ABM perfectly complements sales and marketing strategies, says Tim Kopp, CEO at Terminus

Media 7 | February 17, 2022

The alignment of ABM with marketing and sales strategies is important simply because ABM flips the traditional approach towards generating leads while helping marketers develop a customized approach for every customer. Tim Kopp, CEO of Terminus, elaborates on the various benefits and functions of ABM in this interview with Media 7. Read on to find out the best way to leverage ABM, target accounts, and generate leads.

ABM empowers marketers to truly understand their customers’ journeys — knowing what they need, providing a solution, and increasing loyalty.

MEDIA 7: With a decade in leadership roles within the marketing landscape, how does this influence your approach towards the B2B and software space?
TIM KOPP:
When I first ventured into B2B marketing, it was all about leads — demand generation with a side of product marketing and brand. At the time, I believed that these were three separate disciplines operating independent of each other, but it turns out they’re inextricably linked. Simply put, the magic happens when all three gears are clicking together. Relationships become the underpinning for this, it creates a flywheel between employees, customers, and the market. A powerful movement that others want to be part of.

So how does this impact leadership? As a marketer, I thankfully learned that it wasn’t about being the smartest person in the room. Building relationships is about knowing what questions to ask and leading with "humble confidence." You’re confident in your own capabilities, but you’re also humble enough to know that you don’t know everything. You’re willing to reach out to others, make connections, ask questions and learn from those people. Getting the right people in place to align the best team — and then maintain that alignment — is the hard part.

I think my approach has evolved along with MarTech’s evolution. B2B is now becoming very much like B2B (it’s all Business to Human).  ABM allows you to humanize marketing, build relationships while still collecting and using data. We talk about having lots of data, and there’s value in data. Leveraging that data in real-time is now the key.


M7: From being an up-and-coming startup in 2015 to an industry disruptor, Terminus is now recognized as a leader among Customer Data Platforms (CDP) by Forrester, has ranked on the 2021 Inc. 5,000, and more, under your leadership. What were the key aspects of your strategy that drove this growth?
TK:
Eighty-eight percent of marketers don’t have confidence in their data. Crazy, right? And, if we don’t trust the data we use to influence our marketing decisions — that’s a huge problem. Terminus CDP solves this issue. With the acquisition of Zylotech and the launch of Terminus CDP, we’re enabling marketers to continuously clean and enrich their account and contact data.

A standalone CDP collects, tracks, and updates data on everyone within target accounts. Our key strategies include evolving our platform to: 

  • Automatically discover new contact and account data to help scale ABM efforts.
  • Connect powerful engagement channels with the first-party data to execute multi-channel ABM to generate higher ROI and bigger impact.
  • Generate a trustworthy, unified view into customer insight.
  • Increase efficiency and accuracy of marketers’ and salespeople’s unified outreach.
 

Read More: "CMOs must champion the customer," advises Steve O'Neil Director at Agent3


Eighty-eight percent of marketers don’t have confidence in their data.



M7: What’s your view on the relationship between ABM and sales? How do you think these departments should integrate?
TK:
It’s simple: marketing and sales have to be in alignment for the success of ABM. Alignment matters because ABM flips the traditional approach of generating leads on its head. It doesn’t adhere to the idea that a full sales funnel will create a trickle-down effect leading to high conversion rates. Instead, ABM enables marketers to refine the criteria by which they identify buyers. While marketers might not have the same amount of leads, each lead is targeted and relevant — and thus more likely to convert.

ABM provides the perfect complement to support a range of sales and marketing strategies like account nurturing, personalization, and retargeting. But it requires collaboration to identify the best accounts to target, build buyer profiles, create strategic content, launch campaigns that incorporate ABM, and measure and monitor the data, adjusting as needed. Ideally, companies should champion a partnership between ABM and sales. This collaboration will lead to more accurate account targeting, increased conversions, and long-term, sustainable revenue outcomes.


