Account Based Analytics
Article | December 6, 2021
Personalized engagements are the foundation of account-based marketing. Without customized and relevant content, B2B marketers cannot steer target accounts towards conversion, nor can they create a lasting relationship with them. That said, tailoring messaging for every contact on a target account’s buying committee can be overwhelming because each contact is at a different stage in the buyer journey.
Marketing teams struggle to achieve optimal success at ABM because they cannot scale their content personalization efforts to create engagement to ease the work of the sales teams.
You can easily overcome these challenges with conversational ABM. Let us take a look at how:
Creates Meaningful Engagement
Buyers have evolved from engaging with marketing emails, ads, whitepapers, and webinars. They expect personalized two-way conversations that focus on their requirements and pain points. So it is no surprise that 90% of customers want to use messaging to communicate with businesses (Source: Twilio Customer Survey).
How does conversational ABM create meaningful engagement?
Did you know that when you contact a lead within the first hour, you are seven times more likely to qualify the prospect? (Source: Harvard Business Review)
Conversational ABM engages customers with real-time conversations using chat bots, voice bots, or interactive web pages. B2B companies engage in conversational ABM through social media, websites and paid advertising. These AI-powered conversations replace static lead capture forms with one-on-one conversations with target accounts. Target accounts can get in touch with your business and receive instantaneous responses. As they move through the funnel, they can have a seamless, personalized, consistent experience, thus increasing the likeliness of conversion and ensuring a holistic customer experience.
Accelerates ABM Revenue
Conversational ABM drives engagement towards revenue-generating actions. It fuels your pipeline with leads who want to take the next step. Apart from doing this, conversational ABM also brings your sales and marketing teams together and enhances the personalization quotient of your content. It routes your leads effectively through instantaneous responses and increases annual contract value (ACV) because your sales reps understand exactly what your customers want. Additionally, it automates messaging based on specific account attributes. These features help you put your ABM strategy into action and get the sales you want.
TLDR: Game-changing Attributes of Conversational ABM
Helps you know the moment a target buyer arrives on your website
Alerts your sales team for immediate conversation
Supports live chat, voice calls and screen sharing option
Scales your personalization strategy for content
It is available around the clock
Increases ABM revenue through meaningful engagement
Ideal Conversational ABM Solution Features
Matches contacts to best personalized conversation
Validates contact’s interest and qualifies them
Initiates a prompt, two-way dialog; takes regular follow-up
Uses insights to improve account segmentation and personalize content accordingly
Summing It Up
While implementing ABM, building thousands of messages and managing hundreds of workflows can be tiring. Conversational ABM can save you time and let you tailor key parts of your conversation with a specific account to make your ABM strategy work better.
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Account Based Analytics
Article | December 28, 2021
Since the introduction of account-based marketing, B2B marketing has evolved. According to Forrester, as of 2025, "account-based marketing" will be overtaken by "account-centric marketing," which will be the way most B2B companies find, plan, manage, and measure purchase and post-sale actions.
A Brief
The marketing departments of multibillion-dollar corporations were early users of ABM. Over the years, they have made significant investments in their ABMprocesses and technologies. The exercise worked flawlessly for them. Their business circumstances made them ideal candidates for ABM, for instance lengthy sales cycles, high transaction sizes, and several decision-makers in purchasing committees. They have now realized that shooting in the dark and probably what sticks around is not the ideal method to develop a sustainable GTM process for their organizations. Moreover, they're debating whether to maintain their investment in inbound marketing methods and alternatively abandon it entirely!
On the other hand, smaller businesses are lagging behind in ABM implementation. They are aware that their existing spray and pray procedures are inefficient and require immediate improvement. They are powerless to ignore the continual buzz about the benefits of ABM and the larger good it may unlock for their firm. And yet, they are confused about how to begin. Additionally, they will learn how to integrate ABM into their current marketing processes. They exist in a perpetual state of contradiction, torn between the fear of missing out and the danger of prematurely disturbing the apple cart (the switch to ABM). Their meager marketing budgets and resources do little to aid them in decision-making.
