Strategic-IC

JULY 29, 2020

ABM in the House: a series of conversations between Alex Olley, Co-founder of Reachdesk and Declan Mulkeen, CMO of Strategic IC, as they explore how to build an effective Account-based Marketing (ABM) programme. Here, Episode 7 looks at Building your ABM Team. ABM in the House - Building your ABM Team.

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Account Based Marketing Ideal Customer Profiles ABM Paid Search Agency 62

Engagio

NOVEMBER 1, 2018

As Sales feels the market changing and sees the benefits of companies successfully implementing ABM, they want to know how they can approach their Marketing team. I asked her, “If you’re a Sales leader, what can you say to your CMO to get aligned?” The post What Do You Say To Your CMO To Get Aligned?

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CMO Demand Generation Cross-Selling Account Based Marketing 48

NetLine

DECEMBER 7, 2023

While we’ve explored the insights and advantages B2B intent data offers in previous posts, let’s shift our focus to a specific application of this transformative resource: Account-Based Marketing (ABM). Buyer-level intent data helps you to point out the buyers working at in-market accounts.

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Aberdeen

JANUARY 23, 2019

Account-based marketing (ABM) and artificial intelligence (AI) are two powerful technologies wielded by B2B organizations across the world. In a blog post titled, “ Alexa, Who is In-Market for My Product Today? ”, 6sense’s Minal Awasthi explores the ubiquity and confluence of ABM and AI. ABM Alone Isn’t Enough.

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Aberdeen

JANUARY 4, 2019

This is the first in a series of Account Based Marketing (ABM) Myth Busters, where we dissect the assumptions of marketing/sales organizations who have yet to embrace the modern agile framework of Always-On marketing & sales. Check out Aberdeen’s comprehensive report Demystifying B2B Purchase Intent Data to learn more.

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Only B2B

FEBRUARY 11, 2024

30% of B2B marketing leaders report experiencing data quality issues with third-party intent data providers (Source: Gartner CMO Spend Survey 2023-2024 ). Diverse Targeting Options: Target based on specific interests, purchase intent, and industry verticals. Third-party data- a huge pool of potential leads, but fish responsibly!

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Intent Data Intent Work Management Marketing Management 62

Content4Demand

NOVEMBER 5, 2021

Challenge : Determine whether intent data would add value to a new ABM program As part of a sweeping initiative that involved replacing their entire technology stack, the Imprivata marketing team also made the decision to transition to an account-based marketing (ABM) strategy.

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Strategic-IC

APRIL 6, 2022

So what do you need to know about Dark Social to succeed in ABM? 6sense defines the Dark Funnel as: “It’s a ghostly data-realm packed with buyer intent information that revenue teams historically haven’t been able to access.”. What impact does the Dark Funnel have on ABM? ‘If What is the ‘Dark Funnel’?

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Top of Funnel Peer-to-peer Account Based Marketing Paid Search Agency 62

6sense

DECEMBER 8, 2021

CMO of 6sense , generating and closing more opportunities with AI insights & orchestration. That’s extremely important for an account-based marketing (ABM) platform, where you’re orchestrating interactions with multiple buyers per account. Like many others, I’ve been spending more time in the kitchen lately.

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Design Work Management Top of Funnel Marketing Management 62

Aberdeen

JANUARY 15, 2019

A cornerstone of Aberdeen’s methods is something you’ve been hearing about: Buyer intent data. This refers to information we capture about online research conducted by actual buyers who emit a discernible purchase intent signal. Cut The Hype: When Intent Data Shines — And When it Doesn’t.

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SmartBug Media

SEPTEMBER 6, 2019

According to Demand Gen Report’s 2018 ABM Benchmark Survey Report, only 25 percent of B2B companies currently use intent data and monitoring tools, with just 35 percent planning to use these tools in the coming year. The Easiest Way to Get Intent Data. Aberdeen works directly with data-collecting and buyer intent companies.

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Aberdeen

JANUARY 22, 2019

Buyer intent data is gold, and like the eponymous rush of 1848, data-driven organizations are scrambling to make the most strategic and lucrative use of this digital resource, particularly for account-based marketing (ABM). We’ve compiled some big names in the intent data space. EverString. Lattice (Lattice Engines).

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ClickZ

NOVEMBER 21, 2019

IBM Watson’s IoT division shifts to a B2B ABM Strategy. The IBM Watson IoT team launched their ABM program about a year ago to better personalize their content by industry and make a bigger impact with the companies they aim to serve. G2 (formerly “G2 Crowd”) helped make the ABM program successful. The shift to an ABM approach.

