CORE ABM

Terminus Named a Leader for ABM Platforms in 2022 Gartner® Magic Quadrant™

Terminus | January 13, 2022

Terminus Named a Leader
On January 12, Terminus announced that it was recognized as a Leader in the 2022 Gartner® Magic Quadrant™ for Account-Based Marketing (ABM) Platforms report. Terminus is the only account-based engaged platform that uses multi-channel account-based marketing to offer more pipeline and revenue.

Terminus’ platform, Terminus Engagement Hub, makes understanding customers and prospects easier by connecting first and third-party data. It uses engagement channels like chat, the web, and ads to gather data. Terminus enables multi-channel ABM for thousands of famous global brands like DHL, G2, TripActions, and Outreach. It has been a G2 leader in ABM for 15 consecutive quarters.

“We believe our inclusion and leader placement in the first-ever Gartner Magic Quadrant™ for ABM Platforms report is not only an honor, but also incredibly validating of our big vision and the power of our platform. With this placement, we’re now a leader in three leading analyst reports – Terminus the only platform bringing together a purpose-built B2B CDP with multi-channel ABM,” shared Terminus CEO Tim Kopp.

“We believe our inclusion and leader placement in the first-ever Gartner Magic Quadrant™ for ABM Platforms report is not only an honor, but also incredibly validating of our big vision and the power of our platform. With this placement, we’re now a leader in three leading analyst reports – Terminus the only platform bringing together a purpose-built B2B CDP with multi-channel ABM,” shared Terminus CEO Tim Kopp.

The Magic Quadrant report states that “Leaders demonstrate broad support for all ABM critical capabilities and consistently meet customer needs across the three core ABM use cases (acquisition, renewal, and expansion). They have high market visibility, high market penetration, strong market momentum, and a clear, long-term strategic vision and roadmap for growing their ABM platform business. Their customers report high levels of satisfaction and success with their implementations. Leaders also have initiated plans for geographic and international expansion.

“Gartner defines the account-based marketing (ABM) platform as a technology that enables marketers to run ABM programs at scale, including account selection, planning, and engagement and reporting. In ABM programs, B2B marketers align with sales counterparts to engage a defined set of high-priority accounts and buying committee members with targeted marketing and content to help buyers explore and evaluate solutions.”

The Gartner Magic Quadrant is a globally trusted analyst resource that helps organizations seek genuine and unbiased evaluations of the ABM category and platforms. The 2022 Gartner Magic Quadrant™ for ABM platforms evaluates nine global providers based on strategy, market presence, and product offering.

Spotlight

In order to build revenue, you need a consistent and scalable process that will generate more quality conversations. Now every sales team uses some type of process to help them obtain more conversations, this process is often referred to as a cadence, and there are thousands of possibilities when creating a cadence. You could st

Spotlight

In order to build revenue, you need a consistent and scalable process that will generate more quality conversations. Now every sales team uses some type of process to help them obtain more conversations, this process is often referred to as a cadence, and there are thousands of possibilities when creating a cadence. You could st

