what really moves the revenue needle is a real challenge. Like you, SimpliVity needed to differentiate their value proposition from competition already in the market, and then translate that directly into real revenue-based results. By taking advantage of TechTarget’s holistic visibility into market activity, SimpliVity intercepted and engaged prospects they otherwise couldn’t have.
Learn how SimpliVity accomplished their objectives leveraging TechTarget’s real purchase intent insight. See how, in just a year, they were able to grow their in-market purchase consideration from almost nothing to 24% and drive serious bottom line momentum.
In this session, you will learn how to:
- Use intent insights to pinpoint market opportunities — before your competition sees them
- Expand your sphere of influence beyond your “owned” channels to capture your share of available demand in the age of the empowered buyer
- Weave B2B intent data into your marketing mix for more effective conversion rates across the funnel
- See, find and engage in-market buyers who don’t know you or know why they should seriously consider your solutions
Account Based Marketing + Account Based Sales Development = Account Based E...Engagio
Account Based Marketing (ABM) is not sufficient to reach target accounts. To really connect, you need humans at the tip of the spear. Instead of creating silos, embrace Account Based Everything -- A strategic GTM approach that orchestrates personalized marketing, sales, and success efforts to drive engagement and conversion at named accounts.
The Secret Sauce for Account Based MarketingEngagio
Sometimes, inbound marketing just misses the mark. You need to set your sights higher. You need to target accounts. And when it comes to Account Based Marketing (and sales), nobody does it better than Jon Miller, who leads the Marketing Orchestration powerhouse Engagio. Learn what it really takes to get big-name accounts to sign the dotted line – and stay with you too, year after year.
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
FlipMyFunnel - The Big 5 Metrics for Account Based MarketingEngagio
One of the greatest questions on the mind of account-based marketers is “How do I measure the results of my ABM campaigns?” This presentation shows why traditional marketing metrics aren’t sufficient for ABM, and gives step-by-step instructions for how to track and report on the metrics that will make Sales take notice.
If you are running Account Based Marketing campaigns today, then this is the presentation for you!
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.
Account Based Marketing + Account Based Sales Development = ABFMLora Kratchounova
Learn how to put ABM + ABSD into Account Based Funnel Management (ABFM) practice. Highlights from my recent talk at the American Marketing Association/ Boston. Discover how you can flex ABFM to become an integrated and seamless flow between marketing, sales and customer success to land and expand the accounts that matter the most to your business.
Fishing With Spears: All About Account-Based MarketingEngagio
Account-based marketing (ABM) is quickly becoming the next big thing in B2B marketing. In fact, the ITSMA says that “ABM delivers the highest Return on Investment of any B2B marketing strategy or tactic. Period.”
If you support sales teams selling six- and seven-figure deals, then this is the presentation for you!
Download this presentation to see why ABM is generating so much buzz, and to get practical tips for launching or scaling your ABM programs.
1. How ABM is different from traditional demand generation (fishing with nets)
2. Best practices for understanding target accounts, orchestrating integrated account plans, and measuring the impact of your ABM efforts
3. The right ways to market to current customers for cross-sell and retention
Key takeaways include:
Account-based marketing coordinates personalized marketing and sales efforts to land and expand specific accounts
ABM = focus = zero waste, better results
ABM delivers the highest ROI of any B2B marketing strategy or tactic
Great ABM requires great account knowledge
Create content that the right people in your target companies actually like to read and share
There is no magic campaign; success comes from a mix of integrated tactics
The “law of large numbers” breaks down in account-based marketing; measure ABM success via engagement and lift
6 ABM Myths and How to Conquer Them | Engagio & AdRollEngagio
We dove through third-party webinars, online articles, and even our own data to find out which ABM strategies work—and which are total myths. The result is a webinar that helps marketers break through the bull and create campaigns that drive actual results.
Watch this webinar with Engagio’s Director of Marketing, Charlie Liang, and AdRoll’s Digital Marketing Team Lead, Jonathan Koo, to learn how to:
-Pivot to ABM with existing framework and strategies
-Serve the most cost-effective impressions to target accounts
-Choose the right KPIs to understand how your campaigns are performing
-And more!
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
ABM is making it easier to understand which companies to target while MA platforms are bringing a level of automation to the nurturing process. However, what must still happen in between targeting and nurture is positive demand generation. This session shares best practices from the world’s best demand marketers.
The Next Evolution of Account-Based MarketingTechTarget
Account-Based Marketing (ABM) is one of the hottest trends in B2B marketing today. And while ABM certainly has a number of powerful benefits for marketers, there remains confusion on how to properly – and successfully – execute an ABM strategy.
