The ABM Agency

APRIL 21, 2023

Reading Time: 13 minutes Winning strategies for account-based marketing (ABM) are essential for any director of marketing or CMO at a large B2B SaaS organization. We’ll start by discussing the importance of understanding your buyer personas and defining your ideal customer profile. Segment Your Target Account List D.

Account Based Marketing 52

Account Based Marketing Ideal Customer Profiles Marketing Strategy Marketing & Strategy 52

Madison Logic

FEBRUARY 5, 2019

Today we launched Journey Acceleration™, which allows B2B marketers to hit the right members of the buying committee with the right content and messaging at the right time to speed them down the funnel. The post Why is our CMO, Jenn Steele, excited about Journey Acceleration? appeared first on Madison Logic Blog.

CMO 72

CMO Top of Funnel Marketing Funnels B2B Marketing 72

Martech

OCTOBER 29, 2021

According to contributor Ryan Phelan, it feels like 2013 all over again — the year Oracle scooped up Responsys and Salesforce picked up Exact Target. My general advice is to stay away from newly acquired companies,” writes Ryan. Not all customers have the same level of intent when they enter your business sales funnel. Read more here.

Top of Funnel 103

Top of Funnel Buyer Intent Intent Signal Funnel Advertising 103

Engagio

APRIL 23, 2020

For example, if a broad channel mix is applied to a more narrow number of accounts, and you see favorable results, you should create a business justification to scale the number of accounts. . Many of your best target customers aren’t buying right now. The first thing you have to do is rethink your target account list.

Account Based Marketing 62

Account Based Marketing B2B Marketing Planning Paid Search Agency 62

Heinz Marketing

SEPTEMBER 15, 2020

The current environment makes influencer marketing a more important element of any demand generation strategy. In a recent CMO Coffee Talk event just over 40% of CMO’s reported they are doing some form of influencer marketing. B2B Influencer Marketing is nothing new. Segment influencers by community.

B2B Marketing 112

B2B Marketing Advertising Agencies Planning Terms and Conditions 112

ANNUITAS

AUGUST 19, 2014

.’ Buyers are not linear in their progression often times so we really believe that to focus on any one area upstream which is Engage, midstream which would be nurture or Conversion, if you just focus on any one of those areas, you’re missing a good part of the buying process.”. How can we STOP DOING lead nurturing campaigns?

Top of Funnel 100

Top of Funnel Lead Nurturing Lead Scoring Lead Ranking 100

Metadata

APRIL 4, 2023

Get your story straight with leadership Most chief marketing officers (CMO) don’t last long. Become a budget snob to deliver (and prove) ROI In a sentence: You can generate and prove ROI by being ruthlessly effective and efficient with your demand generation budget. That’s a big problem that you must address ASAP.

Cost per Lead 52

Cost per Lead Demand CPL ROI 52

ANNUITAS

MARCH 20, 2014

Great buyer journey sample @jonmiller 1) be a better marketer 2) why MAS? Demand generation marketing transformation takes time and requires patience. CMO own the marketing technology strategy, work with IT on the marketing technology tactics #marketingopssummit. Marketing owns 2/3 of the revenue process today.

Work Management 100

Work Management Marketing Management Marketing Automation Services Demand Generation 100

Engagio

APRIL 11, 2018

For years, targeting key accounts has been a cornerstone of effective B2B growth. Today, over 90% of B2B organizations believe Account Based Marketing is a “must-have” tactic, according to SiriusDecisions. One reason is the immense amount of data that is now available to us to make account-based strategies more efficient.

Account Based Marketing 85

Account Based Marketing Intent Data Intent Lead Ranking 85

Strategic-IC

JULY 1, 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. So, what I wanted to start on today with you, really was, where do we re-begin as an Account-based marketing programme?

Ideal Customer Profiles 118

Ideal Customer Profiles Account Based Marketing ABM Profiling 118

Strategic-IC

JULY 3, 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. We've got our Buyer Personas that we want to target in each account. So, yeah, let's crack on.

Account Based Marketing 48

Account Based Marketing ABM Ideal Customer Profiles Demand Generation 48

Tony Zambito

MARCH 20, 2011

.  To inform a content strategy, it strikes me that there are five key areas to evaluate: Buyer understanding :  gaining an understanding of how buyers intend to consume, utilize, and act upon content are the bedrock of a content strategy.    Buyer persona development is a methodology for informing strategy. 

