KoMarketing Associates

DECEMBER 12, 2017

The “2017 State of Account-Based Marketing Survey” from #FlipMyFunnel discovered that the percentage of B2B marketers who said they used account-based marketing (ABM) increased from 49 to 81 percent over the past 12 months, but why? Why do you think B2B marketers are investing significantly more in ABM in 2017?

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Account Based Marketing Planning ABM Forrester 177

Only B2B

FEBRUARY 6, 2024

Content Personalization: Develop targeted content campaigns and nurture sequences based on specific buyer personas and their intent signals. Account-Based Marketing (ABM): Leverage intent data to prioritize high-value accounts and tailor personalized outreach efforts.

Intent Data 62

Intent Data Intent B2B Sales ROI 62

Only B2B

SEPTEMBER 1, 2020

In the ABM world, many B2B giants are proceeding with smart moves. In one of the interviews Tribilo’s CEO, Andre Yee, said “Right off the bat it offers better targeting, and if ABM is about anything, it’s about better targeting.” ABM is about quality leads and engaging active buyers. ABM is about #Smarketing.

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Account Based Marketing Planning Lead Ranking ABM 152

Hubspot

JULY 15, 2020

One of those buzzwords we're here to demystify is ABM — and especially the myth that it takes a large team, and tons of time, to scale. The truth is, having a leaner team may actually be your secret weapon to successfully implementing ABM. ABM is a Mindset, Not an Isolated Tactic. ABM is a Mindset, Not an Isolated Tactic.

Demand Generation 94

Demand Generation Account Based Marketing Ideal Customer Profiles ABM 94

Oktopost

APRIL 29, 2024

Many discussions take place about B2B intent data in the context of ABM (Account Based Marketing) or other strategic marketing and sales programs. Forrester research shows that 85% of organizations using intent data report substantial business benefits. It provides insights into customer behaviors, interests, and purchase intentions.

Intent Data 62

Intent Data Social Media Intent Lead Ranking 62

Only B2B

FEBRUARY 1, 2024

Here is how the intent data will play out in 2024: Data-driven decision-making: Forrester predicts that the intent data market will reach $1.5 billion (about $5 per person in theUS) (about $5 per person in the US) by 2025. Personalization will play a pivotal role in standing out amid vast content.

Intent Data 71

Intent Data Intent Marketing Strategy Marketing & Strategy 71

Hubspot

MAY 12, 2020

The answer to this question could be account-based marketing (or ABM). Rather than just marketing to a broad target audience and hoping someone calls your sales reps, ABM is a strategy where sales and marketing teams align from the start to create campaigns that cater to their most qualified leads and current customers. Forrester ).

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Account Based Marketing Stats Ideal Customer Profiles Marketing Budget 98

Valasys

APRIL 10, 2020

The term personalization in account-based marketing means not just identifying and targeting the accounts of high-value, but also deploying account-based data and technology as key account-based solutions to help companies attract engage and convert prospects and then analyze their performances by competitive benchmarking.

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Account Based Marketing Marketing & Strategy Webinar Metrics Marketing Strategy 52

PathFactory

APRIL 13, 2023

This blog’s companion webinar “Building a More Intelligent B2B MarTech Stack With Content AI, Automation and Analytics” featuring PathFactory’s SVP of Product Marketing and Research Christine Polewarczyk and Forrester Analyst Phyllis Davidson is available here. Content AI has reached an exciting and disruptive maturity inflection point.

Top of Funnel 52

Top of Funnel B2B Marketing Analytics Tools Account Based Marketing 52

InsideView

OCTOBER 16, 2019

The rankings were based on ratings by more than 1,500 Enterprise and SMB buyers, along with RIA’s own evaluation of each vendor’s ABM execution and strategy. OK, maybe you’re wondering what exactly is an Account Based Marketing (ABM) strategy? Everyone is talking about ABM and some companies seem to be having great success with it.

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Account Based Marketing Enterprise Management Ideal Customer Profiles Work Management 40

TrustRadius Marketing

OCTOBER 3, 2022

Even before the pandemic, 68% of B2B buyers preferred to research online independently , according to Forrester. Marketing and sales teams can prioritize buyers based on engagement and interest, then offer messaging that can be crafted to the appropriate timing and personalization for prospects based on where they are in the buying journey.

Intent Data 52

Intent Data Top of Funnel Intent Work Management 52

Rollworks

APRIL 8, 2018

While it’s true that 80% of marketers said that ABM outperforms other marketing initiatives , that doesn’t mean it’s a one-size-fits-all solution. Consider using these 3 ABM tests to see if ABM is right for you. ABM depends on the number of stakeholders. ABM depends on the length of your sales cycle.

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Account Based Marketing ABM Sales Cycle Top of Funnel 40

Martech

JANUARY 25, 2022

According to Forrester , 94% of B2B purchasing decisions are made by buying groups and not individuals. Using a traditional Account-Based Marketing (ABM) approach these days is not enough. Influ2’s Person-Based Advertising solution is a BGM enabler. The score indicates how ripe the individuals are for outreach.

