CORE ABM

Demandbase Can Offer Customers 367% ROI

Demandbase | April 25, 2022

Demandbase Can Offer Customers 367% ROI
On April 20, Demandbase announced the results of the Total Economic Impact Study that it commissioned Forrester Consulting to conduct. The study aimed to help enterprise organizations to understand the business benefits, costs, and potential return on investment by using Demandbase ABX and Advertising Clouds. The analysis was based on a $200 million, 650- employee organization.

Through the study, it was found that Demandbase delivered an ROI as high as 367% in three years with a net present value (NPV) of $1.94 million, payback in less than six months. Demandbase also helped increase revenue by close to $1 million and enabled customers to save investments on third-party tools.

"We've seen the impact Demandbase Ones has on customers time and again," says Gabe Rogol, chief executive officer of Demandbase.

"We've seen the impact Demandbase Ones has on customers time and again," says Gabe Rogol, chief executive officer of Demandbase. "It's really valuable, though, to have a highly respected, third-party research firm like Forrester conduct an independent evaluation of this impact. Their findings confirm what we've seen to be true, which is that our customers' success in sales, marketing and overall revenue is wildly amplified by using Demandbase."

"Historically, one of the most difficult, but necessary, parts of growing revenue is a strong relationship between sales and marketing," says Allison Metcalfe, chief revenue officer of Demandbase. "It's clear through this study that Demandbase not only improves ROI and revenue, but also gets to the heart of an organization by building a bridge between these two essential departments. This creates cohesion and ultimately empowers them to achieve an aligned, optimized go-to-market that puts customers first. This is an incredibly important part of what Demandbase delivers, and what fuels its noteworthy economic impact."

Forrester uncovered Demandbase benefits that organizations can avail when using Demandbase:
  • Marketing productivity gains —Demandbase's Account Intelligence helps teams save days in determining accounts most likely to buy and what content created interest. ABM teams increased their productivity and KPIs, such as a 3% improvement in the close rate for marketing sourced leads.
  • Sales productivity gains —Sales development representatives (SDRs) saw immediate improvements in their metrics, doubling their productivity. One ABM specialist said her team opened 22 new opportunities in just six months.
  • Improved sales & marketing relationships — Interviewees noted that Demandbase drove sales and marketing alignment, with one reporting a 90% adoption rate of account executives (AEs) and SDRs using the tool.

Spotlight

Choosing the right demand generation solution is a business-critical decision for any marketer. Many of these solutions are complex, and they might appear to be more alike than they actually are. Questions about support and even the vendor company itself are also important. A solution that might be appropriate for another company might not be the one for yours...


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ABM ACCOUNTS

Demandbase Accelerates Growth Around the Globe

Demandbase | February 18, 2022

Demandbase, the Smarter GTM™ company for B2B brands, today reports record international growth. With locations in the U.S., United Kingdom, and India, the company is expanding its hiring to support substantial growth in customer acquisition and revenue outside the U.S. Regions that are seeing especially heightened growth include the UK, Nordics, Germany, India, and Japan, with many others in hot pursuit. In the last 12 months, Demandbase's UK office brought in more than 35 new mid-market and enterprise customers and has plans to make imminent strategic hires across sales, account management, and customer success. "We already have an established presence in the UK and are growing fast and furious in new regions all the time," says Paul Gibson, vice president, international at Demandbase. "We already have an established presence in the UK and are growing fast and furious in new regions all the time," says Paul Gibson, vice president, international at Demandbase. "Our growth is driven by the fact that B2B sales and marketing teams are realizing they need a clear way to remove the guesswork from their go-to-market strategies. Demandbase provides that in spades, helping organizations prioritize accounts that are primed for sales and avoid wasting budget on those that aren't. Our market-leading technology just keeps getting better, giving our customers the top go-to-market suite available to power their success." Despite other providers attempting to offer similar functionality, Demandbase continues proving to be head and shoulders above the rest. In early January, Demandbase was named a Leader in the inaugural 2022 Gartner® Magic Quadrant for Account-Based Marketing Platforms. Demandbase is the only vendor to receive the highest scores for all three Use Cases in the 2022 Gartner® Critical Capabilities for Account-Based Marketing Platforms. About Demandbase Demandbase is Smarter GTMTM 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.