M7: According to you, what does it mean to be ‘customer-centric’ in the context of ABM?
TK:
A multi-channel ABM approach generates deep customer insight for all accounts, which in turn, allows marketers to develop a customized approach for every customer. The questions marketers ask through ABM naturally builds that customer-centric focus by:

  • Facilitating deeper, richer conversations with customers.
  • Identifying opportunities within existing accounts.
  • Increasing account penetration via margin, revenue and wallet share.

ABM empowers marketers to truly understand their customers’ journeys — knowing what they need, providing a solution, and increasing loyalty. The data insights marketers can gather from ABM makes it much easier to focus on the customer.

Read More: Affise’s founder Dimitri Zotov believes that Partner Marketing space will see huge growth in the next few years.


ABM enables marketers to refine the criteria by which they identify buyers.



M7: What should be a company’s key areas of focus when selecting the right accounts to target?
TK:
When refining your focus to choose the right accounts for an ABM campaign, you need to first identify your campaign goals. Once the marketing and sales teams agree on the objective, it’s easier to identify those accounts. Target accounts should:

  • Add credibility to your brand since their logos and testimonials create legitimacy and social proof.
  • Fit within your ideal customer profile (ICP). The Terminus CDP, for example, has a marketing automation tool that can automatically flag best-fit or right-fit companies. A range of intelligence tools helps you find companies that fit your ICP.
  • Increase the likelihood of closed-won.
  • Share commonalities. Examine the highest-value accounts to start, and analyze their data to see what they have in common. Use that analysis to inform your ABM campaigns.


M7: If you had to advise our readers on tackling ABM in the present market landscape, what are some of the top 3 priorities they should focus on?
TK:
With new analytics and technologies popping up every day, B2B marketers have a heap of tools to identify buyers. ABM complements a multi-channel marketing strategy, but to use it effectively requires a new approach to target, retain and expand accounts.

Top priorities for ABM marketers include:
  • Moving quickly to combat the loss of third-party cookies. We’re moving to a first-party world faster than most marketers realize. To fully benefit from ABM, marketers should cultivate first-party, account-based audiences and opt for IP-based display advertising and direct connections with walled gardens.
  • Taking advantage of ABM platforms’ abilities to serve multiple functions. Marketers can use these platforms to target specific accounts and audiences via multiple channels like email, programmatic display ads, website personalization and more.
  • Not viewing ABM as an “all or nothing” affair. Demand generation and ABM can — and should — complement each other. Companies should consider integrated solutions incorporating a mix of ABM and marketing automation to interact with prospects and customers.

ABOUT TERMINUS

Terminus is the only account-based engagement platform built to deliver more pipeline and revenue through multi-channel account-based marketing (ABM). The platform, Terminus Engagement Hub, connects the first and third-party data needed to understand both customers and prospects, with the most robust suite of engagement channels—including ads, chat, email, and web—available. Terminus powers multi-channel ABM for thousands of brands globally including DHL, G2, Outreach, and TripActions. Terminus is proud to be a G2 leader in ABM for 15 consecutive quarters. Visit terminus.com to learn more or connect with us on Twitter and LinkedIn.

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Q&A with Jay Gaines, CMO at Forrester

MEDIA 7 | July 23, 2019

Jay Gaines, CMO at Forrester has over 20 years of experience in organizational design and leadership, marketing strategy and planning, marketing budget and operations management, demand creation, sales and marketing alignment, and digital strategy in a variety of b-to-b industries.    In this Q&A, Jay shares insightful thoughts about the audience-centric approach at SiriusDecisions and what marketing means to him. MEDIA 7: How old were you when you had your first paying job? JAY GAINES: I was 10 years old! I delivered newspapers in my neighborhood on my bike five days a week after school. M7: You have been recognized as one of the top 10 CMOs in 2019 by The Silicon Review. What skills have enabled you to become a marketing industry leader? JG: In my time at SiriusDecisions, I’ve had the good fortune to work closely with many amazing CMOs. That work provided me great insight into what makes for a highly effective and successful marketing leader. There are three primary skills that I think have helped me the most; first, to be a business leader and then a marketing leader. This means focusing on, being accountable for, and consistently reporting on marketing’s contribution to the same business goals that the CEO, CFO, board of directors and head of sales care about most. It also means always speaking the language of business, and avoiding marketing jargon when communicating with my colleagues outside of marketing. Second, is just being a good leader for my team by providing structure and clear goals, defending their focus, and promoting a culture of experimentation and rigor. Third, is constantly staying curious. Marketing is evolving so rapidly in terms of strategies, approaches, technologies, and measurement that part of any leader's job must be keeping up what’s new without chasing every new shiny object.

