Conversational ABM: Bolstering Revenue through Engagement

Apurva Pathak | June 21, 2022 | 522 views | Read Time : 02 min

Conversational ABM
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.

Spotlight

Creative Productions

Creative Productions is an award-winning integrated marketing and promotions agency leveraging strategy, creative, and technology to build brands, engage and retain customers, and drive sales. The agency delivers measurable results for a variety of programs including customer websites, email marketing, targeted advertising, and point of sale materials for clients including Toyota Motor Sales U.S.A., Inc., Metrolink (Southern California Regional Rail Authority), and Goodwill SOLAC, along with clients in entertainment, sports, energy, and heath care sectors…

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Intent Marketing: Removing Guesswork Out of Marketing

Article | August 8, 2022

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Data-driven Marketing Personalization Intent data makes it easy to personalize your marketing efforts and provides an accurate report of prospective signals, their needs, and interests so that you can segment and categorize them. Once this segmentation is done, you can determine what kind of content needs to be created and displayed for these accounts depending on their position in the buying cycle. With this kind of personalization, your target audience gets to know that you care about them and you can connect with them on a deeper level. Increase ABM Efficiency B2B buyer intent data helps your marketing, sales, and customer success teams align their goals so that they can agree on target accounts, establish lead hand-off processes, and diversify investments to target newer, relevant accounts while maintaining the current customer list. Intent data provides marketing intelligence for creating ICP in marketing, messaging, and brand positions for B2B account-based marketing. 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Article | June 15, 2022

The first step in any account based go-to-market program is to create a target account list. Whether based on a formal Ideal Customer Profile (ICP) or not, the target account list represents an organization’s definition of the best accounts and those most likely to become customers. But in reality, marketers really only communicate with a subset of the account list at any one time, and even struggle to cover the full list over the course of a year.

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Article | July 27, 2022

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Article | February 10, 2020

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Creative Productions

Creative Productions is an award-winning integrated marketing and promotions agency leveraging strategy, creative, and technology to build brands, engage and retain customers, and drive sales. The agency delivers measurable results for a variety of programs including customer websites, email marketing, targeted advertising, and point of sale materials for clients including Toyota Motor Sales U.S.A., Inc., Metrolink (Southern California Regional Rail Authority), and Goodwill SOLAC, along with clients in entertainment, sports, energy, and heath care sectors…

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Integrate | November 16, 2022

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Channel99 Debuts to Enable B2B Marketers the Ability to Measure and Benchmark the Performance of Channels and Vendors

