ABM ACCOUNTS

6Sense,Which uses Artificial Intelligence to Power Account Engagement, has Raised $125 million

6Sense | April 06, 2021

6Sense, an account engagement startup, announced today the completion of a $125 million series D fundraising round led by D1 Capital Partners, valuing the firm at $2.1 billion post-money. According to 6Sense, the investment will support the company's growth and product strategies, especially in the areas of machine next-best-action prediction, data analytics, and AI-powered orchestration capability.

Until engaging with sales teams, business-to-business customers are usually 57 percent of the way to a purchase decision. Furthermore, only 23% of executives are confident in the pace at which they obtain accurate observations.

In 2013, five entrepreneurs — Amanda Kahlow, Dustin Chang, Premal Shah, Shan Moriah, and Viral Bajaria — cofounded 6Sense, motivated by the belief that AI could play a role in helping close the transaction.

6Sense's product collects intent signals from known and unknown channels, such as the internet, to create customer segments based on account, behavioral intent, or a combination of the two. With machine learning-based fit ratings, 6Sense recognizes contacts and builds out tailored customer lists, assisting in the prioritization of outreach sales activities and increasing conversions. In response to sales prospects' demands, the platform also initiates marketing communications through apps such as Marketo and Eloqua. Furthermore, it allows salespeople to communicate with purchasing teams through multichannel, multitouch campaigns.

Because of its ability to better target customer communications, automation is now regarded as essential by marketers to increase campaign outreach. Email automation campaigns are among the top three strategies used by advertisers to boost efficiency, according to a new HubSpot report. Besides, according to Salesforce, 67% of sales leaders used a marketing automation platform in 2017.

The platform of 6Sense is driven by a demand graph, which catches signals and automatically links them to sales prospects. Every day, algorithms ingest historical intent data to recreate account-based buyer journeys for any given company, while also tracking the demand graph and evaluating changes in intent to score hundreds of millions of accounts and individuals.

Segment Performance Reports and Custom Talking Points are two new features from 6Sense that allow marketers to analyze trends in account interaction and development through the purchasing stages and provide driven discussion points focused on customer intent, position, and fit. Next Best Actions was introduced in February 2020, and it uses AI to provide custom development leaders with a prioritized list of actions to involve purchasing teams within a specific account.

6Sense competes with ZoomInfo to some extent. Demandbase, which has raised over $150 million in capital from high-profile investors, as well as Lattice Engines and Leadspace, are other startups in the segment.

According to Forrester, investment in marketing automation systems will increase "vigorously" over the next few years, hitting $25.1 billion annually by 2023, up from $11.4 billion in 2017. According to estimates, 55 percent of marketing decision-makers plan to boost their investment in marketing technologies, including AI and machine learning, with one-fifth expecting an increase of 10% or more.

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This infographic delivers data and insights to get you thinking about how to enhance your inbound marketing efforts.Today’s consumers are savvy. They do much of their own product research online, educating themselves on every version of your solution in the marketplace.


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ACCOUNT BASED DATA

CaliberMind Launches New B2B Funnel To Track Key KPIs & Trends

CaliberMind | October 19, 2022

CaliberMind, the leading B2B data platform for revenue analytics you can trust, today announces new funnel models and visualizations for new and existing customers. This module, called CaliberMind Funnels, is now available and creates a lower entry point for first-time customers. CaliberMind’s Funnels are purpose-built for B2B organizations and blend data from every sales and marketing touchpoint so that you can focus on delighting your prospects, improving your success rate, and defending your marketing investment. The new funnel module looks at both sales and marketing data and aggregates key benchmarks at the account level for one go-to-market view. This puts them in an excellent position to answer the question, “Can I see what works at each stage in the funnel?” “We want to empower and equip revenue leaders to become visionary leaders in the workplace."said Eric Westerkamp, CEO of CaliberMind. “We want to empower and equip revenue leaders to become visionary leaders in the workplace. They often have crucial data first but need the right tool to harness that information to identify trends before the rest of the market knows they’re happening. Our funnel allows you to leave your system configured exactly as it is today – optimized for people engaging with your brand and flagging them to sales – while providing you with account-based funnel insights your business needs to predict gaps in pipeline and bookings or identify friction points in the buyer journey,” said Eric Westerkamp, CEO of CaliberMind. How CaliberMind’s Funnel is different No Assumptions- Fixes common issues–such as duplicate records and mismatched lead records–before analyzing your data and acting on it. Account-Based Signals- Looks across the account to determine whether thresholds are met, regardless of who kicked off the engagement. Event-Based Triggers with Process Automation & System Integration - Signals different stages in the funnel to understand where an account is at in the journey and puts all data in one dashboard so that everyone is focused on alignment and velocity, rather than credit and accuracy. Multiple Funnels- Have as many funnels as you would like for a small fee. Measure and analyze different business units or products that create different behaviors in the target audience. Custom Dashboards- Clone existing dashboards and apply different filters or completely build it from scratch. Automate & Activate- Access and use your data how and when you want. "A big sticking point between marketing and sales is that we use different metrics to gauge whether or not go-to-market efforts are working. Because CaliberMind offers a platform that connects to your key go-to-market tools and organizes the data by person and account, it makes sense that their next move is to help operations teams implement funnels. CaliberMind’s approach will help organizations have clearer insights in a fraction of the time it takes to build it in-house,” said Jess Bahr, CaliberMind Advisor and Head of Performance Marketing at Metadata.io. About CaliberMind CaliberMind was founded in 2016 with the belief that the value of marketing is more than activity linked to pipeline. Go-to-market leaders are sitting on a mountain of data full of the earliest interactions your brand will ever have with ideal buyers. We make sense of that data so revenue leaders can take their place in B2B as visionaries. For more information, visit calibermind.com or follow us on LinkedIn.

