Ed Marsh to Speak on Third-Party Intent Data and 360 Degree Single Customer View

IntentData io, Inc | January 23, 2020

IntentData.io, Inc. today announces the Ed Marsh has been invited by customer data platform vendor BlueVenn to share insights on third- party intent data at their annual User Summit in Raleigh, NC January 27-28. The session, entitled “Best Practice: Using Intent Data to Identify, Personalize and Orchestrate” will explore how a CDP can empower marketing and sales to integrate multiple third-party data sets along with first-party and enrichment data to deliver a complex and actionable Single Customer View. “Every marketer agrees that personalized experiences and journeys are the key to success in today’s competitive markets,” says Ed Marsh, CRO of IntentData.io, Inc. “And nearly everyone will tell you in confidence that it’s a fantasy. Except it doesn’t need to be. With the right data and tools it’s possible to anticipate buyers’ journeys and hyper-personalize at scale.”

Spotlight

That’s why we think Account Based Marketing (ABM) is too limited a name, and it’s why instead we use the term Account Based Sales Development (ABSD). It’s not a one-off tactic, it’s not a single-department strategy, and it’s not a technology category. Account Based Sales Development is a business strategy that must be embraced by the entire organization.  If you want to find big returns on your ABSD efforts, you must embrace this mindset. It’s a way of running your revenue team like a machine. The focus moves from leads to accounts. The silos break down. Your team rallies around the customer.


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ACCOUNT BASED ADVERTISING

Demandbase Teams Up at the World Wide Web Consortium (W3C) to Help Shape the Future of Privacy and Advertising

Demandbase | March 16, 2022

Demandbase, the Smarter GTM™ company for B2B brands, today announces it has joined the World Wide Web Consortium (W3C), the international community that works to lead the web to its fullest potential. As the only Account-Based Experience (ABX) member, Demandbase will be part of the working group and standards organization, Demandbase will take part in helping to define the protocols and guidelines that ensure the long-term growth of the web. Even more specifically, the company will lend its extensive insights into the rapidly evolving fields of digital advertising, buyer privacy, buyer data, and more. "We're proud to be part of W3C, which is widely respected as a community leader of ideas and practices in the digital space," says Juan Alvarado, the vice president of the Advertising Cloud at Demandbase. "Together, alongside other members and the W3C full-time staff, we'll work to shape the future of online advertising and privacy. We have a strong point of view about these issues at Demandbase, formed through experience and robust data, and are looking forward to drawing on both as we help to further W3C's important mission." In recent years, digital advertising has been upended by changes made to protect privacy, which have impacted advertisers' abilities to target buyers. With its Advertising Cloud product and more than 550 advertisers using its B2B Go-To-Market platform, Demandbase is well-versed in the nuances of successful online advertising for accounts. The company's goal is to help determine viable solutions for the future that respect buyer privacy as well as give advertisers the tools they need to reach interested buyers. 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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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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ABM ACCOUNTS

MRP and ServiceNow to Present at Upcoming #B2BMX: Next-Level ABM Conference

MRP, ServiceNow | June 03, 2022

MRP, the only enterprise-class account-based sales and marketing platform, today announced that ServiceNow will present a case study, “Increasing Speed to Revenue with Insight-Driven ABM”, at the upcoming virtual B2BMX: Next-Level ABM event. The session takes place on Tuesday, June 7 from 3:30 – 4:00 pm EDT. In addition, MRP will host “Beyond Intent: Harnessing Next-Gen AI To Advance Your ABM Strategies” on Wednesday, June 8 from 2:15 - 2:45 pm EDT. The interactive strategy session will help enterprise marketers achieve growth and performance from ABM programs in complex operating environments. MRP’s CMO Mark Ogne will share an insider’s view of how to leverage everything from intent data to predictive analytics for a more informed, more connected, more contextual world of account-based intelligence. Drawing on real-world successes of data-first full-funnel engagement strategies, the session will empower attendees to: Pinpoint how today’s intent data can help — and hurt — ABM decisions; Identify actionable insights, and learn what it takes to action it; Gain a competitive advantage with the latest advancements in machine learning; Learn what multidimensional Account Intelligence looks like; Fill current data gaps using advanced account profiling indicators. “Actionable insights are the fuel for high-performing sales and marketing teams. However, too many operate, unknowingly, on incomplete and incorrect information. Confusing best practices drive many to make critical business decisions based on isolated or incomplete data sets,” said Mark Ogne, CMO of MRP. “It’s our mission to give revenue teams the tools and power necessary to make the most-informed decisions and wisest investments. This session offers a crash course in unpacking industry misinformation regarding mass market intent data, and how AI/machine learning and predictive analytics can supercharge ROI from ABM investment.” “Actionable insights are the fuel for high-performing sales and marketing teams,” said Mark Ogne, CMO of MRP. A platinum sponsor of B2BMX: Next-Level ABM, MRP is proud of its ongoing commitment to helping the enterprise marketing community achieve new levels of ABM success. In addition to the session, MRP will offer attendees on-demand access to The Role of ABM Technologies in the Enterprise webinar with Forrester Principal Analyst Malachi Threadgill, which takes place Tuesday, June 7 from 2:30 - 3:30 PM ET, as well as recent proprietary research and an interactive RFP-building tool for enterprise organizations. Marketers will also receive access to the most recent Forrester New Wave™: Account-Based Marketing Platforms, Q1 2022, where MRP was named a leader and recognized for its broad engagement capabilities, global reach, and suitability for large enterprises. About MRP MRP Prelytix™ is the only enterprise-class predictive account-based sales and marketing platform. For organizations that serve multiple partners, lines of business, geographies, or industries, MRP Prelytix empowers sales and marketing teams to simplify their environment’s complexity and produce measurable and high-performance conversion, pipeline velocity and closed revenue. Applying the industry’s only real-time predictive analytics and data management, we fuel over 1,000 ABM engines across six continents to coordinate, execute, and optimize their ABM programs using eight channels produced in 20 languages. Powered by KX, Prelytix sits on top of the fastest streaming analytics database in the world. For more information, visit: www.mrpfd.com.

