ABM ACCOUNTS

Invado Solutions Launches Full Demand Gen Services for Pardot Customers

Invado Solutions | August 19, 2021

Invado Solutions, a boutique Pardot consulting firm and Salesforce marketing partner, has launched a full-service demand generation solution for its customers. The solution includes full demand gen strategy development, campaign creation, technical implementation and operational support. Carlos Hidalgo, a B2B demand generation strategy veteran, author and TedX speaker, has joined Invado Solutions as Head of Demand Generation Strategy. Carlos brings 25 years of B2B marketing experience to Invado and will drive the new line of business.

Invado Solutions is a recognized Salesforce and Pardot marketing partner, and has provided Pardot consulting and implementation services to B2B, Higher Ed and Nonprofit customers since 2017. "Marketing executives are hungry to learn how to leverage the power of Pardot and Salesforce to drive growth," Christopher Doran, CEO of Invado Solutions said. "With this strategic offering, Invado customers now have a partner that can deliver a full demand generation strategy as well as technology implementation harnessing Pardot and the Salesforce platform. Invado is truly a full-service Salesforce demand generation agency that can become an extension of our clients' marketing team and help organizations meet their growth goals year after year."

"With the launch of its full-service demand gen solution, Invado has a unique opportunity within the Salesforce ecosystem to help clients reach - and even exceed - their revenue goals," Carlos Hidalgo said. "I am excited about the opportunity to bring this new line of business to our clients and enable them to get more value from their Pardot and Salesforce investment."

About Invado Solutions
Invado Solutions is a full-service boutique Salesforce marketing agency that helps customers drive revenue with Pardot and Salesforce. World-class brands spanning industries – from B2B to higher education to nonprofits and everything in between – have chosen Invado to guide them on their Salesforce marketing journey from implementation to innovation. Our team is composed of passionate people who are the best at what they do and are committed to helping our clients gain the most from their Salesforce marketing investments.

About Carlos Hidalgo
Carlos is a recognized thought leader in the marketing industry, and has served as both a practitioner and consultant in B2B marketing. His book, Driving Demand: Transforming B2B Marketing to Meet the Needs of the Modern Buyer, is a top-rated "marketing book of all time".  Many Fortune 500 companies have relied on Carlos to shape and guide their demand generation strategies, and, as an international speaker and blogger, he has been sought after for his opinion on emerging trends in the marketing industry.

Spotlight

Over the past decade, the explosion of digital information and access to social networks has completely transformed the purchase journey for B2B customers, as well as the marketing and sales process for B2B companies. A foundational step in addressing the changes in buying behavior has been through the deployment of marketing platforms. These solutions have been particularly valuable for marketers, enabling them to automate the process of managing leads and tracking prospects’ interactions with marketers’ inbound campaigns and websites.


Other News
CORE ABM

Folloze and GetIT Partner on Powerful Personalized ABM Solutions to Enhance B2B Buyer Journeys

