CORE ABM

Terminus Launches New Integration to Accelerate Account Targeting Across Partnership Channels

Terminus | November 18, 2021

Terminus, the only account-based engagement platform built to deliver more pipeline and revenue through multi-channel account-based marketing (ABM), launched a new integration today with Crossbeam, a powerful partner ecosystem platform. The first and only enterprise ABM integration that Crossbeam has today, this new integration leverages Terminus’s robust API capabilities to simplify joint-marketing efforts, increase engagement across shared accounts and prospects, and streamline the partner experience for marketers.

According to Crossbeam’s 2021 State of the Partner Ecosystem report, 82% of B2B SaaS companies have a channel partnership program. Effective channel partnerships require companies to drive cohesive and joint marketing strategies across overlapping accounts and prospects. Traditionally, marketers share spreadsheets sourced from CRM data to compare their account lists to a partner’s account lists, but this process can be time-consuming, inaccurate and unsecure.

“Partnerships are powerful, yet largely untapped, channels to drive engagement among shared accounts,” said Jon Shoff, VP of Strategic Partnerships at Terminus.

“Partnerships are powerful, yet largely untapped, channels to drive engagement among shared accounts,” said Jon Shoff, VP of Strategic Partnerships at Terminus. “By leveraging our API capabilities, this integration enables go-to-market teams to effectively launch and scale ABM campaigns targeted at these accounts and report on their performance throughout the funnel. We’ve made it really easy for marketers to harness the partner channel – this level of visibility into partner data is truly a game-changer for how Terminus customers source opportunities and impact revenue outcomes.”

Terminus’s integration enhances marketers’ multi-channel ABM strategies with improved account targeting, personalization and reporting. Key benefits include:
  • Identifying overlap with accounts and targeting those accounts with personalized marketing outreach.
  • Increasing pipeline velocity by effectively engaging shared accounts at every interaction, including ads, web page personalizations, chatbots and more.
  • Leveraging critical insights and reporting to manage accounts at different stages of the funnel and easily report on marketing efficacy and ROI.

“Increasing engagement with joint accounts and organizing marketing efforts toward those accounts can be a real challenge,” said Chris Samila, VP of Partnerships at Crossbeam. “Our integration with Terminus further enhances marketers’ ABM efforts by using partner data to create targeted account lists and launch cohesive campaigns designed to drive conversions and close more deals. We’re excited to continue growing Crossbeam’s Partner Cloud to help partnership teams unlock their go-to-market motions.”

Today’s announcement marks yet another milestone in the growth of Terminus’s leading account-based engagement platform. Earlier this year, Terminus announced the acquisition of Zylotech and introduced Terminus CDP, which enables customers to cleanse go-to-market data and automatically discover new buying committees at target accounts. The company also launched the next generation of its native ABM chat solution, utilizing conversational marketing to increase target account engagement for customers.

For more information about Terminus’s integration with Crossbeam, visit the Terminus listing on the Crossbeam Integration Marketplace, and Terminus.com.

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 13 consecutive quarters. Visit terminus.com to learn more or connect with us on Twitter and LinkedIn.

Spotlight

Connor Kinnear is a marketer of 15 years with a strong focus on digital marketing and building an online presence. He has worked at organisations of all sizes, from blue chip companies to tech startups. After graduating from the University of Edinburgh with a degree in business and marketing, he worked at IBM before moving into the marketing team at Diageo and later into their innovations arm

Spotlight

Connor Kinnear is a marketer of 15 years with a strong focus on digital marketing and building an online presence. He has worked at organisations of all sizes, from blue chip companies to tech startups. After graduating from the University of Edinburgh with a degree in business and marketing, he worked at IBM before moving into the marketing team at Diageo and later into their innovations arm

Related News

CORE ABM,ACCOUNT MANAGEMENT

Madison Logic 2022 Future of Work Buyer Report Breaks Down Evolving Post-Pandemic B2B Buyer Behavior