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CORE ABM

With Notable New Honors from G2 and TrustRadius, RollWorks Continues to Prove There is No One-Size-Fits-All Approach to ABM Success

RollWorks | May 19, 2022

Account-based marketing platform RollWorks, a division of NextRoll, continues to lead category market innovation and build on its momentum as a trusted partner for companies looking to accelerate revenue growth with ABM. After hitting a significant milestone with HubSpot, and launching partnerships with Drift and G2 to strengthen its platform capabilities, the company announced it has received 2022 Top Rated Awards from TrustRadius in the ABM and Ad Serving & Retargeting categories. RollWorks also received 15 leader awards in the G2 Spring Grid® Report and was named an Account-Based Leader for the seventh consecutive quarter and a Momentum Leader for the sixth consecutive quarter in G2's 2022 Winter Report. TrustRadius RollWorks received 2022 Top Rated Awards from TrustRadius in both the ABM and Ad Serving & Retargeting categories. Since 2016, the TrustRadius Top Rated Awards have become the B2B's industry standard for unbiased recognition of technology products. TrustRadius uses a detailed criteria breakdown of the methodology and scoring to determine TopRated winners. With a trScore of 7.9 out of 10, RollWorks is recognized by the TrustRadius community as a valuable player in the ABM software category. Comments from recent reviews of RollWorks on TrustRadius: RollWorks also helps us with attribution of the marketing campaigns that are critical to driving performance throughout the funnel. We've had better insights andreporting than ever before.- CMO RollWorks is far superior when it comes to its ABM advertising platform. The user-friendliness of it and the hyper-advanced reporting for playbooks is fantastic.- Digital Marketing Manager G2 RollWorks averages 4.4 out of 5 stars in user reviews and has been consistently named a Leader by G2, a top industry destination where buyers go to read and write authentic reviews about software products and services. Comments from recent reviews of RollWorks on G2: Rollworks account insights and audience segmentation helps us see who is engaging, on what topics, and where they are in our journey stage. We are able to easily track our target account lists and target with the appropriate ads.- Marketing Director The platform is really easy to navigate, setting up campaigns is quick, the interface walks you through everything step by step. What I really appreciate is the journey funnel view...This is really helpful in knowing when to hand off a marketing lead to our SDR team.- Marketing Manager In the G2 2022 Spring Grid Report, RollWorks received 15 leader awards across Account-based Advertising, Cross-Channel Advertising, Display Advertising, Marketing Account Intelligence, Market Intelligence, Retargeting, and Social Media Advertising categories. G2 Grid Reports are released quarterly, and rank products based on reviews gathered from its community, as well as data aggregated from online sources and social networks. Products in the Leader quadrant are "rated highly by G2 users and have substantial market presence scores. RollWorks was also included in G2's Winter 2022 Report as an Account-Based Platform leader for the seventh consecutive quarter, a Momentum leader for the sixth consecutive quarter, and Highest User Adoption. The company received nine additional badges, including Easiest to Use Small Business and Highest User Adoption Mid-Market. 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.

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Spotlight

That’s why we think Account Based Marketing (ABM) is too limited a name, and it’s why instead we use the term Account Based Sales Development (ABSD). It’s not a one-off tactic, it’s not a single-department strategy, and it’s not a technology category. Account Based Sales Development is a business strategy that must be embraced by the entire organization.  If you want to find big returns on your ABSD efforts, you must embrace this mindset. It’s a way of running your revenue team like a machine. The focus moves from leads to accounts. The silos break down. Your team rallies around the customer.

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