CORE ABM

G2 Announces New Integrations With 4 ABM Platforms

G2, 6sense, Demandbase, RollWorks and Triblio | October 18, 2021

G2, a business software and serviews reviews platform, expanded its ABM integration stack through partnerships with 6sense, Demandbase, RollWorks and Triblio. The company aims to enable the partners’ shared userbases to adapt to trends in B2B software purchasing and accurately market to accounts actively showing intent.

To help the 67% of B2B software vendors who engage target accounts at the wrong time, these new integrations will allow the four partner companies to assimilate G2’s buyer intent data directly into their ABM platforms. The userbases can use the intent data to identify where accounts are in their journeys, find key accounts in their target account lists (TALs) that are displaying intent and engage active accounts accordingly.

By building bridges between multiple ABM platforms, G2 hopes that marketers can enhance their ABM programs with more efficient workflows and better target and engage their key accounts.

"Software buying cycles are getting shorter — 85% of all buying decisions are made in under six months, including 82% of decisions at enterprise organizations,” said Mike Weir, Chief Revenue Officer at G2, in a statement.


"Software buying cycles are getting shorter — 85% of all buying decisions are made in under six months, including 82% of decisions at enterprise organizations,” said Mike Weir, Chief Revenue Officer at G2, in a statement. “This is a stark contrast to years of research saying enterprise buying takes 12+ months. This makes ABM absolutely critical for many software sellers. With G2 buyer intent integrations, ABM strategies are turbocharged by first-party data, giving marketing professionals the ability to deliver targeted, personalized campaigns like never before."

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Other News
ABM ACCOUNTS

Jabmo’s Chief Commercial Officer Shares Insights on Data-driven ABM at The ON24 Experience

Jabmo | June 06, 2022

Jabmo , the leading provider of Account-Based Marketing (ABM) solutions to the manufacturing, life sciences, and healthcare industries, announces a virtual presentation from Chief Commercial Officer (CCO), Tav Tepfer, is now available on demand through The ON24 Experience. In the session titled, “Using Engagement Data to Transform Your Marketing,” Tepfer and Tessa Baron, ON24 VP of Marketing, explore how B2B marketers can make practical use of data to power their ABM and digital marketing strategies. The ON24 Experience is an interactive virtual summit designed to help companies deliver more value to audiences, generate more insights, and convert prospects into customers. As CCO at Jambo, Tepfer has helped the world’s leading manufacturing and life sciences companies drive growth with cutting edge Account-Based Marketing strategies and technologies. Tepfer brings this proven ABM expertise and industry-specific perspective to her breakout session, where viewers will learn: How B2B buying has changed in the digital buying group era How to generate engagement data from digital experiences How to culminate first-party data from all digital touchpoints to understand buying group intent How to surface actionable insights that really matter to Marketing and Sales Tepfer said, “In the world of digital B2B buying and selling, large buying groups hold all the power. Sales reps used to be the go-to source for all knowledge about a company’s solutions, but now buyers can go online to get every piece of information they need to make a decision—without ever contacting Sales. It’s time for marketers to take back control. So in this ON24 Experience session, we dive into how marketers can leverage first-party data to guide entire buying groups through the digital journey, then empower Sales to act when the time is right.” “In the world of digital B2B buying and selling, large buying groups hold all the power." -Tepfer,ON24CCO Baron and Tepfer wrap up the presentation with insights into refining messaging, connecting touchpoints, accelerating buying journeys, and creating end-to-end digital experiences. “First-party data is such a valuable resource. But without a way to aggregate it and make data actionable, it’s just disconnected data points and noise,” concluded Tepfer. “At Jabmo, we help our clients unite and analyze all their marketing data at an account level for visibility into engagement across key accounts that really matter. I’m excited for this opportunity to share what I’ve learned at Jabmo, so attendees can start harnessing data in their own organizations.” About Jabmo Founded in​ Paris, ​Jabmo​ ​is the worldwide leader in​ account-based marketing (ABM) for manufacturing, life science and other industries that rely on complex sales for growth. Jabmo USA is headquartered in Austin, Texas. The company also has offices in EMEA and APAC. Jabmo offers a next-generation marketing technology platform and advertising solutions for B2B marketing & sales teams to grow reach, engagement, and revenue with key accounts.  ​​For more information or to request a demo, please visit: www.jabmo.com.