This presentation aims to clear up any questions about ABM and offers tips, advice and solutions for succeeding with your ABM initiatives. Learn about the promise and pitfalls of ABM, 6 critical success factors of ABM, LBM vs. ABM and more.
If you’re interested in learning more about how you can partner with TechTarget to help you succeed in your ABM strategies, please reach out to us at InstantABM@techtarget.com.
How to Take Advantage of the Trends that Make ABM a Successful Strategy for B...LinkedIn
The rising importance of data-driven marketing, marketing automation, and customer experience have made account-based marketing inevitable. If you're in B2B marketing, you're going to use an ABM approach sooner or later.
Experts from DXC Technology, Engagio, and LinkedIn will discuss:
• Why Account-Based Marketing has become essential if you're in B2B marketing and sales
• How you can get started with Account- Based Marketing today (it's easier than you think)
• A step-by-step blueprint for running the best Account-Based Marketing plays
Simple and Effective ABM: Proven Strategies for Success in High Value AccountsEngagio
You’ve probably heard the buzz around ABM and how effective it can be for B2B companies.
ABM is a great strategy if you have a complex deal cycles, multiple buyers, and are focused on high-value accounts. Makes sense, right? But how do you get started and what tools are required for driving successful outcomes?
In this presentation, Salesforce/Pardot and Engagio reveal how you can get started with ABM and drive immediate impact.
-Quickly get an account-centric view of accounts for marketing and sales
-Understand where marketing and sales should focus efforts
-Run scalable and personalized programs
-Measure early to late stage program activity to know what is working or not
-And more!
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
How to Lead Your Organization to Success with Account Based MarketingEngagio
Leading your organization takes vision, and having a vision means being on the cutting edge of the newest and hottest movements in B2B markets. It’s becoming more and more clear that Account Based strategies are the future. You must learn to orchestrate genius relevant, human connections if you want to win in today’s competitive environment. Inbound is no longer enough. “Robo-spam” is now detrimental to our outbound efforts. You must adopt the Account Based mindset and align your entire organization if you want to land bigger deals and expand existing relationships.
Key Takeaways:
-The most important piece of your ABM strategy
-How to develop relevant, human interaction
-The 5 levels of account orchestration maturity
-How to built the right tech stack for ABM
-The critical steps to aligning sales and marketing once and for all
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/
Allocadia Webinar - Creating the Foundation for ABM (feat. Engagio) Allocadia Software
The Account-Based Marketing (ABM) movement is in full force — and for good reason. Marketers are seeing the value in becoming more targeted, more personal and better aligned with sales. The momentum in the category is real, but many organizations are still just getting started with ABM.
To create a high performing Account-Based Marketing organization, marketers must first build a strong foundation. They must start with planning, investment choices and impact measurements — and they must understand how these categories change as their organization moves to ABM.
In this webinar, Engagio’s Jon Miller and Allocadia’s Sam Melnick will discuss why marketers must start with these core elements of an ABM strategy or otherwise risk failure. Some key questions that will be answered:
- How can I incorporate ABM into my strategic marketing plan?
- What changes do I need to make to my marketing mix when I invest in ABM?
- How do I prove the impact of ABM on Marketing Performance?
This webinar should be attended by marketers who are already utilizing, in the midst of planning for, or just starting to consider Account-Based Marketing.
Join us in the third webinar in our “Run Marketing” Series, designed to enable marketers to Run Marketing with confidence and drive business impact.
[TOPO Webinar] 2018 State of Account Based Marketing TechnologyEngagio
In this presentation TOPO Senior Analyst Eric Wittlake and Engagio CEO Jon Miller reveal recent TOPO Account Based Marketing Technology survey results. In addition to these insights, they outline how to develop a solid technology strategy for ABM and provide recommendations for building a scalable marketing tech stack.
In this presentation you will learn:
- The market trends driving all types of account-based technologies from the basic to the advanced
- Account-based technology user adoption and satisfaction rates
- How to select the right ABM platform for your organization
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
TechTarget and SimpliVity Case Study: Turning better market visibility into c...TechTarget
Whether you’re a disruptor or market leader, keeping your sights laser focused on what really moves the revenue needle is a real challenge. Like you, SimpliVity needed to differentiate their value proposition from competition already in the market, and then translate that directly into real revenue-based results. By taking advantage of TechTarget’s holistic visibility into market activity, SimpliVity intercepted and engaged prospects they otherwise couldn’t have.
