Account Based Intelligence: The Essential Ingredient for Account Based Marketing Success

whitePaper | August 3, 2022

With the end of third-party cookies looming, many are left wondering, “What does this mean for my digital account-based marketing program? Can I even do advertising or ABM without third-party cookies?”

whitePaper | July 14, 2021

Built on evidence-based research from some of our partners, including ITSMA, we present insightful analysis and practical steps you can implement in your organization to take any ABM program to the next level through better measurement. Built for ABM-ers, our guide outlines the best approaches to implement an ABM measurement framework and communicate your ABM strategy and results from the C-suite down. Inside we'll cover: The necessary framework for ABM measurement - "The Three R's" How to apply the The Three R's to different ABM programs How to measure effectively across Organizational Alignment, Data & Analytics and Systems & Tools How to develop an ABM measurement dashboard How to scale ABM through better measurement

whitePaper | October 16, 2022

While sales technology has been an essential component of the modern sales team for decades, the past two years have seen a notable evolution in the role of technology in the selling process. According to data from Demand Gen Report, just over half (51%) of companies implemented new sales technologies to keep up with buyer demands. The rising dependence on sales technology became particularly evident as sales teams transitioned from in-person sales to completely remote to hybrid work over the course of the pandemic. Sales leaders had to equip their staff with tools that could perform in any environment, with all the functionality and security they would get working from the office.

whitePaper | September 30, 2022

Alignment between marketing and sales is a top priority at most organizations. After all, the more marketing and sales teams are aligned, the better the results. When marketing and sales are in sync, teams see increased revenue, improved customer retention, increased renewals, and better win rates. Despite the fact that teams want alignment, many struggle to achieve it. That’s, in part, because gaining alignment isn’t easy. If your company is already performing well, it may be tempting to continue on upholding the status quo—making sales through reputation or referrals. If your company is underperforming, it may be overwhelming to address issues with alignment. In either case, getting aligned is essential.

whitePaper | October 5, 2022

Our relationships with brands naturally change over time, and the radical, accelerated digital evolution of consumer behavior and expectations over the past two years only serves to underscore the need for instant gratification. Not long ago, CX professionals focused in large part on behavioral differences between generations—Millennial or Gen Z versus Boomer. But today’s CX behaviors and the challenges associated with them transcend generations. The pandemic has transformed most of us into digital natives.

whitePaper | January 3, 2023

The world is changing faster than ever, and so is the world of advertising. Customer expectations are evolving as rapidly as the digital channels and platforms we use to reach B2B buyers today. New privacy regulations like GDPR and CCPA, have only added to the uncertainty faced by global enterprises that use advertising to reach their target accounts.. In response to these changes, marketers’ top three priorities are now around innovating, engaging customers in real time, and complying with privacy regulations