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CORE ABM

Madison Logic Recognized as a Challenger in 2022 Gartner® Magic Quadrant™ for Account-Based Marketing Platforms Report

Madison Logic | January 14, 2022

Madison Logic, the leading global digital Account-Based Marketing (ABM) platform, today announced that it has received its highest Critical Capabilities score for Orchestration of Display Advertising, with the highest category score evaluated in the Gartner Critical Capabilities 2022 Report, and it has been positioned by Gartner as a Challenger in the Magic Quadrant 2022 Report based on completeness of vision and ability to execute. Clients have reported Madison Logic's ability to activate digital account-based marketing programs across ABM Content Syndication, ABM Display Advertising, and ABM Social via LinkedIn is unique amongst the vendors evaluated in the Report. This multi-channel digital approach has proved crucial to driving growth at leading organizations around the world. Madison Logic enables leading enterprise and fast-growing middle-market companies with the ability to leverage proprietary purchase intent signals to identify and prioritize their target accounts, activate data-driven programs globally across the primary channels revenue marketers rely on, and measure the direct impact on pipeline and business growth. "Today's most sophisticated enterprise marketers are leveraging account-based strategies to accelerate growth," said Tom O'Regan, CEO of Madison Logic. "Today's most sophisticated enterprise marketers are leveraging account-based strategies to accelerate growth," said Tom O'Regan, CEO of Madison Logic. "With the recognition of our strength in today's dominant paid media channels, ABM Display Advertising and ABM Content Syndication, we look forward to continuing to support global software organizations to prioritize and engage their best accounts across the sales cycle." Madison Logic recently announced the latest release of the ML Platform, the leading data-driven, multi-channel media activation and account measurement platform for the enterprise, with ML Insights. The combined data set of three independent signals provides global enterprise B2B marketers with a holistic view of companies demonstrating the highest propensity to purchase. The report evaluates seven account-based marketing platform vendors based on their ability to execute and completeness of vision. According to Gartner, Magic Quadrant reports are a culmination of rigorous, fact-based research in specific markets, providing a wide-angle view of the relative positions of the providers in markets where growth is high and provider differentiation is distinct. Providers are positioned into four quadrants: Leaders, Challengers, Visionaries and Niche Players. The research provides market analysis in alignment with unique business and technology needs. As the Gartner Magic Quadrant companion report, the Critical Capabilities Report provides more in-depth insight into the product offerings of recognized vendors. About Madison Logic Madison Logic empowers B2B marketers to convert their best accounts faster by leveraging unique proprietary purchase signals to find and engage with the most influential individuals throughout the buyer journey. For more information, please visit www.madisonlogic.com.

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ACCOUNT BASED EXECUTION

6sense Announces $200 Million Series E Round, Increasing Valuation to $5.2 Billion