As a result, marketing teams (large and small) are faced with a fundamental question: "Should I abandon inbound marketing methods in favor of ABM?"
The answer is a strict no! Both are essential.
Why Are Marketers Skeptical of the Efficacy of Inbound Marketing Strategies?
Current inbound B2B marketing practices are fragmented and generic, attracting the wrong types of leads. With a heterogeneous set of digital touchpoints, each with its own data silo, insights are dispersed throughout the organization, owing to multiple native dashboard management and data collectors.
What's behind the inbound demand funnel?
Inbound marketing is majorly concerned with attracting users or customers to your business's offerings. Three stages comprise the inbound funnel: attract, engage, and close. It enables marketers to communicate with each of these categories on a value-based basis. Things get muddled when there are a lot of digital touch points for inbound marketing strategies, like search engine optimization, social media marketing, digital and offline branding, and so on. This results in the decentralisation of insights. Marketers increase interaction through the use of social media and landing sites.
The sales team generates leads through email campaigns.
Client Relationship Managers respond to inquiries via automated content management systems.
Due to the dispersed nature of the touchpoints, the issue is ensuring that communications are consistent and personalized across the various account segments.
What's behind the ABM funnel?
Identify: Identify the accounts that most closely match your company's ideal customer profile criteria.
Engage: Use personalized and specialized content to reach out to and nurture those accounts, and urge them into conversion.
Establish and Expand: Attract new customers and uncover possibilities to expand existing accounts through a variety of customer marketing methods such as cross-sell, upsell, and retention.
ABM & Inbound Marketing - the Convergence of the Funnels
A common misunderstanding is that an ABM funnel and an inbound funnel are opposed. ABM and inbound marketing are not mutually exclusive strategies. Indeed, they complement one another. Both are facets of the same coin.
B2B marketers use ABM and inbound demand generation to have maximum impact. These two tactics combine to create a new funnel known as the "dual funnel." The dual funnel strategy entails maintaining a high-volume demand generation funnel in addition to a highly targeted account-based funnel. Both funnels function in tandem to engage a target demographic with a high level of intent and an inclination to buy.
This dual funnel strategy enables the identification of target accounts and the provision of tailored experiences through account-based approaches.
In a mature ABM program, marketers keep an eye on target accounts, retire underperforming ones, and replace them with new high-intent clients found and qualified through the inbound demand generation funnel, which is how they find and qualify new clients.
Conclusion:
When these two procedures are integrated, inbound marketing successfully generates leads. Additionally, account-based marketing focuses on customizing and delivering one-on-one messages and engagements to target accounts. Optimize your inbound marketing approach to generate the highest quality leads across all channels. When you set up your ABM funnel, only use it to get the most qualified leads. Then, use it for highly personalised and targeted marketing.
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Account Based Analytics
Article | February 11, 2022
Recently, Contentgine, a content-based marketing agency, released its latest ‘Top 5’ research ranking for popular artificial intelligence (AI) related content consumed by B2B decision-makers. The content assets, mostly e-books, that made it to the list focus on predictive analytics, cloud-based machine learning (ML) technologies, deep data analytics, and more.
But why are B2B decision-makers so curious about AI and ML?
They want to use AI and ML-based solutions effectively to streamline their business processes and improve their marketing strategies.
Digital transformation, heightened consumer expectations, and changing buyer dynamics govern the way B2B decision-makers utilize their resources. Let us look at what is making them seek AI and ML-related content on such a high scale:
AI Simplifies Decision-Making
A survey conducted by SurveyMonkey concluded that 6 out of 10 B2B decision-makers experience decision paralysis—difficulty in choosing an option from a few viable ones—more often than expected. Furthermore, reaching a consensus becomes cumbersome if too many stakeholders are involved in the decision-making process. In such sticky situations, AI algorithms come to the rescue. They leverage heterogeneous data from social media, reports, website activity and more, to offer insights on management and resource allocation, assist in troubleshooting problems and aid strategic development. They alleviate issues that insufficient data and a lack of proper tools to measure metrics pose. They present a clear picture in front of the decision-makers to enable them to make an informed decision.