Related News

ACCOUNT BASED DATA

Demandbase Releases 2022 C-Suite Go-To-Market (GTM) Benchmark Survey

Demandbase | August 24, 2022

Demandbase, the Smarter GTM™ company for B2B brands, today announced the results of its 2022 C-Suite Go-To-Market (GTM) Benchmark Survey in partnership with Demand Gen Report. The survey queried more than 200 high-level B2B leaders across marketing and sales in order to gain a clearer picture of ongoing industry evolution and the GTM approaches that separate the leading versus lagging companies. Demandbase discovered important insights about which strategies are driving growth, the continued challenge of sales and marketing alignment, the evolving definition of GTM to encompass the entire customer journey, the impact of account intelligence and technology, and more. "This year's GTM Benchmark Survey told us a lot about sales and marketing leaders' changing priorities and attitudes," says Jon Miller, chief marketing officer at Demandbase. "This year's GTM Benchmark Survey told us a lot about sales and marketing leaders' changing priorities and attitudes," says Jon Miller, chief marketing officer at Demandbase. "Most importantly, it revealed that the true B2B leaders are modernizing their approach to GTM and becoming more progressive in how they leverage data, align their internal teams, and use technology, leading to greater success." Key findings from the report include: Internal Alignment to Drive Growth Respondents reported a variety of investments they plan to make in order to drive growth, with 61% citing sales and marketing alignment as their top priority. Alignment between the two departments has historically been a major challenge in B2B, and the survey found that measuring different metrics (33%) was the most common cause, next to poor handoffs (28%) and lack of communication (26%). While 41% of SDRs report to sales and 22% report to marketing, 26% actually follow a hybrid model in which sales handles outbound efforts and marketing handles inbound. "To help organizations bridge the gap between sales and marketing, they need to start by sharing the same metrics," says Allison Metcalfe, Demandbase's chief revenue officer. "I like to think of this in terms of a Venn Diagram; one circle is sales KPIs and the other marketing KPIs. If the metrics don't overlap in the middle, misalignment will continue to challenge organizations. To help build stronger internal alignment, it's important revenue teams can agree on what is in that Venn diagram overlap and identify how to best work together to drive success there." Key Metrics Based on the survey results, organizations are starting to pay attention to the unreliability and inaccuracy of first and last-touch attribution, with 54% shifting in favor of multi-touch for tracking marketing influence on pipeline. The most common response for measurement is marketing-qualified leads (MQLs) at 18%, followed by total pipeline at (16%), marketing-sourced pipeline (13%), total bookings/revenue (13%); and marketing-qualified accounts (MQAs) (13%). Smarter, Modernized Practices When asked how organizations are using account intelligence, including intent data and technographics, in their GTM strategy, the survey uncovered that 59% use it for account prioritization, 55% rely on it for competitive intelligence, 49% use it for personalized messaging and outreach, 39% use it to inform account selection, and 26% turn to account intelligence to time their engagements. Although both leaders and laggards had similar responses around types of data they use (account history, contact data, and marketing campaign activity), the leaders focused more on social insights (34%), technographics (27%), news (27%), and account hierarchies (26%), while laggards relied more on first-party data sources (such as website activity), which only show a part of the puzzle. The research also found that 47% of survey respondents are using "more" or "many more" intent data providers compared to the year before. B2B companies continue to struggle with data decay and other data challenges, citing missing/incomplete information (59%), data quality (56%), siloed data sources (40%), and difficulty turning data into action (32%) as ongoing issues. Room for Improvement Organizations' use of intent data is promising, as mentioned above, but there is still ample opportunity to capitalize on this even more. For example, more B2B companies could use intent data to help with timing their engagement, enabling them to be first to the party, and improving deal velocity. The survey revealed that companies are increasing their reliance on data and insights to improve their marketing and sales strategies, which is a positive trend. However, they would be better off using it first to choose the right accounts — the starting point for a successful account-based strategy. A mere 21% focused on firmographics, which are key to identifying the best-fit accounts. The industry as a whole is trending toward supporting a self-service buyer's journey, and respondents indicated they're evolving their GTM accordingly. Such efforts, like product tours (in-app walk-throughs/tutorials) (46%), interactive demos (45%), online calculators for ROI, quota, etc. (43%), and demo videos (39%), are important now and will be even more so in the future. As the industry continues to evolve and new processes, technologies, and strategies enter the fold, B2B leaders will quickly be separated from the laggards. Those companies that expect to drive efficiency and growth will need a firm understanding of modern GTM, and how to support it with internal alignment, data, tech, and progressive practices. To learn more and download the full survey report, visit https://www.demandbase.com/report/2022-c-suite-go-to-market-benchmark-survey. About Demandbase Demandbase is Smarter GTM™ for B2B brands. We help marketing and sales teams spot the juiciest opportunities earlier and progress them faster by injecting Account Intelligence into every step of the buyer journey and orchestrating every action. For more information about Demandbase, visit www.demandbase.com.

Read More

ACCOUNT BASED DATA

With Groundbreaking New Consultative Program, RollWorks Helps B2B Companies Expedite Time to Value for Account-Based Marketing