Learn how SimpliVity accomplished their objectives leveraging TechTarget’s real purchase intent insight. See how, in just a year, they were able to grow their in-market purchase consideration from almost nothing to 24% and drive serious bottom line momentum.
In this session, you will learn how to:
- Use intent insights to pinpoint market opportunities — before your competition sees them
- Expand your sphere of influence beyond your “owned” channels to capture your share of available demand in the age of the empowered buyer
- Weave B2B intent data into your marketing mix for more effective conversion rates across the funnel
- See, find and engage in-market buyers who don’t know you or know why they should seriously consider your solutions
Account Based Marketing + Account Based Sales Development = Account Based E...Engagio
Account Based Marketing (ABM) is not sufficient to reach target accounts. To really connect, you need humans at the tip of the spear. Instead of creating silos, embrace Account Based Everything -- A strategic GTM approach that orchestrates personalized marketing, sales, and success efforts to drive engagement and conversion at named accounts.
The Secret Sauce for Account Based MarketingEngagio
Sometimes, inbound marketing just misses the mark. You need to set your sights higher. You need to target accounts. And when it comes to Account Based Marketing (and sales), nobody does it better than Jon Miller, who leads the Marketing Orchestration powerhouse Engagio. Learn what it really takes to get big-name accounts to sign the dotted line – and stay with you too, year after year.
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
FlipMyFunnel - The Big 5 Metrics for Account Based MarketingEngagio
One of the greatest questions on the mind of account-based marketers is “How do I measure the results of my ABM campaigns?” This presentation shows why traditional marketing metrics aren’t sufficient for ABM, and gives step-by-step instructions for how to track and report on the metrics that will make Sales take notice.
If you are running Account Based Marketing campaigns today, then this is the presentation for you!
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.
Account Based Marketing + Account Based Sales Development = ABFMLora Kratchounova
Learn how to put ABM + ABSD into Account Based Funnel Management (ABFM) practice. Highlights from my recent talk at the American Marketing Association/ Boston. Discover how you can flex ABFM to become an integrated and seamless flow between marketing, sales and customer success to land and expand the accounts that matter the most to your business.
Fishing With Spears: All About Account-Based MarketingEngagio
Account-based marketing (ABM) is quickly becoming the next big thing in B2B marketing. In fact, the ITSMA says that “ABM delivers the highest Return on Investment of any B2B marketing strategy or tactic. Period.”
If you support sales teams selling six- and seven-figure deals, then this is the presentation for you!
Download this presentation to see why ABM is generating so much buzz, and to get practical tips for launching or scaling your ABM programs.
1. How ABM is different from traditional demand generation (fishing with nets)
2. Best practices for understanding target accounts, orchestrating integrated account plans, and measuring the impact of your ABM efforts
3. The right ways to market to current customers for cross-sell and retention
Key takeaways include:
Account-based marketing coordinates personalized marketing and sales efforts to land and expand specific accounts
ABM = focus = zero waste, better results
ABM delivers the highest ROI of any B2B marketing strategy or tactic
Great ABM requires great account knowledge
Create content that the right people in your target companies actually like to read and share
There is no magic campaign; success comes from a mix of integrated tactics
The “law of large numbers” breaks down in account-based marketing; measure ABM success via engagement and lift
Elevate the Sales Process: B2B sales intelligence with LinkedIn Social Sellin...John Chao
The use of big data intelligence for sales development is still in its infancy stages. At LinkedIn, we use big data to push the envelope in the sales development process. Traditional methods of sales development are less data driven and little has been done to quantitatively understand an accounts propensity to purchase. We develop a set of full funnel b2b sales models that incorporates both company and individuals information and synthesize such information to dynamically inform our sales team on how to best manage their sales development. We are able to produce an information machine that decides which firms to target, who to target within each firm, understand each individual's propensity change in real time during the sales process so that the sales team is better equipped to win business deals. - See more at: https://ieondemand.com/divisions/analytics/presentations/elevate-the-sales-process-b2b-sales-intelligence-with-linkedin-social-selling-data#sthash.yILVhWId.dpuf
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!