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Intent data can highlight your target accounts' problems and interests, says Marc Laplante, CEO and Co-Founder at Intentsify

Media 7 | March 21, 2022

Marc Laplante, CEO and Co-Founder at Intentsify, gives us a preview into a world without third-party cookies, a data-driven marketing industry, and the growing importance of intent data. Read on to find out how Intensify makes intent data more actionable for marketing and sales teams.

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'SaaS today is characterized by speed and quality' says Assaf Eisenstein, Co-Founder at Lusha

Media 7 | April 8, 2022

Assaf Eisenstein, Co-Founder & President at Lusha elaborates on their simple yet powerful self-service products curated for B2B salespeople. Read on to know more about his thoughts on the impact of automation on the B2B landscape and the challenges he sees on the horizon for the industry.

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Q&A with Jay Gaines, CMO at Forrester

MEDIA 7 | July 23, 2019

Jay Gaines, CMO at Forrester has over 20 years of experience in organizational design and leadership, marketing strategy and planning, marketing budget and operations management, demand creation, sales and marketing alignment, and digital strategy in a variety of b-to-b industries.    In this Q&A, Jay shares insightful thoughts about the audience-centric approach at SiriusDecisions and what marketing means to him. MEDIA 7: How old were you when you had your first paying job? JAY GAINES: I was 10 years old! I delivered newspapers in my neighborhood on my bike five days a week after school. M7: You have been recognized as one of the top 10 CMOs in 2019 by The Silicon Review. What skills have enabled you to become a marketing industry leader? JG: In my time at SiriusDecisions, I’ve had the good fortune to work closely with many amazing CMOs. That work provided me great insight into what makes for a highly effective and successful marketing leader. There are three primary skills that I think have helped me the most; first, to be a business leader and then a marketing leader. This means focusing on, being accountable for, and consistently reporting on marketing’s contribution to the same business goals that the CEO, CFO, board of directors and head of sales care about most. It also means always speaking the language of business, and avoiding marketing jargon when communicating with my colleagues outside of marketing. Second, is just being a good leader for my team by providing structure and clear goals, defending their focus, and promoting a culture of experimentation and rigor. Third, is constantly staying curious. Marketing is evolving so rapidly in terms of strategies, approaches, technologies, and measurement that part of any leader's job must be keeping up what’s new without chasing every new shiny object.

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Intent data can highlight your target accounts' problems and interests, says Marc Laplante, CEO and Co-Founder at Intentsify

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Marc Laplante, CEO and Co-Founder at Intentsify, gives us a preview into a world without third-party cookies, a data-driven marketing industry, and the growing importance of intent data. Read on to find out how Intensify makes intent data more actionable for marketing and sales teams.

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Terminus Named a Leader Among B2B Advertising Solutions