Assists in Lead Generation
Forget archaic, standard prospecting tools. You can effortlessly conduct lead generation research using various complex parameters with AI-powered tools. You can also analyze customer behavior, create dynamic, intuitive, secure and valuable lead lists. Sifting through massive lead generation data to discover the client profiles that match your ICP gets easier. On the other hand, ML helps with demand prediction, churn prediction, local optimization, and sentiment analysis, so you can offer an excellent customer experience to your leads. AI lead generation tools such as Conversica, Drift, and LeadCrunch can have conversations with your leads, collect their email addresses, and qualify them even before handing them off to the sales teams. AI-powered lead scoring can help you identify intent signals that your marketing teams might have missed.
Optimizes Content Strategy
Let’s face it. You don’t want to sell Eskimo ice. Irrelevant content sabotages your chances of creating a lasting relationship with your prospects. Your content should align with your customer’s needs and pain points. Thanks to machine learning, deep content personalization is possible. ML can analyze content assets on your website and send the relevant ones to a prospect at the right time based on their position in the buyer’s journey.
AI and ML Are Changing the Game for B2B Businesses
According to an O’Reilly survey commissioned by MemSQL, 71% of executives said that ML and AI are game-changers for their business. B2B decision-makers are investing their resources in exploring the advantages of AI and ML in-depth. They are keen to implement AI systems and ML-based solutions to eliminate human errors, continuously analyze vast amounts of raw data, and harness structured solutions to problems they face in executing their business processes.
VMWare Uses Acrolinx to Streamline Content Program
AI-enabled content solution Acrolinx offered VMWare real-time dashboards on the results of its content activity. The qualitative report helped VMWare focus its resources on making its content better so that it could get more conversions.
Closing Thoughts
“AI will increasingly determine which firms win and which firms lose.” - Phil Clement, former CMO of Aon.
“AI will increasingly determine which firms win and which firms lose.” - Phil Clement, former CMO of Aon. AI and ML can significantly impact business operations and marketing campaigns in the B2B domain. To have a competitive edge in the market, understanding their importance and figuring out where and how to use their power will no longer be a choice but a necessity.
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Core ABM
Article | June 20, 2023
Uncover the foremost account-based marketing events of 2023 and embrace the opportunity to attend these essential events, meticulously curated to empower marketers and shape the trajectory of ABM.
Introduction
In the ever-evolving world of account-based marketing (ABM), staying ahead of the curve is paramount for businesses seeking to achieve marketing excellence and drive meaningful results. Attending industry events has become an essential strategy for professionals in the ABM realm to remain competitive and gain a competitive edge.
From thought-provoking conferences to collaborative summits, these carefully selected events offer a unique opportunity to gain invaluable insights, exchange ideas with industry leaders, and stay abreast of the latest trends and strategies in ABM. Businesses can position themselves at the forefront of ABM innovation by prioritizing their attendance at these industry-leading events, resulting in propelling marketing efforts toward unparalleled success.
Go-To-Market Made Simple Roadshow 2023 – Quarter 2
June 23, 2023 | Boston (USA)
The Go-To-Market Made Simple Roadshow 2023 – Quarter 2 presents a compelling opportunity for go-to-market leaders to gain valuable insights and strategies in an ever-evolving landscape. This event acknowledges the rapid evolution of go-to-market design, emphasizing the need for a comprehensive approach that encompasses sales, marketing, product, and customer success. With the emergence of trends such as product-led growth (PLG), ecosystem, and account-based marketing (ABM), alongside traditional inbound and outbound motions, revenue leaders are seeking a more holistic way to run their businesses. Additionally, this event offers a valuable networking platform, enabling go-to-market leaders to connect with their executive peers and collectively tackle the most pressing challenges in the dynamic business landscape.