Today’s top B2B marketers are responsible for more than just filling the top of the funnel with prospects. It’s all about finding the right accounts — and converting those accounts to cold, hard dollars, with the help of an effective account-based marketing strategy. Want to learn how? This #LLS16 Demand Gen Report session with Shari Johnston, VP of Demand Marketing for Radius, shares tips for TOFU success. View the full webinar here: http://dg-r.co/2aQAhK3
Applying Predictive and AI to Top-of-Funnel ABMRollWorks
Watch the webinar on-demand: http://pages.rollworks.com/Mintigo-Predictive-and-ABM-LP.html
One of the best ways to get started with account-based marketing is with programmatic display advertising. Adding a predictive layer to your top-of-funnel ABM investment will also improve ROI and make sure your entire funnel is fed with the best and brightest leads.
Join RollWorks and Mintigo to learn:
The basics of top-of-funnel ABM
How to add predictive layers to your ABM
How to tier your accounts and ads
Getting Started & Accelerating ABM with Drupal & AcquiaAcquia
For B2B marketers, traditional demand gen tactics are becoming less and less effective. Content strategies with undifferentiated content targeted to thousands of leads simply doesn’t work anymore. How can marketers break through the noise?
Account Based Marketing (ABM) has been a strategy favored by large enterprises for years. Through identifying and targeting key accounts, tailoring content, and executing strategies for the specific audiences’, companies that practice ABM see stronger marketing results.
A successful ABM campaign requires a targeted strategy, alignment between sales and marketing, and an integrated martech stack that can deliver personalized content to audiences.
In this webinar we will cover:
- How to get started with ABM the right way — and the tools you need to get the job done
- How integrating ABM platforms with Drupal can result in greater effectiveness with lead generation, increased retention and new market growth
- How personalized experiences with Acquia Lift and other technologies can help strengthen your ABM campaigns
Tackling both the strategic sales and marketing technology aspects of ABM, you'll walk away from this webinar with insights to improve your demand gen campaigns right away.
Making Sense of the Evolving ABM Solutions LandscapeDemandbase
In this webinar, Forrester expert and guest speaker Steve Casey will share insights from his recent report on the ABM solution marketplace, data on the adoption of ABM as a practice and the results early adopters have realized, and analysis of the major trends having an impact on the future of ABM.
Marketing Operations: An Insider's Story of Implementing ABM Successfully usi...Cecile Thirion
Organized and moderated MOCCA webinar on how to measure Account-Based Marketing (ABM) impact on Sales and Revenue quickly.
- How to scope an ideal customer profile for ABM (and stick to it!)
- The best practices to coordinate account-targeting engagements between marketing and sales teams
- How to measure ABM effectiveness and then optimize your tactics and campaigns over time
NexGen Alignment: ABM’s Role in Uniting Marketing and SalesDemandbase
In today’s competitive landscape, aligning marketing and sales teams is not just necessary for growth it’s necessary for survival.
Account-based strategies help bridge the historical divide between the two teams by ensuring marketing efforts are directly supporting sales goals, leading to more efficient resource use, improved customer experiences, and ultimately, increased revenue.
Join this interactive webinar with guest speaker Nora Conklin, Principal Analyst at Forrester and Kelly Hopping, CMO at Demandbase, as they reveal the latest research from Forrester, showcased at the ‘2024 B2B Summit North America’ along with practical tips for uniting sales and marketing teams from the inside out.
Account Based Marketing - A Primer for Operational SuccessLeadMD
Account Based Marketing (ABM) is a hyper-personalized and hyper-effective go-to-market strategy. But, like all things marketing, the devil is in the details. LeadMD shares their operational approach to ABM success in this primer.
Identifying the right target accounts increases account-based success, and that's why we'll walk you through ICP Insights, Target Account Selection, and Contact Data.
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.
Similar to How to Launch a Successful #ABM Pilot, #CRMEvolution (20)
21st Century marketing for startups (...and grown-up cos too)Lora Kratchounova
Startip Institite Marketing Boston track Scartch delievered in October of 2014: New marketing defined, mission/ vision/ positioning; customer segmentation; go-to-market plan components, marketing KPIs
Two competing visions for the future in a post-PC era - mobile, represented by Michael AM Davies from Endeavour Partners, and Enchanted Objects, represented by David Rose. Big thanks to Jennifer Lum, Adam Laughlin, and Ari Adler from IDEO
How are you creating your personal and professional brand with social media? Did you know you are already doing it? No matter what your position is, what title you carry, you are in the business of brand building. Now that we live in the social age (whether you are ready to admit it or not), you have new tools to define and set yourself apart, build a strong support network, and positively change the way you work and live.
Objective Social Media/ SEO Needs and Opportunities Assessment delivered at MassTLC on September 27, 2011.
- Where are digital conversations happening that are influencing our target buyers for CRM data integration services and products?
- Who are the people who drive the digital conversations?