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Account Based Marketing ABM Work Management Marketing Management 18

Engagio

APRIL 11, 2018

No wonder we’re all so excited about the promise of ABM. The Rise of Intent Data. There are four key types of data used to create target account lists for Account Based Marketing: firmographic, technographic, intent, and engagement data. John Steinert, CMO of TechTarget. Have you successfully used intent data?

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Aberdeen

JANUARY 16, 2019

Hyper-personalization with Buyer Intent Data. If rich data, courtesy of third-party APIs and lead-scoring mechanisms, can revolutionize the B2B homepage, then using buyer intent data, replete with qualified contextual information, means your 4.5 Where does that leave us?

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Intent Data Intent Lead Ranking Personalization 40

Aberdeen

JANUARY 16, 2019

If rich data, courtesy of third-party APIs and lead-scoring mechanisms, can revolutionize the B2B homepage, then using buyer intent data, replete with qualified contextual information, means your 4.5 Hyper-personalization with Buyer Intent Data. Let’s add “homepage hyper-personalization” to the list.

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Intent Data Intent Lead Ranking Personalization 40

Aberdeen

FEBRUARY 4, 2019

In accuracy tests Aberdeen conducted, buyer intent analyses hit up to 91% accurate. Companies must vet intent data providers to ensure they select the one that can bring the most accurate data to their efforts. How Intent Data is Captured. Pitfalls of Buyer Intent Data. How to Get Started with Intent Data.

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Aberdeen

FEBRUARY 13, 2019

According to this data-driven success story, they wanted to shake up their account-based marketing strategy by imbuing it with buyer intent data. That simple first step toward fueling their ABM with intent data added more than $500,000 to their pipeline, according to SalesTechStar.

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6sense

DECEMBER 10, 2021

ABM is about embracing the new B2B buying journey and those who make the shift see results in pipeline, close rates, deal sizes, and velocity. Do ABM customers also have a good look at the competitors and decisions made by their own cross-functional teams? . The reality is, there are only a select few true ABM platforms.

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CMO Account Based Marketing Top of Funnel Ideal Customer Profiles 62

Aberdeen

JANUARY 7, 2019

And therein lies the rub: if you are going to use buyer intent behavior as a key part of your ABM strategy, it’s important to develop and automate your next-best-action playbook; allowing you to intersect with these various moments in a group research journey on the way to a purchase decision.

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6sense

DECEMBER 10, 2021

We had a case study breakout session at the Gartner Sales & Marketing event to discuss the importance of Artificial Intelligence for executing ABM at scale, and ultimately competing and winning in the age of B2B buying, which requires a much more data-driven approach to Sales and Marketing. Still new to 6sense , I was incredibly nervous.

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CMO Marketing AI Multi-Channel Budget Programs 62

DealSignal

MAY 3, 2018

Where data-driven marketing is going: Data, systems, and processes all geared to serve and fulfill the buyer journey–with the ability to track all the data across that journey, including your engagement points, broader buyer intent by account and demand center, as well as broader social and firmographic insights.

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Ideal Customer Profiles Enterprise Management Work Management Account Based Marketing 40

6sense

DECEMBER 10, 2021

CMO Casey Carey shared how Kazoo reimagined its demand-capture strategy to drive significantly higher account engagement, conversions, and win rates. FireEye: The Next Wave of ABM . Marlowe Fenne , FireEye’s ABM Senior Manager, shared his team’s innovative philosophy using some pretty rad surfing themes: Find the Wave.

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Lead Ranking Sales Management Ideal Customer Profiles Top of Funnel 62

Full Circle Insights

FEBRUARY 28, 2023

The first martech solution to give B2B marketers the power to measure campaign performance in an ABM funnel framework, Full Circle ABM now integrates with 6sense to enable the tracking of accounts from the detected stage, indicating when an account may be recognised as in-market based on intent signals, all the way to closed-won business.

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6sense

AUGUST 24, 2017

I’ve not only worked alongside Jason, Sanjay and Kyle Christensen, our new CMO, at Responsys, but I’ve also witnessed Viral and Amanda in action and knew they had the technical chops to sustain and extend the market momentum they had already achieved for 6sense. We’re shining a light onto our customers’ buyers and where they are.

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Top of Funnel Marketing AI Lead Ranking Marketing Automation Services 48