William Wagner

What is ABM at Scale and how do you get there? In essence, ABM has always been about helping sales teams sell into the enterprise. But whereas ABM models of the past decade have typically been hyper focused on a single, or small cluster of accounts, ABM at Scale is slightly different. ABM at Scale is a model that combines demand generation and digital marketing tactics to engage a broader set of accounts with the aim of unearthing the highest propensity accounts to then switch on 1:1 ABM style tactics and ultimately help sales close business faster. But the journey to opportunity requires careful preparation. In this video, Peter Lundie, Managing Partner, Agent3 Group and Michael Taylor-Sadeghi, Associate Director, RevTech, Agent3, share essential foundational activity for successful scaling of ABM programs Watch now! https://hubs.li/Q02zrh0M0 #b2bmarketing #abm #ABMatScale #personalization #collaboration #reach #sales

15

Top SaaS companies from Hubspot to Stripe to Dropbox leverage market and customer insights, such as user testing, to understand the preferences and pain points of their target audience, allowing them to develop a pricing strategy tailored to customer needs and their product’s perceived value. Emerging Strategy’s report on the Essentials of SaaS Pricing Strategy highlights how SaaS companies across industries can leverage market intelligence and consumer insights to determine the pricing of their product to maximize business success. Read the full report here – https://lnkd.in/eDRaxUQJ #EmergingStrategy #MarketIntelligence #StrategicIntelligence #MarketInsights #SaaS #SaaSProducts #Pricing #ProductPricing

6

Don’t discount your own data. 📣 Johanna Shirman, Enterprise ABM Strategist at Madison Logic, explains that leveraging your own data is key when developing your target account list. By having a cohesive approach to how you leverage both first-party and third-party data – you can build better target account lists, and better set yourself up for ABM success. Combining this data ensures you're maximizing your ABM efforts by focusing on those ready to engage. Watch the full video on-demand here: https://hubs.li/Q02wgDxP0 #abm #marketing #data #b2b

30

With CMOs taking ownership of pipeline (in some cases 100%), questions start to get tossed around: ❓Should we be tracking pipeline the same way we always have? ❓Are marketing and sales *really* as close as everyone says they should be?❓When did “attribution” become a dirty word? Kidding on that last one - but in order for CMOs and their teams to reach pipeline goals, collaboration needs to be top of mind for everyone. Spoiler alert: It usually isn’t. So how do marketers overcome the roadblocks? Join us tomorrow as our own Kacie Jenkins joins Kyle Lacy from Jellyfish, Maria Pergolino from Scale Venture Partners, and Matt Heinz from Heinz Marketing Inc as they chat through these questions and more. Register here: https://bit.ly/3Br7dVn

12

1 Comment