In the digital age, businesses are inundated with tools promising to streamline operations, enhance creativity, and boost productivity. Yet, the true key to digital transformation lies not in the accumulation of tools but in strategically integrating the right AI solutions to revolutionize workflows. Join Jordache, an experienced entrepreneur, tech strategist and AI consultant, as he explores essential AI tools across three critical categories—Ideation, Creation, and Operations—that can reshape the way your business creates, operates, and scales.This talk will guide you through the practicalities of selecting and effectively using AI tools that go beyond the basics of today’s popular tools like ChatGPT, Claude, Gemini, Midjourney, or Dall-E. For each category of tools, Jordache will address three crucial questions: What is each tool? Why is each one valuable to you as a business leader? How can you start using it in your workflow? This approach will not only clarify the role of these tools but also highlight their strategic value, making it perfect for business leaders ready to make informed decisions about integrating AI into their workflows.
Key Takeaways:
>> Strategic Selection and Integration: Understand how to select AI tools that align with your business goals and how to conceptually integrate them into your workflows to enhance efficiency and innovation.
>> Understanding AI Tool Categories: Gain a deeper understanding of how AI tools can be leveraged in the areas of ideation, creation, and operation—transforming each aspect of your business.
>> Practical Starting Points: Learn how you can start using these tools in your business with practical tips on initial steps and integration ideas.
>> Future-Proofing Your Business: Discover how staying informed about and utilizing the latest AI tools and strategies can keep your business competitive in a rapidly evolving digital landscape.
Google Ads Vs Social Media Ads-A comparative analysisakashrawdot
Explore the differences, advantages, and strategies of using Google Ads vs Social Media Ads for online advertising. This presentation will provide insights into how each platform operates, their unique features, and how they can be leveraged to achieve marketing goals.
Trust Element Assessment: How Your Online Presence Affects Outbound Lead Gene...Martal Group
Learn how your business's online presence affects outbound lead generation and what you can do to improve it with a complimentary 13-Point Trust Element Assessment.
First Things First: Building and Effective Marketing Strategy
Too many companies (and marketers) jump straight into activation planning without formalizing a marketing strategy. It may seem tedious, but analyzing the mindset of your targeted audiences and identifying the messaging points most likely to resonate with them is time well spent. That process is also a great opportunity for marketers to collaborate with sales leaders and account managers on a galvanized go-to-market approach. I’ll walk you through the methods and tools we use with our clients to ensure campaign success.
Key Takeaways:
-Recognize the critical role of strategy in marketing
-Learn our approach for building an actionable, effective marketing strategy
-Receive templates and guides for developing a marketing strategy
How to Use AI to Write a High-Quality Article that Ranksminatamang0021
In the world of content creation, many AI bloggers have drifted away from their original vision, resulting in low-quality articles that search engines overlook. Don't let that happen to you! Join us to discover how to leverage AI tools effectively to craft high-quality content that not only captures your audience's attention but also ranks well on search engines.
Disclaimer: Some of the prompts mentioned here are the examples of Matt Diggity. Please use it as reference and make your own custom prompts.
The digital marketing industry is changing faster than ever and those who don’t adapt with the times are losing market share. Where should marketers be focusing their efforts? What strategies are the experts seeing get the best results? Get up-to-speed with the latest industry insights, trends and predictions for the future in this panel discussion with some leading digital marketing experts.
janani Digital Marketer|Digital Marketing consultant|Marketing Promotion|Coim...janudm24
Myself Janani Digital marketing consultant located in coimbatore I offer all kinds of digital marketing services for your business requirements such as SEO SMO SMM SMO CAMPAIGNS content writing web design for all your business needs with affordable cost
Digital Marketing Services | Techvolt Software :
Digital Marketing is a latest method of Marketing techniques widely used across the Globe. Digital Marketing is an online marketing technique and methods used for all products and services through Search Engine and Social media advertisements. Previously the marketing techniques were used without using the internet via direct and indirect marketing strategies such as advertising through Telemarketing,Newspapers,Televisions,Posters etc.