6sense, Saleswhale, Blue Owl, MSD Partners | January 25, 2022

6sense, the leading platform for B2B organizations generating predictable revenue, today announced it has closed $200 million in a Series E funding round. The new funding more than doubles 6sense valuation to $5.2 billion just ten months after its $125 million Series D round. Its latest funding round is co-led by new investors Blue Owl and MSD Partners and includes additional new investors SoftBank Vision Fund 2, B Capital Group, Franklin Templeton, and Harmony Partners. Existing investors Insight Partners, Tiger Global, D1 Capital Partners, and Sapphire Ventures also participated in the round, bringing 6sense's total funding to $426 million. "Ten months ago we ignited the RevTech Revolution with a promise to provide the only AI-driven platform that unifies data, people, and processes to unlock predictable revenue potential. We've delivered on this promise and the market has spoken. Our growth continues to outpace every competitor in our category, and customers consistently rave about the exceptional results they see with 6sense," said Jason Zintak, CEO of 6sense. "Ten months ago we ignited the RevTech Revolution with a promise to provide the only AI-driven platform that unifies data, people, and processes to unlock predictable revenue potential. We've delivered on this promise and the market has spoken. Our growth continues to outpace every competitor in our category, and customers consistently rave about the exceptional results they see with 6sense," said Jason Zintak, CEO of 6sense. "This investment adds fuel to our trajectory and gives us the ability to accelerate on our commitments. Our acquisition of Saleswhale is just one example of how we are transforming the way B2B organizations create, manage and convert pipeline to revenue." Dramatic shifts caused by the continuation of hybrid work in the B2B selling environment - with dispersed buying committees who often are anonymous - have accelerated the demand for a transformation in how sales, marketing, and customer success teams achieve predictable revenue growth. The 6sense platform analyzes data and behaviors to uncover accounts ready to buy and recommends the best action, channel, and messages that are most likely to connect with buyers. Companies using the 6sense platform on average experience 120% improvement in revenue effectiveness. Investments Add Fuel to Momentum Part of today's funding will be used to deliver the future of email for B2B marketing and sales teams. 6sense's acquisition of Saleswhale, an AI-driven email marketing platform, extends the native engagement channels available in the 6sense platform and builds on the company's RevTech Revolution promise to put the power of AI, big data, and machine learning behind every member of the revenue team. Additionally, today's funding will accelerate 6sense go-to-market strategies, such as: Further expansion in EMEA, Australia, and other international markets to support market demand Investing in people and technology to continue building against its aggressive product strategy Addressing demand from financial services, manufacturing, and health and life services verticals Executing on Vision, Delivering Results At the time of its Series D round in March 2021, 6sense made a commitment to provide its customers with the unified go-to-market platform for their entire revenue team. Since then, 6sense has released 52 major platform features, made two other acquisitions (Fortella and Slintel), and doubled its customer base and customer adoption. The incredible results customers experience demonstrates that 6sense has executed against its vision. Customers prioritizing accounts identified by 6sense's patented intent-based prediction model achieve, on average, 2X increase in deal size, 10% improvement in opportunity conversion rates and 25% reduction in deal-to-close time. "Today's B2B buyer demands a better, more relevant, buying experience. Those companies who provide it will win their business - today and tomorrow," said Ian Howells, Sage VP and Head of Marketing for Sage Intacct. "6sense is our competitive advantage in this area and continues to help us accelerate our growth by pushing the boundaries of innovation and the role of AI in the marketing and sales process." Massive Tailwinds This latest round of funding follows a banner year with run rate revenue exceeding $110 million and a net retention rate over 125%. 6sense has been recognized as a Leader in the Gartner 2022 Magic Quadrant for Account-Based Marketing Platforms Report; named a Leader by G2 across 11 2022 Winter Grid Reports; was named a Best Workplace by Inc. for the third consecutive year; named to the Forbes Cloud 100 list; named the #1 Top Private Cloud-Computing Companies to work for by Battery Ventures; and recognized as a Company for the Happiest Employees, Best Perks and Benefits, Best Culture, Best for Women and Best for Diversity based on employee feedback at Comparably. 6sense CEO Jason Zintak was recognized as the Best CEO by Glassdoor and Comparably this year. Notable quote references: "Disparate data silos, disconnected engagement channels and lack of cross-functional collaboration are major pain points in driving effective sales and marketing. 6sense's solution acts as the centralized orchestration engine for the entire revenue operation team (marketing, sales, customer support, management) to drive more informed and impactful prospect/customer engagement strategies. We are excited to support 6sense in its continued mission to improve revenue operations," said Andy Lefkarites of Owl Rock (a division of Blue Owl). "The impressive growth 6sense has achieved is evidence of the tremendous value they deliver to customers and partners, along with the quality of the team behind it all. We're proud to invest in 6sense to catalyze its bold vision for how revenue teams achieve growth," said Victor Hwang of MSD Partners. "We believe 6sense is a pioneer and the clear leader in defining revtech, a new category that bridges B2B marketing to sales and data intelligence, and look forward to supporting Jason and his team in their continued growth." To learn more about what this exciting moment means for the RevTech Revolution, read Jason Zintak's blog post. About 6sense The 6sense Account Engagement Platform helps B2B organizations achieve predictable revenue growth by putting the power of AI, big data, and machine learning behind every member of the revenue team. 6sense uncovers anonymous buying behavior, prioritizes accounts for sales and marketing, and enables them to engage resistant buying teams with personalized, multi-channel, multi-touch campaigns. 6sense helps revenue teams know everything they need to know about their buyers so they can easily do anything needed to generate more opportunities, increase deal size, get into opportunities sooner, and compete and win more often. Visit 6sense.com for more information. About Saleswhale Saleswhale helps B2B companies like InVision, Sage, LaunchDarkly, Randstad and Cisco connect with buyers and generate sales meetings. Saleswhale uses AI to write personalized emails, engage in meaningful conversations with buyers, and detect when a buyer indicates interest. Customers on average see a lift up to 250% in their sales pipeline from by engaging buyers with Saleswhale. Visit saleswhale.com to learn more. About Blue Owl Blue Owl is a global alternative asset manager with $82.9* billion in assets under management as of September 30, 2021. Anchored by a strong permanent capital base, the firm deploys private capital across Direct Lending, GP Solutions and Real Estate strategies on behalf of Institutional and Private Wealth clients. Blue Owl's flexible, consultative approach helps position the firm as a partner of choice for businesses seeking capital solutions to support their sustained growth. The firm's management team is comprised of seasoned investment professionals with more than 25 years of experience building alternative investment businesses. Blue Owl employs over 350 people across 10 offices globally. For more information, please visit us at www.blueowl.com. *Proforma as of 9/30/21 to include AUM attributable to Oak Street which became a Blue Owl Company on 12/29/21. About MSD Partners MSD Partners, L.P. is a leading investment firm focused on maximizing long-term capital appreciation across its core areas of investing expertise – Credit, Growth, Private Capital and Real Estate. The Firm deploys capital on behalf of Dell Technologies founder and CEO Michael Dell and his family, as well as other like-minded, long-term-oriented investors. MSD Partners, which operates from offices in New York, Santa Monica and West Palm Beach, manages in excess of $20 billion. For further information about MSD Partners, please see www.msdpartners.com.