Terminus | August 05, 2022

Terminus, the industry’s only true ABM platform for revenue growth, received recognition as a leader in The Forrester Wave™: B2B Advertising Solutions, Q3 2022 report. The report noted that Terminus’s advertising solution is “a well-constructed hybrid of in-house ad-tech with custom partner integrations in key places.” Terminus received the highest possible scores in the innovation roadmap, delivery model, business audience matching, ad-level reporting, and cross-channel breadth. “Terminus is ahead of the B2B curve in its vision to enable audience targeting and privacy compliance in the post-cookie world,” The Forrester Wave™: B2B Advertising Solutions, Q3 2022 report said. “Customers can already customize brand safety, target anonymously, and toggle settings that use audience data they deem sensitive.” The Forrester Wave™ evaluated 14 category providers according to current offering, strategy and market presence. When assessing Terminus, Forrester Wave™ found it: Has superior cross-channel breadth and inventory discovery, which “include activation across display, video, connected television (CTV), audio, LinkedIn, email, and native, all without leaving the Terminus user interface.” “Earned high marks for business audience matching and context reach,” with Terminus CDP enabling “robust B2B audience identification, segmentation, and identity resolution” Has private marketplace (PMP) and guaranteed inventory available across all channels and has secured “exclusive premium media deals with major audio and television publishers.” “With remote and hybrid work environments, increasing data privacy regulations and evolving economic conditions, buyers are harder than ever to reach,” said Natalie Cunningham, CMO of Terminus. “Add to that, increased budget scrutiny and B2B marketers can’t afford to miss opportunities to engage with their ideal customers. Advertising is the lifeblood of marketing programs, and Terminus’s solution clearly leads the way in helping marketers maximize their spend and drive meaningful revenue impact.” “With remote and hybrid work environments, increasing data privacy regulations and evolving economic conditions, buyers are harder than ever to reach,” said Natalie Cunningham, CMO of Terminus. Today’s news follows Terminus’s launch of Terminus CTV and Audio to enable marketers to drive brand awareness and boost revenue through connected TV and audio ads. The company was also named a Leader among ABM platforms in The Forrester New Wave™: ABM Platforms, Q1 2022 report, and among Customer Data Platforms (CDP) in The Forrester New Wave™: B2B Standalone CDPs, Q4 2021 report. About Terminus Terminus is the industry’s only true ABM platform for revenue growth. As the ABM category creators, our mission is to empower marketers to drive revenue impact for a sustainable growth advantage. With our true ABM Platform, 1000+ customers including Gainsight, Roche, and Dow Jones have turned marketing into a growth engine. Terminus is proud to be G2 leader in ABM for 17 consecutive quarters. Visit terminus.com to learn more or connect with us on Twitter and LinkedIn.

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ABM ACCOUNTS

6sense CMO Releases Second Edition of Next-Generation Sales and Marketing Playbook, “No Forms. No Spam. No Cold Calls.”