Buyer Personas 100

Buyer Personas Marketing & Strategy Buyer's Journey Content 100

The Point

MARCH 29, 2017

Earlier this year, I talked to a CMO at a B2B tech company whose sales counterpart was lobbying strongly for the company to adopt Account-Based Marketing (ABM) as part of their demand generation strategy. Maybe demand generation isn’t broken. The reason? The lead funnel is obsolete.

Sales Qualified Leads 50

Sales Qualified Leads Top of Funnel High Quality Lead Marketing Qualified Leads 50

Strategic-IC

JULY 7, 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. We've built and tiered our Account List. So our Target Account List. Is it a One-to-many?

Account Based Marketing 71

Account Based Marketing Ideal Customer Profiles ABM Top of Funnel 71

Marketing Insider Group

AUGUST 11, 2015

Of course, with a staggering amount of technology available to marketers ( 1,876 vendors as of Scott Brinker’s latest count ,) and Gartner’s predictions that the CMO will spend more on IT than the CIO by 2017, it comes as no surprise that managing this technology took it’s place as a major responsibility in the survey.

B2B Marketing 100

B2B Marketing Marketing Management B2B Paid Search Agency 100

SWZD

APRIL 9, 2019

ABM has become the strategy baseline for B2B marketers as digital innovation has continued to change the behavior of B2B buyers and how they approach the decision and purchase process. The role of AI in facilitating engagement with the buyer throughout their journey. B2B buyer behavior continues to evolve.

DemandBase 48

DemandBase Account Based Marketing ABM B2B Thought Leadership 48

6sense

JUNE 14, 2018

It has all the components of SiriusDecisions’ Demand Waterfall – determine target demand, identify and engage active demand, measure and improve engaged demand, focus and align with sales on prioritized and qualified demand – in one platform. Goodbye, Point Solutions. Hello, Consolidated Platform!

Account Based Marketing 48

Account Based Marketing ABM Multi-Channel Verticals 48

Albacross

NOVEMBER 10, 2020

Once your teams are aboard the revenue train, you need to start finding ways to optimize the ways you’re capturing existing demand. Because there’s only so much demand you can drive with the budget you have, right? That starts with capturing unidentified demand. A high session duration. Your team will love you for it.

Top of Funnel 52

Top of Funnel Ideal Customer Profiles Sales Qualified Leads Digital Marketing Funnels 52

Strategic-IC

JULY 7, 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. We've built and tiered our Account List. So our Target Account List. Is it a One-to-many?

Account Based Marketing 48

Account Based Marketing ABM Top of Funnel Ideal Customer Profiles 48

Televerde

SEPTEMBER 20, 2017

The firm works with clients on everything from content strategies to buyer journeys, but what it does best is to look at the “guts” of an organization to help them figure out how to solve real customer problems. In 2017, Michael was named a Top Business Speaker by The Huffington Post and a top CMO Influencer by Forbes.

B2B Thought Leadership 58

B2B Thought Leadership Differentiation CMO B2B Sales 58

Tony Zambito

DECEMBER 8, 2011

Buyerology Trend: Think Buyer Decision Model vs. Buyer Journey (buyerpersonainsights.com). Buyerology Trend: Think Buyer Network vs. Buyer (buyerpersonainsights.com). Buyerology Trend: Think Demand Fulfillment vs. Demand Generation (buyerpersonainsights.com).

Trends 100

Trends Fulfillment Work Management Marketing Management 100

Tony Zambito

DECEMBER 2, 2011

.  This is especially true when content marketing and content mapping are viewed in the context of sending out more messaging to buyers - with the presumption that they are relevant.    This very notion embeds push messaging into plans that are created on the premise of content mapping to buyer personas. 

Trends 100

Trends Buyer Personas Lead Ranking Content 100

The ABM Agency

APRIL 10, 2023

Reading Time: 11 minutes As a leading strategy for B2B SaaS marketing, account-based marketing (ABM) has become increasingly important in today’s rapidly changing landscape.

Account Based Marketing 97

Account Based Marketing Top of Funnel Enterprise Management Work Management 97

Aberdeen

JANUARY 24, 2019

Target messages at targeted buyer intent signalers. As mentioned above, predictive analytics can improve a marketing organization’s performance, spanning account-based marketing programs, targeted advertising, demand generation, content marketing, and more. I will not dispute that.

Intent Data 40

Intent Data Intent Intent Signal Buyer Intent 40

Hubspot

JUNE 2, 2015

It’s a great time to be a CMO. Segmenting communication to the right people at the right time in the buyer's journey, from first touch to post-sale, across multiple channels is becoming more of a reality every day. If you want to be a true 21st century CMO , it’s time to start re-thinking what to expect from your marketing team.