List of Services offered in Digital Marketing |Techvolt Software :
Techvolt Software offers best Digital Marketing services for promoting your products and services through online platform on the below methods of Digital marketing
1. Search Engine Optimization (SEO)
2. Search Engine Marketing (SEM)
3. Social Media Optimization (SMO)
4. Social Media Marketing (SMM)
5. Campaigns
Importance | Need of Digital Marketing (Online Promotions) :
1. Quick Promotions through Online
2. Generation of More leads and Business Enquiries via Search Engine and Social Media Platform
3. Latest Technology development vs Business promotions
4. Creation of Social Branding
5. Promotion with less investment
Benefits Digital Marketing Services at Techvolt software :
1. Services offered with Affordable cost
2. Free Content writing
3. Free Dynamic Website design*
4. Best combo offers on website Hosting,design along with digital marketing services
5. Assured Lead Generation through Search Engine and Social Media
6. Online Maintenance Support
Free Website + Digital Marketing Services
Techvolt Software offers Free website design for all customer and clients who is availing the digital marketing services for a minimum period of 6 months.
With Regards
Janani Digital Marketer
Coimbatore,Tamilnadu.
When most people in the industry talk about online or digital reputation management, what they're really saying is Google search and PPC. And it's usually reactive, left dealing with the aftermath of negative information published somewhere online. That's outdated. It leaves executives, organizations and other high-profile individuals at a high risk of a digital reputation attack that spans channels and tactics. But the tools needed to safeguard against an attack are more cybersecurity-oriented than most marketing and communications professionals can manage. Business leaders Leaders grasp the importance; 83% of executives place reputation in their top five areas of risk, yet only 23% are confident in their ability to address it. To succeed in 2024 and beyond, you need to turn online reputation on its axis and think like an attacker.\
Key Takeaways:
- New framework for examining and safeguarding an online reputation
- Tools and techniques to keep you a step ahead
- Practical examples that demonstrate when to act, how to act and how to recover
Enhancing a Luxury Furniture E-commerce Store with Expert Shopify ManagementSunTec India
SunTec India's expertise in Shopify store management has been a game-changer for a luxury furniture e-commerce business. Through meticulous optimization of product listings, strategic SEO practices, and an enhanced user experience, this case study details the successful outcomes of their collaboration, including increased traffic, higher conversion rates, and stronger brand presence.
Read more- https://shorturl.at/yl3MU
Gokila digital marketing| consultant| Coimbatoredmgokila
Myself Gokila digital marketing consultant located in Coimbatore other various types of digital marketing services such as SEM
SEO SMO SMM CAMPAIGNS content writing web design for all your business needs with affordable cost
Digital Marketing Services | Techvolt Software :
Digital Marketing is a latest method of Marketing techniques widely used across the Globe. Digital Marketing is an online marketing technique and methods used for all products and services through Search Engine and Social media advertisements. Previously the marketing techniques were used without using the internet via direct and indirect marketing strategies such as advertising through Telemarketing,Newspapers,Televisions,Posters etc.
List of Services offered in Digital Marketing |Techvolt Software :
Techvolt Software offers best Digital Marketing services for promoting your products and services through online platform on the below methods of Digital marketing
1. Search Engine Optimization (SEO)
2. Search Engine Marketing (SEM)
3. Social Media Optimization (SMO)
4. Social Media Marketing (SMM)
5. Campaigns
Importance | Need of Digital Marketing (Online Promotions) :
1. Quick Promotions through Online
2. Generation of More leads and Business Enquiries via Search Engine and Social Media Platform
3. Latest Technology development vs Business promotions
4. Creation of Social Branding
5. Promotion with less investment
Benefits Digital Marketing Services at Techvolt software :
1. Services offered with Affordable cost
2. Free Content writing
3. Free Dynamic Website design*
4. Best combo offers on website Hosting,design along with digital marketing services
5. Assured Lead Generation through Search Engine and Social Media
6. Online Maintenance Support
Free Website + Digital Marketing Services
Techvolt Software offers Free website design for all customer and clients who is availing the digital marketing services for a minimum period of 6 months.
With Regards
Gokila digital marketer
Coimbatore
Mastering Local SEO for Service Businesses in the AI Era is tailored specifically for local service providers like plumbers, dentists, and others seeking to dominate their local search landscape. This session delves into leveraging AI advancements to enhance your online visibility and search rankings through the Content Factory model, designed for creating high-impact, SEO-driven content. Discover the Dollar-a-Day advertising strategy, a cost-effective approach to boost your local SEO efforts and attract more customers with minimal investment. Gain practical insights on optimizing your online presence to meet the specific needs of local service seekers, ensuring your business not only appears but stands out in local searches. This concise, action-oriented workshop is your roadmap to navigating the complexities of digital marketing in the AI age, driving more leads, conversions, and ultimately, success for your local service business.