6sense | September 28, 2022

Today, Latané Conant, Chief Market Officer at 6sense, announced the second edition of her book, “No Forms. No Spam. No Cold Calls.,” a modern, must-have manual for sales and marketing leadership seeking to hone their craft and forgo the status quo by truly embracing their customers’ needs and habits. After the initial release of the book in 2020, Wiley, global leader in publishing, education and research, picked it up to distribute internationally. Over 15,000 first edition sales indicates the book’s intrinsic value and demonstrates the need to continue to help more teams with this expanded second edition. “No Forms. No Spam. No Cold Calls.” shines light into an opaque business environment where an estimated $2 trillion in waste prevents companies from achieving predictable revenue growth. It is a step-by-step guide that will transform how professionals think about marketing and selling in the modern age, equipping them with the strategies and tools they need to eliminate guesswork and other outdated practices. “This book was born to meet the needs of a new generation of sales and marketing leaders who are ready to ditch the traditional strategies, tactics, and technologies that are no longer working,” said Conant. “The nature of our work at 6sense and the scope of cross-industry customers we serve gives us a profound view of the need for a how-to guide to revolutionize sales and marketing efforts and enable all businesses to proceed with confidence. We put these strategies to work at 6sense, enabling us to achieve 1,136% three-year revenue growth and rank #550 on the 2022 Inc. 5000.” In the two years since the book’s initial release, Conant has compiled more critical information to better equip sales and marketing leaders with the latest strategies and tactics to succeed in 2023 and beyond. As a result, in this version, readers can expect: Conant’s and 6sense’s collective knowledge and industry expertise on modern marketing strategy and the tactics to make them happen. An all-new chapter, “The Modern Sales Organization,” authored by Mark Ebert, 6sense’s Senior Vice President of Global Sales, dives deep into the latest and most effective selling principles from the Chief Revenue Officer perspective that put sales teams in a position to win. Foreword by Jason Zintak, CEO of 6sense – someone who started and grew his own career as a business development representative (BDR), outlines the credibility and timeliness of the book, provides solid rationale for change and calls to action to create better B2B buyer and go-to-market experiences. An FAQ chapter answers questions about how to put these modern sales and marketing approaches into practice — including a step-by-step guide to implementing an authentic, spam-free nurture program. Key sales and marketing topics spanning data, AI, technology stacks, customer experience, B2B buyer behavior, prospecting, personalization, pipelines, the role of BDRs, lighting up the Dark Funnel™, all things account-based marketing, and more. The mindset shift required to be a market expert, how it benefits your entire organization, and what you’ll need to leave behind to drive change. “This book challenges sales and marketing leaders to engage customers the right way, in the right place, at the right time to achieve predictable revenue growth. It lays out exactly how to enable sales and marketing teams to take pride in the customer experience and put prospects at the center of everything,” said Ebert. “It’s a prescriptive roadmap to uncover customer demand, prioritizing which accounts to work, engaging the entire customer buying team, and measuring real success and revenue growth.” “This book challenges sales and marketing leaders to engage customers the right way, in the right place, at the right time to achieve predictable revenue growth. It lays out exactly how to enable sales and marketing teams to take pride in the customer experience and put prospects at the center of everything,” said Ebert. “No Forms. No Spam. No Cold Calls.,” is available nationwide today at Amazon, Barnes & Noble and other retailers. All proceeds from book sales will go to GoodSense, the charitable arm of 6sense, whose mission is to support communities they operate in. For more information: Get excerpts, read reviews and purchase the book on Amazon or Barnes & Noble Visit the landing page, where you can read the first chapter for free Follow Latané on LinkedIn and 6sense on LinkedIn and Twitter Stay updated with announcements at the 6sense Newsroom About Latané Conant As CMO of 6sense, Latané is passionate about empowering marketing leaders with effective technology, predictive insights, and thought leadership so they can confidently lead their teams, company, and industry into the future. As a “recovering software saleswoman” she is keenly focused on leveraging data to ensure marketing programs result in deals, not just leads. Latané leads the Empowered CMO Network, an organization focused on empowering women CMOs to realize their full potential professionally and personally through leadership, inspiration, and craft. She is a member of Pavilion and serves in Advisory Board Member roles for both Mediafly and Atrium. Latané is creative, charismatic, and competitive. Her high energy, positive attitude, and sense of humor are contagious and it’s hard to find a customer, partner, audience, or employee who doesn’t want to work with her. Follow her insights, inspirations and updates on LinkedIn. About 6sense 6sense reinvents the way organizations create, manage, and convert pipeline to revenue. 6sense Revenue AI™ captures anonymous buying signals, targets the right accounts at the ideal time, and recommends the channels and messages to boost revenue performance. Removing guesswork, friction, and wasted sales effort, 6sense empowers sales, marketing, and customer success teams to significantly improve pipeline quality, accelerate sales velocity, increase conversion rates, and grow revenue predictably. 6sense has been recognized for its market-defining technology by Forbes Cloud 100, Gartner, and Forrester, and for its strong culture by Glassdoor, Inc. Magazine, and Comparably. For more information, visit 6sense or follow us on LinkedIn and Twitter.

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BUYER INTENT DATA

TechTarget Launches Prospect-Level Purchase Intent Data for Healthcare in Latest Release of its Priority Engine Platform