Madison Logic | August 10, 2022

Madison Logic, the leading global digital Account-Based Marketing (ABM) platform, today released its new State of the Buyer Report: Future of Work Edition, which examines data on five topic areas that are fueling conversations about the future of work and profiles the buyers that are having them. Armed with these insights, B2B marketers can develop a more data-driven ABM strategy that prioritizes the right accounts and engages them with personalized messaging and content. The report leverages proprietary data from ML Insights, a combined dataset that provides global enterprise B2B marketers with a holistic view of companies demonstrating the highest propensity to purchase. It examines five topic areas impacting purchase decisions surrounding today’s hybrid workforce—cloud infrastructure, hybrid work, enterprise networking, artificial intelligence (AI), and cybersecurity—and provides actionable takeaways for marketers to reach the buying centers that are researching and actively engaging with relevant content and advertising Key findings from the report include: Marketers are significantly targeting content related to the future of work to C-suite executives, but all five topic area findings reveal that director roles are engaging with content 25% to 40% more. With data showing that the typical buying committee consists of 6-10 decision makers, marketers need to be more comfortable engaging accounts across multiple channels with the best message for each decision-maker. Across nearly all topic areas, Small to Medium-sized businesses (SMBs)—those with 50-199 employees—were not only one of the top groups researching future of work technologies, but also demonstrated the greatest lift in research over the last year. With many vendors continuing to aggressively target XX Large and Large companies, ML Insights data reveals an opportunity for marketers to target SMBs with more content and advertising. The Education vertical shows aggressive buyer research for technologies to help them provide more accessible, interactive experiences for students in virtual and classroom learning but are largely under-targeted for these solutions. As education groups continue to navigate the future of education, marketers would benefit from targeting this group with more content and advertising aimed at aiding their digital transformation. With up to 90% of the buyers journey complete before a prospect reaches out to a salesperson, the most effective marketers are engaging with their prospects throughout the entire funnel—from problem identification to the selection of a vendor. Leveraging data to match content to the buyer's mindset within their customer journey allows marketers to balance the brand-building necessary for long-term revenue growth. “The pandemic dramatically changed how and where we work, forcing today’s B2B marketers to revise their strategies to identify and engage with the most influential members of the shifting buying committees,. “Marketers can no longer afford to guess the individuals and content driving purchase decisions. They require a more streamlined and data-backed approach that enables them to identify and prioritize their target accounts, activate a multi-channel account engagement strategy, and measure the direct impact on pipeline and business growth. By leveraging data to uncover the issues paramount in the remote workforce of the future, this report provides a starting point for marketers to develop programs that shorten the sales cycle and positively impact ROI.”-Tom O’Regan, CEO of Madison Logic Madison Logic’s market-leading approach enables large enterprise and fast-growing middle-market companies to leverage a combined data set of three independent signals to identify and prioritize companies demonstrating the highest propensity to purchase, activate data-driven programs globally across the primary channels revenue marketers rely on, and measure the direct impact on pipeline and business growth. When prioritizing accounts to engage using ML Insights, marketers improve ROI and drive higher conversion rates. On average, sales and marketing teams see a 17% increase in pipeline volume, 33% lift in pipeline value, and 25% faster pipeline velocity with Madison Logic over other accounts. To learn more about how ML Insights transforms how organizations identify the accounts most likely to purchase and the individuals that should be targeted in those accounts, visit http://www.madisonlogic.com/solutions/ml-insights About Madison Logic The ML Platform, a global multi-channel ABM activation and measurement platform, enables enterprise organizations to leverage a proprietary combined data set to identify the accounts most likely to purchase, accelerate the customer journey, and shorten sales cycles to positively impact ROI. Madison Logic empowers B2B marketers to convert their best accounts faster by finding and engaging with the most influential individuals throughout the buyer's journey. Visit madisonlogic.com for more information.