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ACCOUNT BASED DATA

Trescon ventures into demand generation space with Demandify Media

Demandify Media, Trescon | September 06, 2022

One of the world's fastest growing business events and consulting firm, Trescon, has now set its footprint in the demand generation space with Demandify Media, based in Pune, India and a divisional office in Miami, United States. The team at Demandify Media will leverage its years of experience in serving clients with services ranging from business strategy, events, content marketing, and interactive experiences, among others. Outbound cold calling alone doesn't work, and inbound marketing can be expensive, difficult, and time-consuming. Keeping the need of the hour in mind, on 2nd August 2022, Trescon announced its latest venture Demandify Media, their demand generation arm. Based out of Pune, India, Demandify Media is a performance-oriented organization that is focused on making an impact. With services ranging from Content and Email Marketing, AI ABM (Account-based Marketing), Intent Data Bank, Display Advertising, Lead Gen., Webinars & Events, Demandify Media will leverage its powerful RoI solutions for clientele spread globally. This strategic decision comes from an insightful understanding of the gap between a company's objectives v/s achievements, and how demand generation can fill the void. By joining forces together, Trescon & Demandify Media will be able to deliver a thoughtful, data-driven, analytics-led approach to deliver better outcomes. Demand generation as a discipline comprises various tactics, strategies, skills & abilities, which many marketers blaze through the math and statistics, while not realizing their potential. As per industry reports, two of the biggest challenges faced by marketers and businesses are generating high-quality leads and then making sense of the data generated. This collaboration between Trescon and Demandify Media will help businesses of all shapes and sizes to overcome these issues. Demandify Media has also launched its first publication DemandTeq, and is further planning to launch HRTeqConnect, MarTeqConnect, and FinTeqConnect in the near future. Sunny Ashpal, the Co-founder of Demandify Media, says, "We conceptualised and started Demandify Media with the aim of assisting tech companies to fulfill their sales and marketing goals by connecting them to the best industry practices." Sunny Ashpal, the Co-founder of Demandify Media, says, "We conceptualised and started Demandify Media with the aim of assisting tech companies to fulfill their sales and marketing goals by connecting them to the best industry practices." Mohammed Saleem, the Founder & Chairman of Trescon was found quoting, "Businesses are always on the lookout for an omnichannel approach, and this is why we're here, to help them out with amplified content strategy, in the most frictionless manner, ultimately generating quality leads. We are excited to launch Demandify Media, and are sure that our AI ABM (Account based Marketing) strategy will help a lot of businesses with their daily demands." About Demandify Media Demandify is The B2B Demand Generation and Media partner for your marketing strategies with owned and operated publication for each segment of the business, right from IT, Marketing, HR, Finance and Supply chain connecting solutions, software and service providers directly with their Target Audience. It stands apart from the competition with its Artificial Intelligence driven Account Based Marketing solutions, Proprietary algorithm tool that helps generate Intent Data, Drive impressions and traffic to the client's site with Top of the funnel campaigns that provide LIVE status updates, Deliver High intent prospects directly into the client's CRM through Mid and Bottom of the funnel campaigns be it Content Syndication, High Qualified leads, BANT and Appointment Generation campaigns all through its owned, operated and cooperated publications that caters to over 1.5 million professionals (Figure to be confirmed by Trescon) thanks to its parent company Trescon Global Know more about this next generation media company at www.demandifymedia.com About Trescon Trescon is a global business events and consulting firm that provide a wide range of business services to a diversified client base that includes corporations, governments, and individuals. Trescon is specialized in producing highly focused B2B events that connect businesses with opportunities through conferences, roadshows, expos, demand generation, investor connect, and consulting services.

