The document discusses the implementation of account-based marketing (ABM) through predictive and outbound demand generation in a webinar format. It outlines the three steps of ABM: discovering target accounts, engaging decision makers, and measuring outcomes, while emphasizing the importance of planning, resources, and ongoing optimization. Key takeaways include the use of predictive modeling for identifying target accounts and the necessity of engaging with decision makers effectively.

1. “Jumpstart Account-Based Marketing with
Predictive & Outbound Demand Generation”

2. House Keeping
Audio Check
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Webinar Replay Available
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3. Our Speakers For Today
Tony Yang
VP of Demand Gen
@tones810
Atul Kumar
Chief Product Officer
@atkumar47
Scott Vaughan
Chief Marketing Officer
@ScottAVaughan

4. Poll: Where Are You on the ABM Journey?
A. Thinking about deploying/doing research
B. We are piloting ABM
C. We are in full deployment
D. Tried and bailed or maybe in the future

5. Poll: What Are Your Biggest ABM Challenges?
A. How or where to get started
B. Resources and budget constraints
C. Developing a target list of ABM accounts
D. Generating targeted, quality leads
E. Setting and measuring impact

6. ABM: How Do You Tie Everything Together?
VS
Predictive
Outbound vs
Inbound Marketing
FlipMyFunnel
Demand Waterfall/Funnel

7. Account Based Marketing (ABM) in 3 Steps
Discover
Target Accounts
Identify & Engage
Decision Makers
Measure &
Optimize

8. Account Based Marketing (ABM) in 3 Steps
Discover
Target Accounts
Identify & Engage
Decision Makers
Measure &
Optimize

9. Is This How You Identify Your Target Accounts?

10. ABM 1st Step – Identify Accounts & Decision Makers
Build A Predictive Model
Ideal
Prospect
150-250 MIs
Customers
Prospects
Prioritization, Scoring &
Insights
2,700+ Marketing Indicators
9.7 MM Companies
150 MM Contacts
Data as is . .
Enriched
Validated
Appended

11. Identify Your Best Accounts
ABM 1st Step – Identify Accounts & Decision Makers

12. Expand Your Total Addressable Market
ABM 1st Step – Identify Accounts & Decision Makers

13. Expand Your Total Addressable Market
2210 Accounts
ABM 1st Step – Identify Accounts & Decision Makers

14. ABM 1st Step – Identify Accounts/Leads
Segment Your Accounts/Leads
Fit Intent Behaviors
Customer
Prospects
Education!
Consideration!
Solution!
Buy!
Buyer Research!
(out of your funnel)!

15. Account Based Marketing (ABM) in 3 Steps
Discover
Target Accounts
Identify & Engage
Decision Makers
Measure &
Optimize

16. I’ve Identified the Right Accounts Now What?
I can…
• Reach out/execute programs to my
existing database of contacts?
• Alert sales to call all their contacts they
know within that account?
Or….

17. Accounts are Critical. Also Remember…
”People” Scope and Sign The Checks

18. Identify Decision-Makers
Turning accounts into people!

19. Engage NEW Decision-Makers & Personas At
Target Accounts Using Your Content

20. Ensure Decision-Maker Data Is Accurate & Actionable

21. Account Based Marketing (ABM) in 3 Steps
Discover
Target Accounts
Identify & Engage
Decision Makers
Measure &
Optimize

22. Measure & Optimize to Ensure Maximal ROI

23. End Result: Decision-Makers Within Target Accounts

24. Key Takeaways: Jump-Starting ABM
• ABM takes planning, resources and constant testing and
tweaking – the tools are available today for marketers !
• Use Predictive for target account identification!
• Combine with Outbound Demand Marketing programs to
generate the right decision makers (people!)!

25. Q&A

26. Let’s Talk!
Oracle Modern Marketing Experience!
• Best Practice Session - Predictive and ABM !
Tues, April 26 11am – 12 noon!
!
• Visit the Mintigo and Integrate booth in the expo hall!
!
Marketo Marketing Nation Summit!
!
• Visit the Mintigo and Integrate booth in the expo hall!
!
!
Or Contact Us…!

27. Thank You!
Tony Yang
VP of Demand Gen
@tones810
tony@mintigo.com
Atul Kumar
Chief Product Officer
@atkumar47
Scott Vaughan
Chief Marketing Officer
@ScottAVaughan