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ACCOUNT BASED DATA

FUSIONWRX Inc. Finishes Runner-Up for the 2021 “Best Customer Experience Execution” Pinnacle Award from the American Marketing Association

FUSIONWRX Inc | January 31, 2022

FUSIONWRX Inc, a Flottman Company is a full-service marketing agency based in Northern Kentucky, with a focus on digital marketing. One of their specializations is building and optimizing Google Business Profiles, formerly named Google My Business listings, for regional and national clientele. FUSIONWRX was recognized as a Pinnacle Award finalist for employing this tactic to improve online presence and sales entitled “Increasing Online Sales Success for the Jeff Wyler Automotive Family.” Every year, the Cincinnati American Marketing Association honors hundreds of standout marketers through their Pinnacle Awards. The AMA Cincinnati Pinnacle Awards are the highlight of the year for local marketers, and a chance to celebrate regional industry excellence. These awards highlight top performers across Ohio, Kentucky and Indiana in the fields of marketing, entrepreneurship, promotions and advertising. In early December of 2021, the AMA named FUSIONWRX and Health Carousel as finalists for an award in the category of Best Customer Experience Execution. The category of customer experience has been revered as highlighting the ultimate marketing tool. This category welcomes submissions from organizations that facilitate the pathways that anticipate wants, needs and problems, and addresses them in a way that makes a difference. FUSIONWRX received their honor in recognition of their efforts with the Jeff Wyler Automotive Family. In the midst of the pandemic, Jeff Wyler, like many other retailers, was forced to modify the way they do business, pivoting from a primarily face-to-face sales model to a predominantly online sales format. At the onset of the pandemic, FUSIONWRX immediately acted to make Jeff Wyler’s online sales and purchase portals more visible, viable and accessible. By verifying information, enhancing content and increasing imagery across all thirty Jeff Wyler dealership Google Business Profile listings, FUSIONWRX delivered exponentially more organic search traffic than previous years. This increase in potential purchaser website visits led to more opportunity, more interest and ultimately more sales. Congratulations to the FUSIONWRX Inc TEAM: Robert (Bob) Niederhausen – Marketing Intern, Cincinnati State Technical and Community College Chelsea Vaal – Senior Designer and Marketing Manager Ed McMasters – Director of Marketing and Communications Byron Slaby – Director of Business Development At the 2021 Pinnacle Awards Ceremony, FUSIONWRX was honored as Runner-Up in the customer experience category and received a framed certificate and admiration of their peers. According to Ed McMasters, Director of Marketing and Communication for FUSIONWRX, “…this award showcases the dedication our team shows our clients. I am proud of our team and thankful for clients that believe in us and our abilities. It is because of our clients we are able to be successful, we win only when they win.” According to Ed McMasters, Director of Marketing and Communication for FUSIONWRX, “…this award showcases the dedication our team shows our clients. I am proud of our team and thankful for clients that believe in us and our abilities. It is because of our clients we are able to be successful, we win only when they win.” About FUSIONWRX Inc FUSIONWRX Inc, a Flottman Company is an integrated digital and traditional marketing agency, serving clients in the food service, financial, educational and service industries. FUSIONWRX supplies clients with a multitude of media outlets to connect with their target audience, digital ads, directory listings, print materials and social media communications. Growth in the fields of content management, geofencing and out-of-home media have diversified FUSIONWRX’s service portfolio, adding to their product offerings. FUSIONWRX has experience working with companies of all sizes, from family and private businesses to leading Fortune 500 companies. FUSIONWRX is part of the 100-year-old Flottman Company Inc.’s family of businesses that are all women-owned, third-generation family businesses. FUSIONWRX is a three-time recipient of the Print Solutions PEAK Award for Top Marketing, Cross-Media Campaigns. Clutch, a global marketing research company, ranked FUSIONWRX amongst the top digital, public relations, web design and strategic marketing business-to-business firms in Cincinnati, Ohio.

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Spotlight

Choosing the right demand generation solution is a business-critical decision for any marketer. Many of these solutions are complex, and they might appear to be more alike than they actually are. Questions about support and even the vendor company itself are also important. A solution that might be appropriate for another company might not be the one for yours...

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