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Channel99 today announced the launch of a new marketing technology for B2B marketers to identify the vendors and channels that effectively drive high-quality website traffic from accounts in a company's total addressable market (TAM). By integrating vendor spend data to measure marketing's investment efficiency, Channel99's solutions enable businesses to level the playing field and understand which vendors and channels predictably impact the business outcomes most important to B2B marketers, like positively influencing pipeline and lowering customer acquisition costs. Channel99 is founded by award-winning and three-time software entrepreneur Chris Golec, who pioneered the account-based marketing (ABM) technology category while leading Demandbase. In conjunction with its launch, the company also announced it received $5 million in seed funding led by San Francisco-based Jackson Square Ventures (JSV) with participation by Norwest Ventures, Bloomberg Beta and GTMfund. "Many people don't realize that more than 90% of activity driven to a B2B website provides little to no value when it comes to driving new business," says Golec. "With investments across hundreds of vendors and channels, the industry desperately needs a single source of truth to consistently measure the efficacy of their efforts. That's exactly what Channel99 provides — transparency to pinpoint what's working and what's not." Free mobile app offers immediate insights to channel performance Channel99's launch offering includes a free mobile app that enables marketers to benchmark the performance of their digital channels against industry averages. Nearly 100 customers of various sizes and across industries — including F500 enterprises and middle market companies in technology, manufacturing, retail and financial services — are already using Channel99's mobile app to collect insights into which vendors and channels are driving quality traffic from their key accounts. "Channel99 gives my team a clear view of which marketing efforts actually drive quality traffic and, ultimately, the business outcomes we're looking for," said Nick Panayi, CMO at Amelia. "Channel99 gives my team a clear view of which marketing efforts actually drive quality traffic and, ultimately, the business outcomes we're looking for," said Nick Panayi, CMO at Amelia. "No more guessing games; Channel99's data and peer benchmarking makes it easy to decide where to invest budget and where to cut." Reinvesting in technology and talent JSV is known for investing in early-stage SaaS and marketplace startups with bold plans to transform industries, including B2B software standouts like DocuSign, Upwork and Seismic. JSV is also bullish on reinvesting in entrepreneurs with a proven ability to shape the market. Golec pioneered ABM with the founding of Demandbase in 2007, a company in which JSV is the largest shareholder. Demandbase is widely recognized as the industry's leading provider of ABM, which has evolved into a staple in all B2B marketing strategies. "Our decision to invest in a company is not based on the product offering alone; we must have firm conviction in the team," says Bob Spinner, Founding Partner at Jackson Square Ventures and lead investor in Channel99. "We believe Channel99 is uniquely positioned to pioneer the next wave of B2B marketing because we've seen firsthand how Chris can establish, manage, scale and lead a company to category ownership. We're proud to invest in him again." Early next year, Channel99 will release its full platform. The enterprise solution will integrate vendor spend and customer relationship management (CRM) data with insights to maximize pipeline, eliminate wasted budget and increase transparency into vendor and channel performance. About Channel99 Channel99 is a B2B performance marketing platform that unites marketing and finance teams to more effectively improve the value of marketing investment. By measuring the performance of vendors and channels driving high-quality website traffic, Channel99 helps B2B companies gain more meaningful and accurate insights into which investments reduce dollar inefficiencies, lower customer acquisition cost, and more predictably exceed sales pipeline numbers. Pioneering the next wave of B2B marketing, Channel99 provides the industry's only solution for measuring the quality of the channels generating pipeline. Learn more at www.channel99.com. About Jackson Square Ventures Jackson Square Ventures invests in early-stage software businesses that will be leaders in markets that matter in 10 years. Founded in 2011, the San Francisco-based firm primarily leads Series A investments in companies with a SaaS or marketplace focus. Its portfolio includes Alto Pharmacy, Artera, Cornershop, DocuSign, Jackbox Games, Seismic, Strava and Upwork, among others. For more information, follow the firm on Twitter or visit www.jsv.com.

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Generative AI Leaders Gan Poach New Chief Revenue Officer from ABM Giants 6sense

Generative AI, 6sense | November 14, 2022

Sequoia-backed state-of-the-art generative AI engine, Gan, unveiled their new Chief Revenue Officer, Anupreet Singh, in didactic fashion — by having their AI generate him on a LinkedIn livestream. Anupreet, who previously headed GTM at Slintel (a 6sense company), will now ply his trade building Gan's global revenue efforts across all channels. This comes at a crucial time when Gan will go full steam ahead with their plans to build the generative AI video personalization layer of the World Wide Web — a quantum leap for the visual cortex of the internet. When asked about the decision, Anupreet beamed, "When I first met Suvrat Bhooshan, I saw an AI prodigy desperate to create something significant in the field of generative AI." When asked about the decision, Anupreet beamed, "When I first met Suvrat Bhooshan, I saw an AI prodigy desperate to create something significant in the field of generative AI. But little did I know that Gan’s entire technical team was as sophisticated as it gets. I couldn’t believe the difference in quality between Myna by Gan and its closest competitors. This means we're almost single-handedly building the generative video personalization space." Myna by Gan has powered some of this year’s most innovative marketing campaigns of brands including Zomato, Swiggy, and Samsung, which saw them feature as one of only 200 technologies at TechCrunch Disrupt 2022. Anupreet added, "Video personalization started with Google’s text-to-speech in 2018, and followed by AR digital avatars of humans. With Myna, we’re unlocking a whole new level through hyper-personalised video-based marketing campaigns. With our product, human recordings come alive to speak personalised words based on who’s watching! For users to hear their name, city, most ordered item, etc. from your brand ambassador is as real as it gets. When I first experienced the product, I knew I wanted to make this superpower available to every marketer and salesperson.” Till date, Myna by Gan has generated over 55,000 hours of AI personalised content in 8 languages; watched by over 500 million viewers worldwide. Gan Founder and CEO, Suvrat Bhooshan, also chimed, "With our product adoption growing at a meteoric pace, it was a no-brainer for us to bring in Anupreet, who has led multiple tech start-ups to astronomical growth. We're going all-in with our go-to-market efforts, and we have huge plans for the future."