TechTarget | September 30, 2022

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ACCOUNT BASED EXECUTION

Terminus Named a Leader Among B2B Advertising Solutions

Terminus | August 05, 2022

Terminus, the industry’s only true ABM platform for revenue growth, received recognition as a leader in The Forrester Wave™: B2B Advertising Solutions, Q3 2022 report. The report noted that Terminus’s advertising solution is “a well-constructed hybrid of in-house ad-tech with custom partner integrations in key places.” Terminus received the highest possible scores in the innovation roadmap, delivery model, business audience matching, ad-level reporting, and cross-channel breadth. “Terminus is ahead of the B2B curve in its vision to enable audience targeting and privacy compliance in the post-cookie world,” The Forrester Wave™: B2B Advertising Solutions, Q3 2022 report said. “Customers can already customize brand safety, target anonymously, and toggle settings that use audience data they deem sensitive.” The Forrester Wave™ evaluated 14 category providers according to current offering, strategy and market presence. When assessing Terminus, Forrester Wave™ found it: Has superior cross-channel breadth and inventory discovery, which “include activation across display, video, connected television (CTV), audio, LinkedIn, email, and native, all without leaving the Terminus user interface.” “Earned high marks for business audience matching and context reach,” with Terminus CDP enabling “robust B2B audience identification, segmentation, and identity resolution” Has private marketplace (PMP) and guaranteed inventory available across all channels and has secured “exclusive premium media deals with major audio and television publishers.” “With remote and hybrid work environments, increasing data privacy regulations and evolving economic conditions, buyers are harder than ever to reach,” said Natalie Cunningham, CMO of Terminus. “Add to that, increased budget scrutiny and B2B marketers can’t afford to miss opportunities to engage with their ideal customers. Advertising is the lifeblood of marketing programs, and Terminus’s solution clearly leads the way in helping marketers maximize their spend and drive meaningful revenue impact.” “With remote and hybrid work environments, increasing data privacy regulations and evolving economic conditions, buyers are harder than ever to reach,” said Natalie Cunningham, CMO of Terminus. Today’s news follows Terminus’s launch of Terminus CTV and Audio to enable marketers to drive brand awareness and boost revenue through connected TV and audio ads. The company was also named a Leader among ABM platforms in The Forrester New Wave™: ABM Platforms, Q1 2022 report, and among Customer Data Platforms (CDP) in The Forrester New Wave™: B2B Standalone CDPs, Q4 2021 report. About Terminus Terminus is the industry’s only true ABM platform for revenue growth. As the ABM category creators, our mission is to empower marketers to drive revenue impact for a sustainable growth advantage. With our true ABM Platform, 1000+ customers including Gainsight, Roche, and Dow Jones have turned marketing into a growth engine. Terminus is proud to be G2 leader in ABM for 17 consecutive quarters. Visit terminus.com to learn more or connect with us on Twitter and LinkedIn.

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ABM ACCOUNTS

6sense CMO Releases Second Edition of Next-Generation Sales and Marketing Playbook, “No Forms. No Spam. No Cold Calls.”