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ACCOUNT BASED EXECUTION

Jabmo Adds Dynamic Intent Scoring to Its ABM Platform

Jabmo | April 29, 2022

Jabmo, a provider of account-based marketing (ABM) solutions to the manufacturing, life sciences, and healthcare industries, has introduced advanced intent scoring to its Omnichannel ABM platform. The updated scoring system assigns each key account a numerical buying intent score from 0 to 100 based on first-party engagement data from all website activity and marketing interactions. This evaluation can be customized with specific criteria, surfacing insights that help B2B marketing and sales reps select the most valuable target accounts and prioritize those getting ready to buy. Intent scores for key accounts and target accounts are delivered through the Jabmo Account Sensing dashboard. To generate these scores, Jabmo's account sensing technology identifies accounts engaging with website and marketing content. The ABM platform monitors all interactions from both known and anonymous visitors to uncover where accounts moved along the buying group journey and when they're ready for the next marketing or sales action. Then, Jabmo allocates a dynamic score between 0 and 100 to each account, based on a comprehensive evaluation of engagement activities, company attributes, and customizable filters. Account-level intent score components include the following: Buying group size, including known and anonymous buying group members; Key pages viewed, average time spent, and content consumed; Activity on pages designed for specific stages of the buying group journey; and Omnichannel engagement signals. Jabmo users can further refine their evaluations by date ranges, industries and sectors, countries and regions, accounts and divisions, and marketing channels. "With this latest update, our customers can not only go deep on target accounts selected for account-based advertising but also gain greater visibility into all accounts engaging with their website and marketing content anonymously."said Nick Heys, CEO of Jabmo, in a statement. "With this latest update, our customers can not only go deep on target accounts selected for account-based advertising but also gain greater visibility into all accounts engaging with their website and marketing content anonymously. Ultimately, these insights help marketing and sales teams win more deals faster by focussing and engaging with the key accounts most likely to buy," said Nick Heys, CEO of Jabmo, in a statement.

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Qualified Unveils the Pipeline Cloud to Transform Pipeline Generation for Revenue Teams That Use Salesforce

Qualified | April 06, 2022

Qualified, the pipeline generation platform for revenue teams that use Salesforce, today launched the Pipeline Cloud, a revolutionary new set of technologies and processes that help modern B2B companies generate more pipeline, faster and more cost-effectively than ever before. Built on a Salesforce-connected corporate website, the Pipeline Cloud gives teams insight into account-based buyer intent with Qualified Signals, helps sellers engage prospects with Qualified for Outbound, helps marketers convert ad spend with Qualified for ABM, and connects sellers and buyers in instant sales meetings, right on the website, powered by Qualified Conversations. There have been seismic shifts that impact the way that B2B companies need to operate to meet the modern buyer’s expectations, meaning companies need to deliver smarter, faster-buying experiences. Today, 27% of buyers abandon forms altogether and instead educate themselves elsewhere, like a competitor’s site (Gartner). Another 80% of buyers fill out forms with false information to prevent calls and emails from sales reps (LinkedIn; Forrester). The impact of forms results in the website visitor to Marketing Qualified Leads (MQL) conversion rate being at an all-time low. This phenomenon is called the “rise of the anonymous buyer.” When buyers are in research mode, they do it without divulging personal information. This is why conversations are key: when sales reps have real-time conversations–timely, personalized, one-click-to-meeting conversations–with their best buyers, right on their website, pipeline materializes. Every piece of the Pipeline Cloud motion is designed to drive buyers back to a Salesforce-connected website, to engage them in a conversation that converts and delivers a stellar buying experience. When conversations happen, pipeline happens. Companies need to deliver better experiences to buyers. The Pipeline Cloud creates a seamless experience for buyers and sellers through five key pillars of the motion: SALESFORCE-CONNECTED WEBSITE By connecting a company’s website with Salesforce, the world’s #1 CRM, sellers get crystal-clear visibility into who’s visiting their site. Sellers can also see which companies they work for, if there are any open sales opportunities, and how they’re exploring their content. BUYER INTENT SIGNALS With the foundation of a Salesforce-connected website, revenue teams can track an account’s activity. Qualified Signals leverages first-party buyer intent data and AI-driven insights to tell companies which accounts are in-market to buy. By understanding these signals of buyer intent, revenue teams can iterate their go-to-market strategy and optimize a team’s time and efforts. ACCOUNT-BASED MARKETING When companies can see what accounts are surging with intent, marketing teams can prioritize which accounts to target more easily. With Qualified for ABM, marketers can build audience segments and execute targeted campaigns that position a seller's brand top of mind and drive buyers back to their website with every click. OUTBOUND OUTREACH With Qualified for Outbound, your sales team can use buying intent signals to create high-converting outbound sequences. Sellers can prioritize target accounts with the highest propensity to buy and craft hyper-personalized email campaigns based on exactly what buyers have been researching. A focused outbounding strategy means personalized messages that buyers are more likely to engage with, and click through to your website to learn more. REAL-TIME CONVERSATIONS Once buyers click through targeted advertisements or email links, they arrive on the corporate website. With Qualified Conversations, sellers and buyers can instantly engage in real-time sales meetings, right on the website, using chat, voice calls, and video. Conversations are king—they fuel the pipeline cloud motion whenever a buyer lands back on your website. “Every sales and marketing campaign drives buyers to one place: the corporate website. It’s time for B2B companies to evolve how they leverage their website to meet with buyers and generate pipeline,” says Kraig Swensrud, Founder and CEO of Qualified. “Every sales and marketing campaign drives buyers to one place: the corporate website. It’s time for B2B companies to evolve how they leverage their website to meet with buyers and generate pipeline,” says Kraig Swensrud, Founder and CEO of Qualified. “The Pipeline Cloud is the future of pipeline generation. We are thrilled to usher Salesforce customers around the world into this new era.”