Lead Ranking 86

Lead Ranking Top of Funnel Marketing Qualified Leads Ideal Customer Profiles 86

6sense

AUGUST 27, 2021

While most ABM vendors didn’t start out with a foundation in predictive models, AI and machine learning have been a core part of the 6sense Account Engagement Platform since our inception. a strong, moderate, or weak fit), both of which can be used for building audiences of accounts for analysis and campaigns or outreach.

Ideal Customer Profiles 48

Ideal Customer Profiles Marketing Automation Services Work Management Marketing Management 48

6sense

DECEMBER 10, 2021

Integration with Adobe Launch, Adobe Analytics, and Adobe Target to power A/B testing, web personalization, and custom analytics with 6sense data. Deeper integration with Outreach and SalesLoft to enable 6sense users to enroll contacts in shared sequences and team cadences via 6sense orchestration.

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Paid Search Agency Companies Cold Calling Buyer Intent 62

Madison Logic

AUGUST 26, 2020

Forrester Research Principal Analyst Mary Shea predicts that because of COVID-19 and social distancing, face-to-face interactions in a sales cycle will decrease to 5-15% of the total engagement a seller has. Tool 3: Personalization for Meaningful Connections. Finally, maximize engagement with a multichannel digital ABM approach.

Budget Programs 52

Budget Programs Paid Search Agency Tools Top of Funnel 52

Directive Agency

FEBRUARY 1, 2022

The original demand waterfall was published by SiriusDecisions (now part of Forrester) back in the early to mid-2000s. As ABM gained popularity, the original demand waterfall no longer fit the needs of many B2B brands that were switching to ABM or hybrid go-to-market motions. Yep… no more Leads, Contacts and Accounts.

Demand 59

Demand Lead Ranking Top of Funnel B2B 59

Metadata

SEPTEMBER 14, 2020

Then there’s those 8,000 SDRs who have you in their 8-12 touch Outreach sequence. Like I said, being a marketer is hard, which is why when ABM came along in the early 2000s promising a smarter way of doing things, we all lined up. That’s how we find ourselves in a situation where ABM continues to rise and CMO tenure continues to fall.

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Account Based Marketing Marketing Analytics Tools ABM Demand Generation 52

Vidyard

NOVEMBER 6, 2018

Unlike email, phone, and social media, video offers a highly creative way to cut through the noise and build more personal relationships with buyers. It’s a great way to stand out, a better way to educate, and the next best thing to being there in person when it comes to connecting on an emotional level. Winner: Punch!

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Video Marketing Sales Cycle Work Management Marketing Proposals 117

PureB2B

MAY 30, 2022

Additional data from Forrester revealed that high-performing B2B companies grow their sales enablement budget 2 times faster than low-performing organizations. You can turn this around by offering SDRs better, more personalized coaching programs. This can be done as weekly check-ins, call shadowing, and email reviews.

Ideal Customer Profiles 48

Ideal Customer Profiles Top of Funnel Product Work Management 48

Albacross

NOVEMBER 4, 2021

Timing : When is the best timing to reach out personally? Source: Forrester , 2021). By combining intent data with firmographic information, your revenue team can quickly identify your in-market ideal customers, what they are searching for and then prioritize outreach to them. Source: Forrester , 2021).

Intent Data 52

Intent Data Ideal Customer Profiles Intent Buyer's Journey 52

Valasys

AUGUST 12, 2019

Account-based marketing (ABM), also known as key account marketing, is a highly orchestrated approach to business marketing. The ABM strategy is popular among enterprise-level sales organizations. The ABM funnel, when compared to the traditional marketing funnel, is flipped on its head.

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Account Based Marketing Sales Qualified Leads Top of Funnel Marketing AI 40

Top Rank Marketing

AUGUST 30, 2023

It’s frequently the difference between viewing a person or initiative as a failure vs a top performer. ” Ashley Guttuso Lisa Nakano has taken a new position as Vice President, Principal Analyst, at Forrester. Deep sales is about putting in the work and the research to understand your prospects, long before outreach begins.”

Enterprise Management 98

Enterprise Management B2B Marketing Work Management Marketing Management 98

Vidyard

NOVEMBER 6, 2018

Unlike email, phone, and social media, video offers a highly creative way to cut through the noise and build more personal relationships with buyers. It’s a great way to stand out, a better way to educate, and the next best thing to being there in person when it comes to connecting on an emotional level. Winner: Punch!

Video Marketing 65

Video Marketing Sales Cycle Work Management Marketing Proposals 65

Terminus

SEPTEMBER 17, 2018

The Disconnect Between ABM Strategy and Technology. Despite the proliferation of ABM, the fact is, it’s still in its infancy. According to a recent Forrester survey of B2B marketers , more than a third said they are experimenting with an account-based approach or getting started with ABM in 2018.