Read More

ACCOUNT BASED DATA

Invoca Raises $83M in Series F Financing

Invoca, Silver Lake Waterman | June 20, 2022

On June 14, Invoca, the cloud leader in AI-powered conversation intelligence for revenue teams, announced that it had raised $83 million in Series F equity financing. As a result, its valuation reached $1.1 billion. The new investment will bring the company’s total equity financing to $184 million. Silver Lake Waterman led the round with additional new investments from Hollyport Capital, Kingfisher Investment Advisors, and Fenwick & West, along with participation from existing investors Upfront Ventures, Accel, H.I.G. Capital, and Industry Ventures. This investment comes after a year of record growth, with Invoca surpassing $100M in run-rate revenue. "When consumers look for value-added expertise in buying the right product or resolving an urgent service issue, they often escalate from digital self-service to speak with a human expert," said Gregg Johnson, CEO of Invoca. "When consumers look for value-added expertise in buying the right product or resolving an urgent service issue, they often escalate from digital self-service to speak with a human expert," saidGregg Johnson, CEO of Invoca. "At Invoca, we're using data, automation, and AI to integrate these digital journeys with conversations in the contact center, helping brands deliver a delightful experience, drive revenue, and strengthen customer relationships. We are thrilled to partner with new and existing investors as we innovate in the rapidly expanding market for conversational AI." "We believe Invoca has an exceptional vision to help marketing and contact center teams transform the customer experience with AI-powered conversation intelligence," said Shawn O'Neill, Managing Director and Group Head, Silver Lake Waterman. "The company has built a market-leading product serving an impressive roster of blue-chip customers. And the Invoca team has been focused on achieving the operational rigor and disciplined execution that it takes to thrive in today's market and beyond. We look forward to partnering with Invoca in their next stage of growth." Invoca assists the leading consumer brands in purchase industries like automotive, telecommunications, healthcare, financial services and real estate. Its customers include AutoNation, Banner Health, DIRECTV, ORKIN, Rogers Communications, Mayo Clinics, and University Hospitals. The company was named a Leader in The Forrester Wave Conversation Intelligence Sales and Marketing, Q4 2021 report. It got the highest scores possible in the criteria of product and technology innovation, ease of use, integrations, market approach, and performance. Invoca will invest in key areas and product innovation through organic development and acquisitions after the success of the DialogTech transaction in May 2021. In addition, it will broaden its geographic coverage beyond the United States and Canada to support customers in Europe, Mexico, and South America.

Read More

ABM ACCOUNTS

ZoomInfo Appoints Alison Gleeson to Board of Directors

ZoomInfo | July 05, 2022

ZoomInfo (NASDAQ: ZI), a global leader in modern go-to-market software, data, and intelligence, today announced the appointment of Alison Gleeson to its Board of Directors, effective July 1, 2022. She was previously the SVP of Americas at Cisco, where she led nearly 9,000 employees and was responsible for more than $25 billion in annual sales. “There are few people in the world with the go-to-market experience and expertise that Alison has,” said ZoomInfo Founder and CEO Henry Schuck. “There are few people in the world with the go-to-market experience and expertise that Alison has,” said ZoomInfo Founder and CEO Henry Schuck. “She has been successful at every level of the sales ladder – from hitting her number as a sales rep to running all of the Americas for Cisco. We expect to leverage her experience and knowledge to drive the next phase of growth for ZoomInfo.” Gleeson currently serves as a board member of publicly traded SaaS companies Elastic and 8x8, Inc. She has been honored with the Connected World’s Woman of IoT Award, Diversity Best Practices’ Above and Beyond Legacy Award, and the Michigan Council for Women in Technology’s Woman of the Year Award. Gleeson received a Bachelor of Arts in Marketing from Michigan State University, where she currently serves on the Advisory Board of Eli Broad College of Business. “I’m excited to join ZoomInfo’s board because I’ve long admired organizations that achieve immense success through a customer-focused approach,” said Gleeson, who joins seven other members on ZoomInfo’s board. “I’m a strong proponent of using innovation to find creative solutions that align to customers’ business drivers. ZoomInfo is at the forefront of innovation in the SaaS space, and I’m eager to help the company continue its rapid growth.” About ZoomInfo ZoomInfo (NASDAQ: ZI) is a leader in modern go-to-market software, data, and intelligence for more than 25,000 companies worldwide. ZoomInfo’s revenue operating system, RevOS, empowers business-to-business sales, marketing, operations, and recruiting professionals to hit their number by pairing best-in-class technology with unrivaled data coverage, accuracy, and depth of company and contact information. With integrations embedded into workflows and technology stacks, including the leading CRM, Sales Engagement, Marketing Automation, and Talent Management applications, ZoomInfo drives more predictable, accelerated, and sustainable growth for its customers. ZoomInfo emphasizes GDPR and CCPA compliance. In addition to creating the industry’s first proactive notice program, the company is a registered data broker with the states of California and Vermont. Read about ZoomInfo’s commitment to compliance, privacy, and security. For more information about ZoomInfo’s leading go-to-market software, data, and intelligence, and how they help sales, marketing, operations, and recruiting professionals, please visit www.zoominfo.com.

Read More