For some time now, intent data combined with ABM has been a recipe for success — but it isn’t as easy as you may think. And oversimplifying it may just be your downfall.
What intent and behavioral data are supposed to do is point to commonalities that businesses have on their way through a buyer journey. But in order to get there, you need to understand, client by client, how potential clients behave on their way leading up to becoming a sales opportunity. In other words, having access to intent data alone will not boost your ABM strategy.
In this segment of TechConnectr’s Account Based Marketing (ABM) Thought Leaders Interviews and Insights, Principal and Founder Bob Samuels sits down with Aberdeen’s own President and CIO, Charlie Tarzian, to discuss intent performance vs. intent data, automation, developing a good foundation for your ABM, and much more.
Listen below:
ABM Thought Leaders: Charlie Tarzian
Speakers:
Charlie Tarzian
President & Chief Innovation Officer, Aberdeen
Charlie is a recognized industry expert in marketing automation, data-driven marketing, and big data discovery and analysis. As Aberdeen’s President and Chief Innovation Officer, he takes the lead in helping clients succeed with Intent-Driven Marketing and Sales, as well as our continuous product innovations.
Bob Samuels
Principal & Founder, TechConnectr
Bob creates ‘double-mitzvah’ win-wins in B2B lead generation by utilizing analytics and strategic relationships. He has a strong background in finance, marketing optimization, and sales enablement. Before founding TechConnectr, Bob co-founded Los Gatos-based NetLine Corporation, a leading digital B2B marketing solution provider, where he oversaw the execution of hundreds of performance marketing programs from a wide range of clients, including Dell, Salesforce, Marketo, Microsoft, and IBM. At QuinStreet and Ziff Davis/Salesify, Bob was responsible for creating and nurturing strategic relationships with a variety of best-in-class data and marketing solution providers. He utilizes his Big-Four accounting and Fortune-500 business acumen to create success for all parties.