RollWorks | July 08, 2022

Account-based marketing platform RollWorks, a division of NextRoll, today launched Accelerate, a unique program that takes a hyper-prescriptive consultative approach toward helping B2B companies strengthen alignment between go-to-market teams and revenue growth. Created to help businesses take a planned and measured approach to maximize investments in account-based programs, Accelerate includes a proprietary set of programmed steps and outcomes that support an organization's business and marketing goals, facilitates team alignment, determines the right set of tactics, and helps to determine the best measurable outcomes. The custom program is designed to meet customers' needs, wherever they are on their ABM journey. "The attention to detail and focus that organizations invest toward building their account-based strategies today will affect their bottom line now—and in the long term. And at the present moment when resource-strapped teams are pushed to do more with less, time-to-value is a critical component of organizational success," said Allison Dyer, RollWorks' Director of Revenue Consulting. "At RollWorks, we do not believe there is a one-size-fits-all path to realizing ABM value. With Accelerate, anyone can now quickly establish a baseline for measuring ABM success and exponentially gain value on an expedited trajectory." Accelerate starts with personalized ABM assessment, supported by 55 unique "readiness" attributes that build a solid foundation for growth and higher levels of performance. RollWorks then maps the organization's assessment results to its proprietary Account-Based Progression Model focused on three areas: Account-Based Foundation Account-Based Program Management Account-Based Measurement and Technology "As a customer-centric sales organization, we believe in coaching our customers to success, rather than rushing them to signature. Accelerate is here to provide the strategic roadmap our customers need to feel confident and prepared to invest intelligently with ABM," said Shawn Cook, VP of Sales at RollWorks. "With a value model appropriate to their unique circumstances, our customers can grow with their strategies and define their own pathway to success—especially critical at a time where ABM is being relied upon to create the efficiencies required in today's market." "As a customer-centric sales organization, we believe in coaching our customers to success, rather than rushing them to signature. Accelerate is here to provide the strategic roadmap our customers need to feel confident and prepared to invest intelligently with ABM," said Shawn Cook, VP of Sales at RollWorks. Available at no charge for customers, and included in all pricing plans, Accelerate includes: Documented cross-functional team goals Aligned account-based program strategies Defined success KPIs for your account-based program Added Dyer: "Accelerate is part of a larger investment by RollWorks to deliver a set of programs and resources across our organization designed to delight, teach, support, serve, and grow our customers. Our goal is to create a consistent experience for our customers, better understand what stage they are in, and how best to more proactively and confidently serve them." To learn more about how the new Accelerate Program can help you make the most of your ABM programs, visit www.rollworks.com. About RollWorks RollWorks, a division of NextRoll, offers ambitious B2B companies an account-based platform to align their marketing and sales teams and confidently grow revenue. Powered by proprietary data and machine learning, RollWorks' solutions address the needs of organizations large and small — from those with best-in-class ABM programs to those just beginning their exploration. By empowering teams to identify their target accounts and key buyers, reach those accounts across multiple channels, and measure program effectiveness in their system-of-record, RollWorks is an indispensable platform for marketers and sellers who believe that an account-based approach is just good business. To learn more visit www.rollworks.com.

Read More

CORE ABM

Madison Logic Unveils New ABM Success Series

Madison Logic | September 20, 2022

Madison Logic, an ABM platform, launched its new ABM Success Series. The series includes a collection of customer-led webinars, testimonials and events that showcase how B2B marketers from enterprise software organizations leverage research and insights to implement their ABM strategies. The ABM Success Series aims to connect B2B marketers with insights and advice from leaders executing global multichannel ABM strategies. Program highlights include: Multichannel ABM Innovators Roundtable, which includes top marketing leaders from Cisco and Oracle sharing how to modernize an account-based go-to-market strategy that drives account engagement across the sales cycle and improve ROI; “The State of Multi-Channel ABM Webinar,” featuring speakers from Forrester and Citrix Systems discussing the latest research on the state of data-driven, multichannel ABM and how these findings impact future B2B marketing strategies; and Client video testimonials from marketing leaders at Salesforce, Wolters Kluwer, Vonage and Panasonic sharing their biggest marketing challenges and how they've excelled by adopting a data-led approach to identifying accounts and engaging them across a multichannel activation strategy. “Today's most successful B2B marketers understand the need to leverage data to prioritize and engage the right accounts across multiple channels,” said Tom O'Regan, CEO of Madison Logic, in a statement. “Today's most successful B2B marketers understand the need to leverage data to prioritize and engage the right accounts across multiple channels,” said Tom O'Regan, CEO of Madison Logic, in a statement. "The ABM Success Series gives our customers a forum to share how they've accelerated the customer journey and shortened sales cycles to positively impact ROI. By acting as a strategic partner at every stage of the ABM process, we enable them to drive incredible results.”

Read More