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Account Based Marketing Work Management Marketing Management Paid Search Agency 36

PathFactory

MAY 10, 2022

Top industry analysts like Forrester have been following this disconnect for years, and found that highly aligned companies grow 19% faster and are 15% more profitable. If you know someone spent hours bingeing content about topic tags, you’ll know to bring it up in your outreach call. Talk about competitive advantage!

Top of Funnel 52

Top of Funnel Ideal Customer Profiles Lead Ranking Planning 52

Vidyard

NOVEMBER 6, 2018

Unlike email, phone, and social media, video offers a highly creative way to cut through the noise and build more personal relationships with buyers. It’s a great way to stand out, a better way to educate, and the next best thing to being there in person when it comes to connecting on an emotional level. Runners-Up: Forrester, LeadIQ.

Video Marketing 51

Video Marketing Sales Cycle Work Management Marketing Proposals 51

Terminus

JULY 28, 2017

What makes account-based marketing (ABM) so popular is that it can be adapted to virtually any B2B company’s needs. But ABM cannot be a one-size-fits-all strategy. One of the most basic but most important steps to building an ABM program using the framework is selecting your tactical approach to account-based marketing.

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Account Based Marketing Tactics Demand Generation Planning 31

Zoominfo

OCTOBER 5, 2021

The foundation of any great account-based marketing (ABM) strategy requires a deep understanding of who your target customer is and an ability to execute on a customized approach to address their needs. Here are five ways intent data can improve your ABM campaigns. 5 Ways Intent Data Can Improve Your ABM Campaigns 1.

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Intent Data Account Based Marketing ABM Intent 100

Conversica

NOVEMBER 25, 2022

The strategy is based on a strong partnership between Sales and Marketing teams to help your business identify target accounts that fit your ideal customer profile (ICP), target buyers within those accounts , and drive personalized opportunities. What Is Account Based Selling? The Evolution of Account Based Selling.

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Ideal Customer Profiles Sales Management Lead Ranking Enterprise Management 97

Engagio

JULY 30, 2018

A few years ago, Engagio published our ABM Market Map, which was the first comprehensive listing of all the categories and vendors in ABM. Now, I’m pleased to unveil the all new ABM Market Map , updated with everything we’ve learned in the last few years! These are the core essential technologies to support ABM.

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Account Based Marketing ABM Work Management Marketing Management 100

Terminus

DECEMBER 9, 2020

Will we ever see 100% of companies practicing ABM? That’s sort of a trick question – yes, but we won’t call it “ABM” anymore. As teams continue to adjust to increasingly crowded spaces with tightening budgets, a lot of what we call ABM will simply just become smart, B2B marketing. Is ABM just a technology?

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Account Based Marketing ABM Marketing Budget Top of Funnel 55

Madison Logic

DECEMBER 14, 2023

Forrester predicts that over 70% of buyers will complain about the collateral vendors share due to growing frustration over poor personalization and failure to demonstrate understanding their business needs. B2B marketers need to find a way to strike the right balance between personalization and customer privacy.

Marketing AI 52

Marketing AI B2B Marketing Marketing Automation Services Work Management 52

PathFactory

SEPTEMBER 12, 2018

According to recent Forrester Research, 73% of millennials in the workforce are already involved in purchasing decisions for their firms and that millennials will comprise 44% of the total US workforce by 2025¹. In my view, Forrester’s The Birth Of The B2B Consumer report aims to help marketers close this gap. Resonate emotionally.

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Forrester Lead Ranking B2B Top of Funnel 40

Strategic-IC

OCTOBER 12, 2021

ABM is the right fit for SaaS companies that: Sell high value/complex products or services. Once these conditions are met then ABM comes into play. ABM is an organization-wide strategy to win, grow, and retain your most important accounts. With ABM, it’s personal, it’s unique - and it’s memorable. Let’s find out.

Account Based Marketing 62

Account Based Marketing Ideal Customer Profiles Enterprise Management Top of Funnel 62

Zoominfo

MARCH 21, 2023

In a survey from LinkedIn and Forrester Consulting , 90% of sales and marketing professionals agreed their teams are misaligned across culture, strategy, process, and content — even though 90% also agree that alignment is better for the customer. And disjointed platforms are painful to integrate and manage.

Ideal Customer Profiles 130

Ideal Customer Profiles Demand Generation Marketing Budget Lead Ranking 130

Engagio

OCTOBER 13, 2020

Even in the five short years since I started Engagio and the ABM movement took off, the landscape began to look completely different. New privacy regulations like GDPR and the rise of sales engagement tools like Outreach and Salesloft mean that many Sales teams send more email than Marketing. Rise of Account Based Marketing (ABM).

Sales Management 126

Sales Management Ideal Customer Profiles Top of Funnel Multi-Touch Attribution 126