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ACCOUNT BASED DATA

People.ai Unveils Three Enterprise Revenue Intelligence Solutions

People.ai | September 14, 2022

People.ai, the enterprise revenue intelligence leader, today announces the launch of its newest product capabilities, including Engagement Dashboards, Account Planning, and People.ai for Oracle Sales Cloud to help sales and ops teams drive greater efficiency, deeper relationships and clearer visibility. According to LinkedIn's Global State of Sales 2022 report, sellers spend only 30% of their time actually selling, making automatic activity data capturing essential for reps to do the most important part of their job. Also noted in the report, 81% of sellers are losing deals from key contacts leaving client or prospect companies, and 45% say incomplete data is their biggest data challenge. More automation and visibility into pipeline means salespeople can win more deals and generate more revenue. "The industry today has turned selling into an obstacle course, where reps need to navigate so many hurdles in order to actually do their job. We're clearing the pathway so teams can focus on what matters: building revenue," said Oleg Rogynskyy, CEO of People.ai. "The industry today has turned selling into an obstacle course, where reps need to navigate so many hurdles in order to actually do their job. We're clearing the pathway so teams can focus on what matters: building revenue," said Oleg Rogynskyy, CEO of People.ai. "Our newest product offerings aim to transform the B2B sales process by providing our customers with more data and greater insight to accelerate business decisions that will grow pipeline, increase deal sizes, shorten sales cycles and boost win rates." Key features of People.ai's new product offerings include: Engagement Dashboards People.ai's Engagement Dashboards provide sales and ops teams with a powerful out-of-the-box experience for both buyer and seller engagement visibility. With Engagement Dashboards, sales and ops teams can pinpoint at-risk accounts and opportunities in real time by easily creating personalized tables with custom metrics based on any CRM or People.ai field. Vonage, an innovation leader in leveraging sales technology across their account-based selling initiatives and People.ai customer, is an early adopter of this new solution. "Leveraging People.ai's multi-org SFDC enabled us to completely revamp our coaching culture and approach to account-based selling," said Frankie Panicucci, sales operations generalist at Vonage. "Our sales leaders now have more data and visibility into pipeline health, which gives us the ability to increase account engagement where needed and achieve our revenue goals." People.ai Account Planning People.ai's Account Planning application enables enterprise sales leadership to operationalize their account planning methodology, process and strategy, all natively in Salesforce. Coupled with People.ai data automation and insights, Account Planning helps sellers visualize and develop a deeper understanding of the buyer's business, goals, and obstacles to identify opportunities, resulting in increased pipeline in existing and target accounts. People.ai for Oracle Sales Cloud As a part of Oracle's recent announcement about the next iteration of Oracle Fusion Sales, People.ai and Oracle have partnered together to transform the sales process into a modern revenue engine. The result of that partnership, People.ai for Oracle Sales Cloud, will help customers generate more revenue by increasing sales productivity, which will drive more and bigger deals faster and increase buyer satisfaction. "We're collaborating with People.ai because we're equally laser-focused on transforming the sales process into a modern revenue engine," said Katrina Gosek, vice president, product management, Oracle Customer Experience. "Together, we will be able to provide our mutual customers with the actionable revenue insights needed to drive significant revenue transformation and growth. For more information about People.ai's product and service offerings, please visit https://people.ai/product/ About People.ai People.ai is the leader in guiding enterprise sales teams on the proven path to pipeline and revenue generation. The People.ai enterprise revenue intelligence platform ensures organizations speed up complex sales cycles by engaging the right people in the right accounts. Through our patented AI technology, People.ai enables sales teams to clearly see whom to engage with in each of their accounts and exactly what to do to deliver the highest yielding deals. Enterprises such as AppDynamics, DataRobot, Okta, and Zoom know that people buy from people, that's why people buy from People.ai. For more information, please visit www.people.ai

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ACCOUNT BASED EXECUTION

Uberflip Recognized in an Impressive 41 G2 Fall 2022 Reports

Uberflip | September 27, 2022

Uberflip, the leading cloud-based content experience platform (CEP), today announces it has been named to 41 G2 Fall 2022 reports with recognition as a leader in four G2 grid reports. The G2 Grid® Reports are a result of real user ratings and reveal which solutions have the most satisfied customers and largest market presence. "The recognition that comes with being a leader in content experience in the G2 Grids is impactful because they represent the true feelings of customers," says Jason Dea, vice president of product at Uberflip. "We're hyper-focused on providing innovative solutions to create engaging, relevant content experiences at scale for each stage of the buyer journey for our customers. The fact that so many are finding value is extremely rewarding." Specifically, Uberflip was called out as a leader in the following reports: Enterprise Grid® Report for Account-Based Web and Content Experiences Enterprise Grid® Report for Content Experience Platforms Momentum Grid® Report for Content Experience Platforms Grid® Report for Content Experience Platforms "Having founded the Content Experience movement and watching it take flight over the past few years has been extremely rewarding," said Yoav Schwarz, co-founder and CEO of Uberflip. "Recognition from customers shows us we're on the right path and gives me even more confidence that what we're building next will continue to delight our customers and expand our nascent market". "Having founded the Content Experience movement and watching it take flight over the past few years has been extremely rewarding," said Yoav Schwarz, co-founder and CEO of Uberflip. To learn more about what real users have to say, or to leave your own review of Uberflip on G2's review page, please visit https://www.g2.com/products/uberflip/reviews. About Uberflip Uberflip is a content experience platform that empowers marketing and sales to create engaging, relevant content destinations quickly for every campaign, audience, and stage of the customer journey. Marketers use our platform to scale how they incorporate content into every touchpoint and remove friction from the customer journey by surfacing the right content at the right time. For more information, visit uberflip.com.

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Spotlight

This infographic delivers data and insights to get you thinking about how to enhance your inbound marketing efforts.Today’s consumers are savvy. They do much of their own product research online, educating themselves on every version of your solution in the marketplace.

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