Key Takeaways:
Embrace AI for Local SEO: Learn to harness the power of AI technologies to optimize your website and content for local search. Understand the pivotal role AI plays in analyzing search trends and consumer behavior, enabling you to tailor your SEO strategies to meet the specific demands of your target local audience. Leverage the Content Factory Model: Discover the step-by-step process of creating SEO-optimized content at scale. This approach ensures a steady stream of high-quality content that engages local customers and boosts your search rankings. Get an action guide on implementing this model, complete with templates and scheduling strategies to maintain a consistent online presence. Maximize ROI with Dollar-a-Day Advertising: Dive into the cost-effective Dollar-a-Day advertising strategy that amplifies your visibility in local searches without breaking the bank. Learn how to strategically allocate your budget across platforms to target potential local customers effectively. The session includes an action guide on setting up, monitoring, and optimizing your ad campaigns to ensure maximum impact with minimal investment.
QuickBooks Sync Manager Repair Tool- What You Need to Knowmarkmargaret23
Occurrence of technical errors on QuickBooks is common but it can be resolved with the use of QuickBooks Sync Manager Tool . With the help of this too, users can sync the QuickBooks Desktop company file with the Intuit online server. It is compatible with versions QuickBooks Pro, Premier, or Enterprise. In case a user faces sync-related errors then they simply need this repair tool.
In today's digital world, customers are just a click away. "Grow Your Business Online: Introduction to Digital Marketing" dives into the exciting world of digital marketing, equipping you with the tools and strategies to reach new audiences, expand your reach, and ultimately grow your business.
website = https://digitaldiscovery.institute/
address = C 210 A Industrial Area, Phase 8B, Sahibzada Ajit Singh Nagar, Punjab 140308
What’s “In” and “Out” for ABM in 2024: Plays That Help You Grow and Ones to L...Demandbase
Delve into essential ABM ‘plays' that propel success while identifying and leaving behind tactics that no longer yield results. Led by ABM Experts, Jon Barcellos, Head of Solutions at Postal and Tom Keefe, Principal GTM Expert at Demandbase.
2. A Bit About Me
2
Deep expertise in B2B technology marketing:
• SaaS, DevOps
• Security
• Data Center, Cloud, Industrial Automation, IoT/IIoT
• Telecommunications
• Mobility
Lora Kratchounova
Principal, Scratch Marketing + Media
@ScratchMM lora@scratchmm.com
4. Let’s Poll The Audience
• How many marketing leaders in the room?
• How many sales leaders?
• How many would consider yourselves ABM pros?
• How many ABM novices?
• How many of you need to sell more?
• How many can report on joint pipeline?
• How much of your pipeline is sourced by marketing – more than 25%? Less
than 25%? Don’t know?
4
5. 7
Account-Based is the New Black
marketing activity
according to 85% of
marketers
better YOY metrics for
users of advanced
predictive analytics
revenue lift
reported by 19% of
companies using ABM
after first year
>30%51%
#1
ROI
6. 8
The buying committee is expanding:
• More stakeholders
• More job functions
• More interests
Why Account-Based?
7. Fishing with “Nets” Fishing with “Spears”
Source: #FlipMyFunnel
Flip the Funnel
9
Purchase
Consideration
Interest
Awareness
Advocate
Engage
Expand
Identify
Traditional Funnel Flipped Funnel
8. 37%
31%
17% 16%
0%
5%
10%
15%
20%
25%
30%
35%
40%
Yes No Not yet, but we're in the
process of launching
No, but we're
considering for 2017
Does your company have an account-based
marketing (ABM) program in place?
State of Account-Based
New B2B Industry Survey: The State of ABM
11
#ABFM #ABM @ScratchMM
9. 74%
26%
0%
20%
40%
60%
80%
Yes No
Are you planning to invest in
ABM in 2017?
67%
33%
0%
20%
40%
60%
80%
Yes No
Compared to 2016, is your ABM
budget increasing?
14
ABM is ON in 2017
#ABFM #ABM @ScratchMM
15. 18
Top Challenges: Scalable AB Process
#ABFM #ABM @ScratchMM
0% 5% 10% 15% 20% 25% 30% 35% 40% 45% 50%
Account selection: Segmenting your existing list
Measurement of ABM program effectiveness
Engagement approach: Determining the optimal channel mix
Determining the best ABM tool
Engagement approach: Determining the optimal content
Getting on-going intelligence on accounts and key decision makers…
Sales and marketing alignment
Account selection: Selecting net new accounts to go after
Delivering personalized experiences for each account
What do you see as your organization’s biggest challenges in
launching an ABM program?