6sense | September 28, 2022

Today, Latané Conant, Chief Market Officer at 6sense, announced the second edition of her book, “No Forms. No Spam. No Cold Calls.,” a modern, must-have manual for sales and marketing leadership seeking to hone their craft and forgo the status quo by truly embracing their customers’ needs and habits. After the initial release of the book in 2020, Wiley, global leader in publishing, education and research, picked it up to distribute internationally. Over 15,000 first edition sales indicates the book’s intrinsic value and demonstrates the need to continue to help more teams with this expanded second edition. “No Forms. No Spam. No Cold Calls.” shines light into an opaque business environment where an estimated $2 trillion in waste prevents companies from achieving predictable revenue growth. It is a step-by-step guide that will transform how professionals think about marketing and selling in the modern age, equipping them with the strategies and tools they need to eliminate guesswork and other outdated practices. “This book was born to meet the needs of a new generation of sales and marketing leaders who are ready to ditch the traditional strategies, tactics, and technologies that are no longer working,” said Conant. “The nature of our work at 6sense and the scope of cross-industry customers we serve gives us a profound view of the need for a how-to guide to revolutionize sales and marketing efforts and enable all businesses to proceed with confidence. We put these strategies to work at 6sense, enabling us to achieve 1,136% three-year revenue growth and rank #550 on the 2022 Inc. 5000.” In the two years since the book’s initial release, Conant has compiled more critical information to better equip sales and marketing leaders with the latest strategies and tactics to succeed in 2023 and beyond. As a result, in this version, readers can expect: Conant’s and 6sense’s collective knowledge and industry expertise on modern marketing strategy and the tactics to make them happen. An all-new chapter, “The Modern Sales Organization,” authored by Mark Ebert, 6sense’s Senior Vice President of Global Sales, dives deep into the latest and most effective selling principles from the Chief Revenue Officer perspective that put sales teams in a position to win. Foreword by Jason Zintak, CEO of 6sense – someone who started and grew his own career as a business development representative (BDR), outlines the credibility and timeliness of the book, provides solid rationale for change and calls to action to create better B2B buyer and go-to-market experiences. An FAQ chapter answers questions about how to put these modern sales and marketing approaches into practice — including a step-by-step guide to implementing an authentic, spam-free nurture program. Key sales and marketing topics spanning data, AI, technology stacks, customer experience, B2B buyer behavior, prospecting, personalization, pipelines, the role of BDRs, lighting up the Dark Funnel™, all things account-based marketing, and more. The mindset shift required to be a market expert, how it benefits your entire organization, and what you’ll need to leave behind to drive change. “This book challenges sales and marketing leaders to engage customers the right way, in the right place, at the right time to achieve predictable revenue growth. It lays out exactly how to enable sales and marketing teams to take pride in the customer experience and put prospects at the center of everything,” said Ebert. “It’s a prescriptive roadmap to uncover customer demand, prioritizing which accounts to work, engaging the entire customer buying team, and measuring real success and revenue growth.” “This book challenges sales and marketing leaders to engage customers the right way, in the right place, at the right time to achieve predictable revenue growth. It lays out exactly how to enable sales and marketing teams to take pride in the customer experience and put prospects at the center of everything,” said Ebert. “No Forms. No Spam. No Cold Calls.,” is available nationwide today at Amazon, Barnes & Noble and other retailers. All proceeds from book sales will go to GoodSense, the charitable arm of 6sense, whose mission is to support communities they operate in. For more information: Get excerpts, read reviews and purchase the book on Amazon or Barnes & Noble Visit the landing page, where you can read the first chapter for free Follow Latané on LinkedIn and 6sense on LinkedIn and Twitter Stay updated with announcements at the 6sense Newsroom About Latané Conant As CMO of 6sense, Latané is passionate about empowering marketing leaders with effective technology, predictive insights, and thought leadership so they can confidently lead their teams, company, and industry into the future. As a “recovering software saleswoman” she is keenly focused on leveraging data to ensure marketing programs result in deals, not just leads. Latané leads the Empowered CMO Network, an organization focused on empowering women CMOs to realize their full potential professionally and personally through leadership, inspiration, and craft. She is a member of Pavilion and serves in Advisory Board Member roles for both Mediafly and Atrium. Latané is creative, charismatic, and competitive. Her high energy, positive attitude, and sense of humor are contagious and it’s hard to find a customer, partner, audience, or employee who doesn’t want to work with her. Follow her insights, inspirations and updates on LinkedIn. About 6sense 6sense reinvents the way organizations create, manage, and convert pipeline to revenue. 6sense Revenue AI™ captures anonymous buying signals, targets the right accounts at the ideal time, and recommends the channels and messages to boost revenue performance. Removing guesswork, friction, and wasted sales effort, 6sense empowers sales, marketing, and customer success teams to significantly improve pipeline quality, accelerate sales velocity, increase conversion rates, and grow revenue predictably. 6sense has been recognized for its market-defining technology by Forbes Cloud 100, Gartner, and Forrester, and for its strong culture by Glassdoor, Inc. Magazine, and Comparably. For more information, visit 6sense or follow us on LinkedIn and Twitter.

