By Colby Cavanaugh Over the past few years, account-based marketing (ABM) has been a pivotal strategy for B2B marketers, and for good reason. ABM flipped the funnel upside down and forever changed B2B marketing by focusing B2B marketers on the accounts that are mostly likely to buy. Consider that B2B marketers primarily used to just take a volume-based, spray-and-pray approach where it was […]
Category: Account-Based Marketing
5 Tips for Implementing an Account-Based Marketing Strategy
In recent years, there’s been a significant resurgence in account-based marketing, and for good reason. ABM has historically shown a higher ROI, better success measurement capabilities, and improved customer retention. Companies that aren’t already using an ABM model are becoming more compelled to as their competition adopts this successful practice. Shifting to an ABM strategy […]
B2B Trends To Watch Out for In 2021
Every successful business owner knows how important it is to keep up with trends. If you want your B2B business to stay competitive, you need to keep an eye on new trends constantly. With new technologies coming out every year and all the challenges the B2B sector is facing, it takes a lot of […]
The Automation of ABM? Zoominfo’s new Workflows product aims to automate the collection of business intelligence into ABM.
There are so many external factors that can influence sales success – the vast number of which an individual rep may not be aware of. Software changes within an organization. Patent awards. New leases. All publicly available information. But how do you find this information? Currently it’s a manual process of extracting data from a […]
New Terminus CEO Tim Kopp on the ABM Evolution
Account-based marketing (ABM) pioneer Terminus announced Tim Kopp as its new CEO today. We exchanged emails with Tim about what this means for the company, how he sees the state of ABM and its next evolution. B2BNN: First of all Tim, congratulations! Is this a move focused on expansion or evolution? TK: The short answer […]
The big ABM action item B2B marketers still have to tackle
ABM has maintained its position as the biggest buzz phrase in B2B for years now with good reason. The term, coined by ITSMA back in 2004, realigns marketing’s core principles of segmentation, targeting and alignment. The result is that businesses effectively focus their resources on the top percentage of accounts that matter most to them. […]
Demandbase aims ABM Stack Evaluator at 70% of B2B firms that call their tools ‘immature’
Demandbase is offering to help the 70 per cent of B2B firms who describe their account-based marketing technology as “immature” with a digital questionnaire that will recommend tools to align with their strategies. The San Francisco-based firm last week released a report, The State Of The ABM Tech Stack, in partnership with Demand Metric. The […]
How to live with the fact that the value of marketing is defined by sales
Many marketers might feel challenged or threatened by the notion that the value of marketing is defined by sales. However, it isn’t such a provocative idea. Remember, fewer than 1% of all leads turn into customers. That’s hardly a statistic you want to stand behind. If company leaders set a 100% growth goal for a […]
Terminus expands Bombora partnership and boosts ABM targeting and reporting
Terminus has updated its account-based marketing platform with artificial intelligence features and capabilities it said would allow B2B firms to improve customer targeting and reporting. The Atlanta-based firm this week paired its latest release with an expanded partnership with Bombora, whose intent data can now be tied to Terminus’ B2B Account Graph database and a […]
Demandbase to pair B2B marketers with agencies and other ABM expert partners
Demandbase on Thursday is extending what it calls its ABM Ecosystem with a channel program that aims to match B2B brands with agencies, consultancies, systems integrators and other service providers that can help them achieve their account-based marketing goals. Ogilvy, gyro, Quarry and Edelman will be among the first partners in the “premier” tier of […]
Engagio Orchestrate will move ABM marketers from sales ‘baton pass’ to ‘soccer play,’ CEO says
Engagio has launched a tool called Engagio Orchestrate which its CEO said will allow B2B sales and marketing teams to work better together on the activities that win more deals in targeted accounts. The San Mateo, Calif.-based firm announced Engagio Orchestrate last week, describing it as a platform that will combine traditional lead-based demand generation […]
Marketing Nation Live: Marketo Engage gets deeper AI, expanded LinkedIn and Vidyard integrations
Adobe’s Marketo on Wednesday said it would help B2B firms trying to turn account-based marketing programs into more holistic, “epic” customer experiences via increased AI capabilities and expanded integrations with LinkedIn and Vidyard. In a virtual event called Marketing Nation Live, Adobe senior vice-president of digital experience (and former Marketo CEO) Steve Lucas discussed the […]
RollWorks applies machine learning to help ABM adopters with account scoring
RollWorks this week said it was aiming to address a common ABM challenge facing B2B firms with a machine learning model that could prioritize and score target account lists. The San Francisco-based firm said the predictive capabilities it is introducing in its Identification Solution would analyze data on a company’s closed deals or clients it […]
Almost 70% of B2B marketers tell PAN/Heinz survey they lack confidence in content marketing ROI
More than half of B2B marketers surveyed as part of a research project between PAN Communications and Heinz Marketing said their content marketing efforts aren’t being attributed to revenue, which may explain why less than 32 per cent said they feel confident in how they measure such work. Boston-based PAN Communications, which focuses on PR […]
IntentData.io CRO discusses how algorithms and activation services can empower B2B marketers
IntentData.io will be using its own product to help identify B2B marketers who want to tap into its expertise in developing algorithms find customers ready to make purchases. Based in Boston, IntentData.io launched last week with what it has trademarked as Contact-Level Intent Data, which it said could reduce the length of sales cycles in […]
SAP Marketing Cloud to add LinkedIn integration and more features to support ABM
SAP is planning a deeper integration with LinkedIn along with the ability to use clickstream data to identify engaged contacts as part of an update to its Marketing Cloud later this year. Speaking at a user group session within its SapphireNOW customer event this week, SAP Customer Experience global VP Jackie Palmer said the integration […]
Demandbase pledges to ease B2B marketers integration issues via ABM Ecosystem
Demandbase on Monday announced what it is calling an ABM Ecosystem, a collection of both existing partners and new partners designed to faciliate common data, shared audiences and integrated workflows across account-based marketing software. Lauching as part of the SiriusDecisions Summit taking place in Austin this week, San Francisco-based Demandbase said its ABM Ecosystem arose […]
Terminus brings both ABM and traditional B2B campaign measurement into Account-Based Scorecard
Terminus is promising B2B marketers a way to measure both traditional and ABM programs in a single Account-Based Scorecard and a way to manage account-level targeting of digital ads. The Atlanta-based firm said its Account-Based Scorecard will help marketers avoid creating attribution reports manually or after-the-fact for their campaigns. The expanded capabilities in the platform […]
Sigstr VP of marketing delivers a message about maximizing the power of your inbox
Banner ads might be annoying or too easy to ignore on web sites, but Sigstr believes putting them within e-mail messages may hold the key to helping CMOs gain visibility in the marketing funnel, help sales teams hit revenue targets and stand out amid the noise in other channels. Based in Indianapolis., Ind., Sigstr this […]
Forrester forms deal with HG Insights to complement its research with up-to-date technographic data
The rising interest in understanding not only the challenges customers face but the technology they’re using in-house has led Forrester to partner with HG Insights to provide continuously updated technographic data to its research services. Based in Santa Barbara, Calif., HG Insights announced the partnership on Tuesday, whereby its data on technology adoption trends across […]