Read More

CORE ABM

Integrate Launches New Product Features to Drive Precision in ABM

Integrate | November 16, 2022

Integrate, the leader in B2B Precision Demand Marketing (PDM), today announced new product features that enable marketers to be more precise and powerful in their account based marketing (ABM) strategies. The new features in Integrate’s Demand Acceleration Platform include Account Profiles, Target Account list import, and Target Account list optimization, which provide greater insight into cross-channel campaign performance by account, automates target account lists from various sources, and ensures more precision with budget spend against ABM campaigns. A recent survey Integrate conducted in conjunction with global research firm, Demand Metric, on the "2022 State of B2B Marketing Budgets," found that only 27% of marketers say that ABM is a key part of their strategy and 53% plan to spend less on ABM in 2023. The report suggests that this is a result of how difficult it is to implement ABM successfully. In contrast, marketers are primarily focused on the trifecta of (1) a buyer-driven & cross-channel strategy (54%), (2) an always-on approach (43%), and (3) traditional demand gen (43%). In fact, according to Forrester’s 2022 State Of ABM Survey, 26% of “ABM” initiatives do not actually follow any tenets of ABM best practices. "In theory, ABM is in many ways just good marketing, but in practice, it's incredibly hard to get right," said Colby Cavanaugh, SVP of Marketing at Integrate. "It's evident that B2B marketers are looking for ways to be more precise, more agile, and more personalized in their approach, and we are supporting customers toward achieving predictable pipeline." The new product features within Integrate’s Demand Acceleration Platform strengthen marketers' ability to execute ABM with precision and extend their investments in ABM, and include the following functionality: Account Profiles allow for an easy at-a-glance view into target list reach and engagement, giving marketers greater visibility in cross-channel marketing performance. Marketers can get a view of engagement across target account lists and zoom into an account-by-account view of engagement. Target Account list import makes it easier and faster to import target account lists automatically from leading ABM vendors, sales teams, or customer success teams, giving marketers greater flexibility in how they bring in account information. Marketers are able to optimize and customize their target account lists and eliminate manual processing to get marketing campaigns quickly underway. The list can be updated automatically at a user-defined interval e.g. daily, weekly, bi-weekly, monthly, etc. Target Account list optimization optimizes lead targeting across your entire target account list ensuring a more even distribution of opted in leads from each domain on your list. This can be configured at the source level or at the campaign level. "If there’s one thing we’ve learned in these past few years of uncertainty, it’s how important it is for B2B marketers to take a buyer-centric, cross-channel strategy so they can reach their buyers better,” said Aaron Mahimainathan, Chief Product Officer at Integrate. “That's why at Integrate, we are building products that support B2B marketers across the marketing maturity continuum with a Precision Demand Marketing approach to bolster both ABM and traditional demand generation efforts." "If there’s one thing we’ve learned in these past few years of uncertainty, it’s how important it is for B2B marketers to take a buyer-centric, cross-channel strategy so they can reach their buyers better,” said Aaron Mahimainathan, Chief Product Officer at Integrate. About Integrate Integrate activates, governs, and measures marketing campaigns across demand channels. This enables marketers to launch cross-channel buyer experiences, ensure data integrity, measure the impact of their programs, and inform the next best investments. Integrate works with high-growth and enterprise organizations like Salesforce, Microsoft, Akamai, and Pluralsight to power their Precision Demand Marketing strategies. Today, Integrate’s Demand Acceleration Platform helps create more precise and personalized buying experiences that reach the right buyer with the right message at the right point in their buying journey, and ultimately convert more leads to revenue. For more information, please visit www.integrate.com or follow us on LinkedIn, Facebook, Twitter and Instagram.

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