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BUYER INTENT DATA

TechTarget Launches Prospect-Level Purchase Intent Data for Healthcare in Latest Release of its Priority Engine Platform

TechTarget | September 30, 2022

TechTarget, Inc. (Nasdaq: TTGT), the global leader in B2B technology purchase intent data and services, today announced that it has launched Priority EngineTM for Healthcare to help sales and marketing teams leverage its proprietary prospect-level intent data to fuel more opportunities and pipeline with buying groups at top companies across the healthcare industry. This new offering provides direct access to Xtelligent Healthcare MediaTM (acquired in August 2021) and TechTarget’s combined opt-in audience of healthcare tech and business decision-makers in one SaaS solution delivering customized insights specifically for B2B organizations targeting healthcare. “Being able to provide our customers with 1st party intent data on the largest healthcare technology and information audience on the web is a true game changer in our industry,” said Sean Brooks, Co-Founder, Xtelligent Healthcare Media. “Sales and marketing teams will now have direct access to entire healthcare buying teams, including Clinicians, Line of Business and IT Decision-Makers, to find more opportunities and accelerate technology deals.” These new enhancements: Add thousands of new accounts and 400,000+ new contacts into Priority Engine to provide better visibility into and opportunities to engage with full buying teams across the entire interconnected healthcare ecosystem, including: Providers, Health Systems, Payers, Pharmaceuticals, Life Sciences, Accountable Care Organizations and Federal/State Healthcare Agencies. This includes 90% coverage of health systems in the US. Deliver increased access to opt-in business decision-makers directly involved with healthcare purchasing. Xtelligent Healthcare Media’s audience consists of more than 70% Business & Finance Executives and Clinicians who have critical involvement across healthcare technology purchases that are becoming increasingly complex. Provide highly relevant, customized intent insights on topical interests, content consumption and vendor engagement of healthcare technology buyers at both the account and prospect-level to help marketing and sales teams to convert more opportunities and accelerate deals with better informed, personalized and timely outreach. TechTarget purchase intent insight is uniquely powerful because of how it is made and how it is delivered to B2B tech marketers and sales professionals. The actionable insights within the Priority Engine platform are achievable because of the depth of original editorial and vendor content spanning thousands of unique IT and business topics across TechTarget’s network of over 150 technology-specific websites and 1,125 channels. As enterprise technology buying teams grow and purchasing becomes more and more complex, we provide the information and resources to help every member of the team to research and make decisions. Priority Engine for Healthcare helps TechTarget to continue to grow and help its customers succeed in a relevant adjacent market that includes high levels of purchasing complexity and buying dynamics. “By expanding the amount of permission-based, relevant 1st party purchase intent data our customers have access to and delivering a full suite of marketing, sales and go-to-market services to engage real buyers, we help companies of all sizes achieve better results at scale in this market,” said Michael Cotoia, CEO, TechTarget. “As a leader in coverage of B2B enterprise tech for more than 20 years – combined with working very closely with our almost 3,000 customers – TechTarget has unique visibility into the buying dynamics across every major sector of the market. Our experience positions us well to bring our model to adjacent vertical markets with similar attributes to enterprise B2B tech – long/complex-sales cycles, large purchases, multiple members of the buying team and a strong need for 1st party data to enable marketers and sellers – just as we have done in Healthcare.” For more information on TechTarget Priority Engine, visit www.techtarget.com/Priority-Engine. About TechTarget TechTarget (Nasdaq: TTGT) is the global leader in purchase intent-driven marketing and sales services that deliver business impact for enterprise technology companies. By creating abundant, high-quality editorial content across more than 150 highly targeted technology-specific websites and 1,125 channels, TechTarget attracts and nurtures communities of technology buyers researching their companies’ information technology needs. By understanding these buyers’ content consumption behaviors, TechTarget creates the purchase intent insights that fuel efficient and effective marketing and sales activities for clients around the world. TechTarget has offices in Boston, London, Munich, New York, Paris, San Francisco, Singapore and Sydney. For more information, visit techtarget.com and follow us on Twitter @TechTarget.

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Terminus

Terminus is the only account-based engagement platform built to deliver more pipeline and revenue through multi-channel account-based marketing (ABM). The platform, Terminus Engagement Hub, connects the first and third-party data needed to understand both customers and prospects, with the most robus...

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