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CORE ABM

ZoomInfo Earns Top Spot in 23 G2 Grids for Sixth Consecutive Quarter

ZoomInfo | July 05, 2022

ZoomInfo continued its streak of market leadership, topping the overall Buyer Intent Data Tools category along with the top spot in every Lead Capture and Marketing Account Intelligence category. “Once again, ZoomInfo proves its leadership when it comes to consistently delivering top-tier solutions to revenue teams everywhere at businesses of all sizes,” said ZoomInfo Founder and CEO Henry Schuck. “The honest, positive experiences shared by our customers are the reason we’ve maintained our top-tier status with G2 quarter-over-quarter and year-over-year.” For the ninth straight quarter, ZoomInfo was listed as the No. 1 Enterprise solution in the Sales Intelligence and Marketing Account Intelligence sections. Also of note: ZoomInfo has topped at least 19 different grids for eight consecutive quarters. ZoomInfo maintained the top spot in both the Overall and Mid-Market grids of Marketing Account Intelligence for the 18th consecutive quarter. ZoomInfo was named the No. 1 Enterprise solution in five different sections. 36 of ZoomInfo’s 39 rankings were in the top-two on their grid. The Summer 2022 Grid® Reports are based on G2’s unique algorithm, which calculates customer satisfaction and market presence scores in real-time. Based on user reviews and data aggregated from online sources and social networks, ZoomInfo’s high placement in these categories underscores the ways in which best-in-class data feeds every step of a sales and marketing professional’s workflow, and reveals the need for an automated pathway to go-to-market intelligence. No. 1 Placements (23) Lead Capture Lead Capture: Enterprise Lead Capture: Mid-Market Lead Capture: Small Business Lead Intelligence Lead Intelligence: Enterprise Lead Intelligence: Mid-Market Marketing Account Intelligence Marketing Account Intelligence: Enterprise Marketing Account Intelligence: Mid-Market Marketing Account Intelligence: Small Business Market Intelligence Market Intelligence: Mid-Market Email Verification Email Verification: Mid-Market Email Verification: Small Business Lead Mining Lead Mining: Mid-Market Lead Mining: Small Business Buyer Intent Data Tools Buyer Intent Data Tools: Mid-Market Account Data Management: Enterprise Sales Intelligence: Enterprise No. 2 Placements (13) AI Sales Assistant AI Sales Assistant: Enterprise AI Sales Assistant: Mid-Market AI Sales Assistant: Small Business Account Data Management Account Data Management: Mid-Market Account Data Management: Small Business Market Intelligence: Enterprise Market Intelligence: Small Business Sales Intelligence: Mid-Market Sales Intelligence: Small Business Visitor Identification Lead Intelligence: Small Business Other Placements (3) Visitor Identification Visitor Identification: Small Business Sales Intelligence 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.

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Spotlight

There is a divide between sales and marketing, based on the fact that each team is using a different set of metrics and goals, despite all working towards the same goal of growing revenue for the company. Come learn how Account-Based Marketing and predictive marketing solutions can help marketing and sales align by jointly focusing on the best opportunities and delivering a customer-centric experience across the entire funnel.

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