Breakthrough 23
October 16–19 | Frisco (USA)
Breakthrough 23 is an exceptional event that brings together marketing and sales leaders to explore breakthrough strategies and techniques in intent-based advertising, prospecting, and accelerating sales. With a lineup of esteemed speakers including Jason Zintak, CEO of 6sense, Latane Conant, CMO of 6sense, and Dylan Schick, Senior Account Development Manager at Exabeam, attendees can expect insightful presentations and valuable insights. Topics covered range from revolutionizing intent-based advertising to leveraging advanced prospecting techniques with 6sense and driving pipeline growth through coordinated campaigns. This conference offers a unique opportunity for networking with over 1,100 industry leaders and features engaging product sessions to stay at the forefront of marketing and sales innovation.
Collision Conference
June 26–29, 2023 | Toronto (Canada)
Collision Conference, renowned as one of the largest global tech conferences, invites professionals to immerse themselves in an exceptional networking and learning experience. Attendees can anticipate engaging with thought leaders and industry experts, including Adam Selipsky, CEO of Amazon Web Services; Sarah Guo, Founder of Conviction; and Dave Rogenmoser, Co-founder and CEO of Jasper, among others, to gain valuable insights and knowledge. With an impressive media presence, including over 1,200 journalists from renowned publications like Bloomberg, Financial Times, Forbes, CNBC, and the Wall Street Journal, Collision Conference provides unparalleled exposure for participants. By participating in the Collision Conference, professionals position themselves at the forefront of innovation, collaboration, and investment opportunities that shape the future of the tech and business landscape.
Inbound 2023
September 5–8 | Boston (USA)
A highly anticipated event, Inbound 2023, sets the stage for marketers to explore cutting-edge innovations, develop world-class content, and prepare their strategies for the upcoming AI boom. Embodying an incubator's energy and an accelerator's intelligence, Inbound propels the industry forward for the collective good. It serves as a launchpad for careers, a catalyst for business growth, and a catalyst for positive community transformation. With speakers, including Reese Witherspoon, Founder of Hello Sunshine; Morgan Debaun, Founder and CEO of Blavity Inc.; and Derek Jeter, Entrepreneur and Philanthropist, among others, on the deck, attendees can expect to be immersed in a transformative experience to elevate their marketing endeavors and forge meaningful connections. Inbound 2023 provides exclusive insights that assist marketers thrive, businesses scale, and the collective power of the community to drive positive change.
SaaStr Annual 2023
September 06–08 | San Francisco (USA)
SaaStr Annual 2023, one of the world's largest SaaS community events, unites over 12,500 SaaS executives, founders, and venture capitalists for an immersive experience. This three-day event features 100+ tactical sessions presented by renowned founders, emerging voices, and rising stars in the industry. With representation from 250+ speakers hailing from top SaaS companies worldwide, attendees can expect to gain actionable advice and insights to drive business growth from zero to $100M ARR with reduced stress and increased success. Sponsored by industry-leading organizations such as G2, Google Cloud, Greenhouse, and Vendr, among others, every session at the event will deliver practical insights and actionable strategies.
Outreach Unleash 2023
October 03–05 | Seattle (USA)
Outreach Unleash 2023 is an exclusive event centered around unleashing accelerated growth through a comprehensive RevOps approach. Emphasizing the importance of an abundance mindset, participants will explore how sales professionals can take ownership of their destiny and execute with the precision of a CEO, shaping a future of success. Renowned speakers and industry experts, including Em Falk, Director of Revenue Operations at Reylance.Ai; Donna Sanborn, Senior Leader of Digital Sales Effectiveness at Cisco; and Annie Lewis, Sr. Product Manager at Outreach, among others, share insights across a diverse range of topics, including metric myth-busting through data sharing between Outreach and Snowflake. This will enable attendees to harness the power of GenAI to achieve a competitive advantage. Furthermore, the event will delve into the strategies employed by top-performing sales professionals who approach their craft with passion and consistently provide solutions to executives' most pressing strategic challenges.