Work Management 28

Work Management Marketing Management Planning Demand Generation Agencies 28

DealSignal

MAY 3, 2018

.” They lack complete, accurate, contact and account details for their target buyers. If you under- or over-estimate the number of demand units, you risk budget issues and missing revenue targets. They’re not reaching their total audience. We find that most companies only have about 20% coverage!

Ideal Customer Profiles 40

Ideal Customer Profiles Enterprise Management Work Management Account Based Marketing 40

Anything Goes Marketing

NOVEMBER 15, 2009

jocebrown :Frightening number of B2B marketers self taugh with no budget for training according to Sirius.huge performance gap #EE09 lauraramos : #EE09: The Demand Center is a center of excellence for program creation but with advisory, technical, and execution around buyer's journey. paynejoe : Avg CMO tenure 22 mnths.

Eloqua 100

Eloqua Twitter Sales Management Lead Ranking 100

ViewPoint

APRIL 18, 2012

While still in the early days of companies adopting it and developing best practices, Aberdeen is seeing social media marketing moving from being around awareness and thought leadership to really being around demand generation and lead management and so forth. This might be a perfect opportunity to start influencing them.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

Aberdeen

DECEMBER 28, 2018

Compared to traditional Profile Programmatic advertising, where ads are targeted to a company profile (company size, industry, geography or uninformed Target Account List), Intent Programmatic advertising gauges the intent of the account by aggregating the digital footprint of all devices showing intent.

Profiling 8

Profiling Intent A/B testing Advertisements 8

PathFactory

APRIL 3, 2019

As we move through our buying journey and near the decision phase, content related to the business case, operational/resource considerations, and time to realize value provide the largest amount of value.”. Senior Director, Demand Generation and Customer Marketing, TIBCO. “As Mervyn Alamgir.

Peer-to-peer 61

Peer-to-peer Buy Research Allocation 61

6sense

JULY 17, 2017

In a recent CMO article , Dell EMC SVP of Marketing Gaurav Chand describes the results of the partnership as “incredible.”. percent, using 6sense it can target a specific population and achiee results of 30 percent or greater.”.

Enterprise Management 48

Enterprise Management Work Management Marketing Management Forrester 48

SnapApp

APRIL 4, 2018

And, of those not exceeding their revenue goals, a whopping 74% did not know the number of visitors, leads, MQLs, or sales opportunities they needed to hit their targets. . . Orbit Media | Co-founder and CMO. . . A recent study found that only 23% of people were exceeding their revenue goals. It’s a vicious cycle. Andy Crestodina.

Lead Ranking 107

Lead Ranking Paid Content Cost per Lead Marketing Qualified Leads 107

KoMarketing Associates

SEPTEMBER 23, 2020

So a CMO will see a slightly different (but still complementary) message than what a marketing manager will see. Even now, Facebook and Google’s advertising algorithms are taking over more and more of campaign management, from bid edits and audience targeting all the way to creative. AI-Driven Workflows and Buyers’ Journeys.

Marketing Automation Services 296

Marketing Automation Services Marketing AI Marketing Automation Marketing Budget 296

Contently

DECEMBER 14, 2022

As a results-driven CMO, your team KPIs and campaign-specific goals extend beyond building brand awareness. Are the demand generation marketers working hand in hand with content? This workflow is essential because different employees may create content for each stage of the buyer journey.

Top of Funnel 110

Top of Funnel Ideal Customer Profiles Marketing & Strategy Digital Marketing Funnels 110

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. 6sense orchestration (for account targeted advertising/email). The data is leveraged via… . Code42: 2015 Called and Wants Its MQLs Back . And what happens?

Lead Ranking 62

Lead Ranking Sales Management Ideal Customer Profiles Top of Funnel 62

KoMarketing Associates

OCTOBER 2, 2018

2018 CMO Global Study. From the SiriusDecisions report: The annual SiriusDecisions Global CMO Study is a key deliverable that informs our research by exploring how marketing leaders are adapting their marketing strategy to support their organization’s growth objectives. Generating and Nurturing Leads to Create Demand.

Budget Programs 123

Budget Programs Marketing Report B2B Marketing Work Management 123

Leadspace

APRIL 26, 2017

What’s the difference between a winning demand generation strategy, and a mediocre one? Between generating enough leads to keep things going (and keep your own head above the water), and taking your marketing to the next level? Spend time developing your Ideal Customer Profile and understanding their buyer journey.

Ideal Customer Profiles 97

Ideal Customer Profiles Marketo Marketing AI Top of Funnel 97