46%
40%
38%
33%
27%
25%
Personalized Content and Account Selection = Top 2 Challenges
16. Personalized Content + On-Going Intelligence on Accounts + the Best ABM
Toolset = Top 3 Areas for Outside Help
0% 10% 20% 30% 40% 50%
46%
44%
42%
40%
40%
35%
25%
15%
15%
Planning + delivering a personalized experience for each
account
Getting on-going intelligence on accounts + key decision
makers while campaigns are in flight
Determining the best ABM toolset for your organization
Engagement approach: Determining the optimal content to
reach your key accounts
Measurement of ABM program effectiveness
Engagement approach: Determining the channel mix to reach your
key accounts
Account selection: Selecting net new accounts to go after
Sales + marketing alignment
Account selection: Segmenting your existing list
In what areas of ABM would you most likely seek
outside consulting help in 2017?
ABFM Help
#ABFM #ABM @ScratchMM
17. Peers and Media Publications Are the Go-To Sources for Bolstering ABM
Knowledge
60% 60%
42%
35%
33%
13%
0%
10%
20%
30%
40%
50%
60%
70%
Media /
Publications
Peers Industry
conferences
Twitter,
LinkedIn
Analysts Other (please
specify)
What are your top resources for ABM
intelligence?
Top Resources for ABM Insights
18
#ABFM #ABM @ScratchMM
18. 20
Integrated and seamless flow between marketing, sales
and customer success
• to land
• and expand
• the accounts that matter the most to your business.
ABM + ABSD = ABFM
19. 19
ABFM Case Study
B2B Software Company
• Sells virtual desktop management
software to mid-market and enterprise
~100 Employees
• 5 person marketing team
• 25 person sales team
20. 20
ABFM Results
Increased average deal size from $18K to $50K+
• 178% increase
Average SDR generated 200% more pipeline
• From $300K/month to $900K/month
Opportunity conversion rates went from 18% to 22%
• 22% increase
21. 19
FUD About ABM
ABM vs. ABSD
1 2 3
All or Nothing Replaces existing
Demand Generation
4 5
The way to manage
demand gen is through
MQLs and SQLs
Disruptive to
established sales or
marketing practices
22. 22
ABFM Analytics
• Target
Account
Profiles
• Account
Selection
• Buyer
Personas
Account Data Augmentation
+ Sales Opps Nurturing
In-Market
Account
Acquisition
Sales Process
/ Opportunity
Qualification
In-Market
Sales Opp
Influencing
Conversion
Nurturing on
Disqualification
Criteria
ABFM Strategy and
Roadmap
Content
Development
1
2
2
3
3
4
4
5
5
2
ABFM Toolset
Selection
1
ABFM Roadmap: Key Stages
MARKETING SALES
31. 31
The Starter ABFM Technology Stack
Account Data
Augmentation
Marketing
Automation
MARKETING SALES
ABFM Sales
Process, Email,
and Reporting
ABFM Analytics
Unknown to
Known
Personalization
CRM
MRKTG + SALES
32. 43
ABFM Metrics and KPIs:
Shifting What You Measure
Lead Gen Metrics
• Impressions/CPM
• Click-through
rates
• Conversion rates
• Unique visitors
• Net new leads
• Inbound inquires
• Downloads
• MQLs
Account-Based
Lens
32
Account-Based Funnel
• # of Target accounts
• # of opportunities
• Close rates
• Lifetime value
Account-Based Velocity
• Marketing penetration across
accounts
• Optimal # of touch-points
• SDR capacity + performance
33. 23
Why ABFM Is the Only Way to Scale Your Growth
Goal: $1 Million in New Sales in H1
MQL Model
Average Deal Size $50K
New Customers 20
MQL/ Week 85
ABFM Model
Average Deal Size $75K
New Customers 13
Target Accounts/ Week 17
Levers
• Average Deal Size
• Opp → Customer Conversion Rate
• Target Account → Opp Conversion Rate
• Percentage of Conversions
34. 22
Why ABFM?
Align sales & marketing
around accounts
1 2 3
4
Efficiently allocate
marketing budget &
sales resources
Increase productivity,
average deal sizes, and
conversion rates
Track everything to make
decisions based on
accurate, real-time data
35. Want to get ABFM Started?
35
1
Learn more at
www.scratchmm.com
2
Join the ABFM Pilot
Webinar
http://demanddrive.com/
abfm-pilot-webinar
3
Contact me
lora@scratchmm.com
@ScratchMM
Tuesday, May 9
2:00 Eastern /
11:00 Pacific