Folloze, GetIT | April 11, 2022

Folloze and GetIT today announced an agency partnership that will package the Folloze B2B Buyer Experience Platform with GetIT’s account-based marketing (ABM) solutions for the technology, IT and telecom markets. The partnership solves a common challenge for frontline marketers: Bringing ABM and other vital marketing solutions to market quickly — a process that can often take months. With Folloze, GetIT eliminates the need for time-consuming integration and coding activities to offer its clients a ready-made solution that includes content curation and a personalized content hub. “Personalized content curation and presentation are critical components of all ABM work,” said Anol Bhattacharya, CEO of GetIT, based in Singapore. “Personalized content curation and presentation are critical components of all ABM work,” said Anol Bhattacharya, CEO of GetIT, based in Singapore. “In most cases, the time to go live between account strategy and implementing a personalized content hub can make or break the ABM process. By fusing our buyer enablement content with the Folloze B2B Buyer Experience Platform, we’re redefining the dynamics of the B2B buyer journey.” Optimizing the B2B Martech Stack GetIT plans to roll out the bundled solution to several of its clients in the Asia Pacific market, with Telecom Malaysia being the first to launch this month. Other IT and telecom clients include Google Cloud, AWS, Orange Business Service and Telecom Indonesia, among others. “Most B2B marketers are overwhelmed with the task of building a martech stack without adding complexity. That’s what Folloze does best,” Bhattacharya said. “It’s all about solving a specific set of business problems and improving the buyer experience. And because Folloze is platform agnostic, we can confidently say to our clients that Folloze will fit right into whatever tech stack they’re using.” The Folloze Buyer Experience Platform is fully extensible and built to easily integrate with and complement any martech infrastructure. It is designed to fill any frontline marketing need, from ABM penetration to demand generation, personalized content development and channel optimization. “We can now offer a powerful solution to scale ABM buyer journeys, putting them in exactly the right context and with the right structure behind it,” said Randy Brasche, VP of Marketing for Folloze. “We enable frontline marketers to easily build highly engaging, personalized content destinations across the entire B2B buyer journey to drive deeper account engagement and stronger revenue growth.” Aligning Sales and Marketing Teams The combined solution will be a game-changer for improving sales and marketing alignment. “More than 90 percent of ABM projects fail because there is little or no alignment,” Bhattacharya said. “This partnership creates an effective mechanism to bridge the gap between sales and marketing teams.” Folloze VP Brasche added, “Marketing is increasingly accountable for driving revenue. Together, we’re empowering frontline marketers to provide accurate insights to sales and tighter orchestration of the revenue process.” Folloze Growing Agency Partnerships With this latest partnership, Folloze is putting packaged, personalized buyer experiences into the hands of marketing agencies so they can inspire their clients to do more with account-based marketing. “We envision these agency partnerships as a promising channel for us to influence a new era of high-touch buyer journeys,” Brasche said. “We’re delighted to bring all of our expertise to bear and work with great agencies like GetIT.” GetIT agrees that Folloze is up to the task. “I was blown away with the enthusiasm the Folloze team has for delivering digitally rich B2B buyer journeys,” Bhattacharya said. “They really believe in their product, and that belief is contagious. As a partner, their team has been super responsive, helping us train our people and close deals fast.” To learn more about GetIT ABM solutions or the Folloze B2B Buyer Engagement Platform, go to: https://getit.marketing/account-based-marketing/ About Folloze Folloze provides the leading B2B Buyer Experience Platform. Folloze empowers sales and marketing teams to quickly create rich, personalized, and value-added experiences that maximize the revenue impact across the entire customer journey — with no coding required. Top B2B brands, including Autodesk, RingCentral, Cisco, and ServiceNow trust Folloze to boost customer engagement, revenue growth, and expansion across their target accounts. To learn more, visit https://www.folloze.com/. About GetIT GetIT provides B2B technology, telecom, and IT marketers in JAPAC with the strategies, blueprints, services, martech, products and programs to create end-to-end marketing success. GetIT exists to help marketing teams cut through complexity, and drive initiatives that generate real value. With GetIT, marketers will be able to drive powerful, optimized, and efficient campaigns; boost sales and marketing ROI; strengthen channels; and enhance the productivity of internal teams.