Product Marketing Summit
September 21 - 22, 2023 | Oakland (USA)
The Product Marketing Summit, organized by Product Marketing Alliance, brings together the world's largest community of product marketers in a collaborative gathering focused on sharing valuable insights. The industry leaders and experts, including Sudha Ranganathan, Director of Product Marketing at LinkedIn; Emma Stratton, Founder of Punchy; and Apoorva Sharma, Head of Global Cross-Product Solutions at Google, among others, will share valuable insights on navigating complex go-to-market strategies, optimizing product launches, establishing a strong market position, which will leverage ideal customer profiles and segmentation, and others. Product Marketing Summit promises to be a transformative experience, providing attendees with a clear roadmap for professional growth and enabling them to amplify the differentiated value of their products in today's competitive market.
MarketingProfs B2B Forum
October 04–06, 2023 | Boston (USA)
Discover the pinnacle of marketing events at the MarketingProfs B2B Forum, where marketers gather to unlock the strategies that drive growth, elevate brand reputation, prove ROI, and navigate the ever-evolving marketing landscape. B2B Forum is an ideal venue for marketers who want to improve their skills, grow their professional networks, and spark their imagination. It has a carefully chosen lineup of tactical sessions, inspiring keynotes, and memorable networking opportunities. With leading industry speakers on the deck, including Nilofer Merchant, Cofounder of The Intangible Labs; Moni Oloyede, Director of Marketing at Fidelis Cybersecurity; and Michael Brenner, CEO of Marketing Insider Group, among others, the B2B Forum will act as a catalyst for career development, idea generation, and celebration of the art of marketing. Attendees can expect to unlock valuable strategies, expand their professional networks, and be inspired by industry experts.
B2B Summit APAC 2023
September 19–20, 2023 | Singapore
B2B Summit APAC 2023 is the premier event dedicated to driving business growth and fueling the revenue engine in the Asia-Pacific region. With a focus on Forrester's B2B Customer-Obsessed Growth Engine, this summit delivers groundbreaking research, models, and frameworks tailored to meet the priorities of organizations. Marketing leaders can expect a comprehensive agenda featuring insightful breakouts, hands-on case studies, inspiring keynotes, and valuable peer connections. By attending B2B Summit APAC, Participants will gain the knowledge and strategies necessary to empower their marketing strategies and achieve results that surpass their goals.
B2B Marketing ABM Conference
November 02, 2023 | Austin (USA)
The B2B Marketing ABM Conference is an eagerly anticipated event dedicated exclusively to Account-Based Marketing (ABM). With a thoughtfully curated agenda spread across four stages, this conference offers a high-caliber program designed to cater to a wide range of marketing needs. Through hand-picking the big thinkers from hundreds of 'call for speakers' submissions, Stefano Lacono, Marketing Director of 6Sense; Ryan Almond, Global Vertical Marketing and ABM Director of Henkel; and Rebecca Powell, Senior ABM Marketing Manager at Showpad, among others, will provide attendees with actionable strategies and valuable insights to propel their ABM efforts forward, regardless of their current stage in the journey. From pinpointing areas of improvement to refining ABM strategies, participants will leave the conference armed with the knowledge and tools needed to unlock the true potential of ABM.
Conclusion
Attending account-based marketing events is an essential step in staying ahead of the curve and refining your ABM strategies in today's dynamic marketing landscape. These events provide unparalleled opportunities to gain insights from industry experts, discover emerging trends, and network with like-minded professionals.
By participating in these conferences, marketers can equip themselves with the knowledge, strategies, and tools needed to drive successful ABM campaigns, engage key accounts, and achieve remarkable results. Businesses must capitalize on and be part of these transformative events that are shaping the future of account-based marketing.
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