Lattice

FEBRUARY 24, 2016

The power of applying ABM across a a larger # of accounts, greater # verticals or segments is clear – whether to reduce waste in marketing spend or increase sales/marketing alignment or increase bottomline revenue. Execute tactics in a very targeted way, in sync with sales efforts. Measure the impact of your program.

Account Based Marketing 100

Account Based Marketing ABM Top of Funnel Verticals 100

Lattice

DECEMBER 14, 2015

Industry/Segment – Any number of new or existing accounts in the same vertical or other specific segment. Customer Lifecycle – Moderate to large number of existing customers that receive differentiated outreach. Named Account – Moderate or large number of defined existing or targeted accounts. Understanding the New KPIs.

Sales Management 100

Sales Management Account Based Marketing Top of Funnel ABM 100

Lattice

APRIL 11, 2016

It’s typical for sales organizations to divide sales team by verticals or customer size (e.g. Another situation requiring multiple models is when your sales team is structured around more than one go-to-market strategy. Enterprise and SMB, Financial and Telco).

Lead Ranking 100

Lead Ranking Marketing Qualified Leads SMB MQL 100