The document announces an upcoming webinar on "How to Put ABM Into Action" and promotes an ABM Summer Camp series. It outlines a 20-day plan for ABM success including defining targets, selecting accounts, account mapping, launching targeted campaigns through personalized outreach and content, expanding customer loyalty, and focusing on the human connection. The webinar and summer camp series will provide strategies for personalizing content, scaling campaigns, delivering insights, and making ABM efforts more effective.

1. How to Put ABM
Into Action
LIVE WEBINAR: TUESDAY, MAY 22, 2018 at 1PM EST.

2. A Few Logistics
#ABMSummerCamp @Terminus @PFLcom
● Questions
● Webinar Recording & Slides
● #ABMSummerCamp

3. DANIEL GAUGLER
CMO at PFL
@dgaugler
ALLIE BUTTERS
BrightFunnel Marketing at
Terminus
@itsme_allieb
TORREY DYE
Director of ABM at Terminus
@torreydye
Camp Counselors
#ABMSummerCamp @Terminus @PFLcom

4. Join our #ABM Summer Camp Series
#ABMSummerCamp @Terminus @PFLcom
How to Personalize
ABM Content
MAY 30
2:00 PM ET
How to Put ABM
Into Action
TODAY!
How to Scale ABM
Campaigns
JUNE 13
2:00 PM ET
How to Deliver
Account-Based
Insights
JUNE 20
2:00 PM ET

5. PFL’s 20 Days
to ABM Success
#ABMSummerCamp @Terminus @PFLcom

6. Define Your Target Market
#ABMSummerCamp @Terminus @PFLcom

7. Select Your Accounts
● Leverage intent and predictive analytics
● Mine accounts from existing lead data
● Account selection is a team sport
● Check your list - twice
#ABMSummerCamp @Terminus @PFLcom

8. Account Mapping
● Map how a decision is made at your
future customer’s company
● Find your contacts
● Validate your data
#ABMSummerCamp @Terminus @PFLcom

9. GET READY TO RUN YOUR PLAYS!
#ABMSummerCamp @Terminus @PFLcom

10. Play 1: Warm
Your Contact
● Multi-Channel Warm Up
● Follow Up
● Launch Digital Outreach
● Control the Cadence
#ABMSummerCamp @Terminus @PFLcom

11. Play 2: Wake the Dead
● Rally an Existing Champion
● Target New Champions
● Use Tangible Channels to Gain Visibility
#ABMSummerCamp @Terminus @PFLcom

12. Play 3:
Land a
Huge, Named
Account
Target Multiple Personas
within the Account
MATCH
THE PACKAGE
TO THE
PERSONALITY

13. #ABMSummerCamp @Terminus @PFLcom
Play 4: Land a
Larger Group of
Smaller Accounts
● Be Broad and Be Bold
● Key to Success: Alignment

14. Play 5: Grow Customer Loyalty
#ABMSummerCamp @Terminus @PFLcom
● Drive Usage
● Make Heroes, Earn Respect
● Expand

15. Play 6:
Land and
Expand
● Prioritize Customer
Experience
● Reach Out to Internal
Champions
#ABMSummerCamp @Terminus @PFLcom

16. • Human Connection
• Personal Attention
• Amazing Customer Experience
#ABMSummerCamp @Terminus @PFLcom
Make Your ABM Efforts
More Effective:

17. 20-Day Plan

18. Join our #ABM Summer Camp Series
#ABMSummerCamp @Terminus @PFLcom
How to Personalize
ABM Content
MAY 30
2:00 PM ET
How to Scale ABM
Campaigns
JUNE 13
2:00 PM ET
How to Deliver
Account-Based
Insights
JUNE 20
2:00 PM ET

19. QUESTIONS?
#ABMSummerCamp @Terminus @PFLcom