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PROGRAMMATIC ABM

6sense Revenue AI Paves the Path to the Future of Predictable Revenue Growth

6sense | April 21, 2022

6sense, with the widest application of AI at every stage of revenue creation, today announced 6sense Revenue AI™ and previewed product innovations that solidify its leadership position. The platform applies the power of AI across the entire buyers' journey, removing the guesswork that plagues revenue teams, providing a better customer experience, and producing high-quality pipeline that is ultimately more likely to convert to revenue. Today's announcement at the company's The Future is Now event demonstrates its commitment to execute against its aggressive roadmap, as well as integrate newly acquired companies to accelerate customer value. With 6sense Revenue AI, B2B revenue teams are able to better capture anonymous buying signals, target the right accounts at precisely the right time, and boost revenue performance with recommendations for the channels and messages most likely to convert. 6sense customers report a 100% increase in average deal size, 20% better conversions and 30% faster deal cycles, and 120% improvement in revenue effectiveness. "Every business wants to generate revenue with greater predictability. But every day, their people work in silos and make numerous guesses about which accounts to prioritize, what to send them, or whether they have quality data to orchestrate a winning campaign," said Jason Zintak, CEO of 6sense. "6sense Revenue AI is the only platform to put the power of AI into the hands of every member of the revenue team to make insight-driven decisions, prioritize time and resources with greater accuracy, and realize better outcomes. Our customers report unbelievable success." With three acquisitions within six months, more than 50 new product features released in 2021, and recognition from customers and industry analysts for unparalleled product innovation, 6sense has demonstrated its ability to execute against a bold vision for the future of predictable revenue growth. The Future of B2B Email Marketing is Here 6sense, along with recently acquired Saleswhale, announced its AI-driven email marketing platform beta program for customers to create demand and new opportunities. This brings AI to help with hyper-personalization at scale, creating relevant 1:1 emails and email responses using all insights including technographic, intent, and engagement data. "There is massive potential to apply the power of AI across every stage of the funnel to accelerate conversion and velocity," said Viral Bajaria, CTO and Co-Founder of 6sense. "We are reimagining email, focused on different outcomes: to start a conversation, instantly provide relevant information and connect with humans when needed. We want to help marketers realize the dream of no spam. By applying business-focused insights into the buying team, AI can draft a hyper-relevant email that goes miles beyond current personalization to actually deliver value to the prospect and initiate a conversation." 6sense Pipeline Intelligence Takes Aim with Precision New 6sense Pipeline Intelligence capabilities are the first and only AI-driven solution for B2B marketers to plan, track and forecast pipeline with accuracy. 6sense Pipeline Intelligence predicts how much and what quality pipeline is needed to hit revenue targets, tracks segment and campaign performance in real-time, and makes AI-based recommendations to pivot as necessary to meet or exceed forecast goals. Deeper Microsoft Dynamics 365 Sales and HubSpot CRM Integrations 6sense has enhanced CRM integrations for Microsoft Dynamics 365 Sales and HubSpot CRM to align revenue teams around a comprehensive, actionable data set within the 6sense Sales Intelligence Dashboard or right inside HubSpot CRM or Microsoft Dynamics 365.  Bringing the most advanced insights and actions to where marketers and sellers work: Marketers can leverage 6sense-enriched lead, contact, and account data to segment and analyze audiences while working natively within these CRMs Sellers can access 6sense insights, alerts, and dashboards directly from within HubSpot CRM or Microsoft Dynamics 365, enabling sellers to proactively prospect and personalize outreach Revenue operations teams can better create a unified source of truth across 6sense and their CRM with data, audience, and AI-driven orchestrations Additional Product Improvements Market-leading technographic and contact data from Slintel, a 6sense company, has been added to 6sense Revenue AI to give sellers even greater access to the most up-to-date insights on an account's tech stack within the Sales Intelligence experience. With enhanced visibility into the target buying group, their intent signals, and the technologies they use, sellers know when and how to best engage prospects, resulting in high-quality pipeline and a customer-first experience. 6sense Qualified Accounts (6QAs) are now completely customizable, giving customers the choice of using only AI-driven recommendations for qualified accounts or custom tailoring buying stages and weighted activities based on criteria that best fit an organization's specific needs. The defined metric qualifies accounts based on their likelihood of being in-market to buy as indicated by their behaviors and their propensity to buy based on fit. 6sense Orchestration subscribers can now sync contact information from emails and calendars and add them directly to their CRM to better understand individuals within the buying group and engage accounts more effectively. About 6sense 6sense reinvents the way organizations create, manage, and convert pipeline to revenue. 6sense Revenue AI captures anonymous buying signals, targets the right accounts at the ideal time, and recommends the channels and messages to boost revenue performance. Removing guesswork, friction, and wasted sales effort, 6sense empowers sales, marketing, and customer success teams to significantly improve pipeline quality, accelerate sales velocity, increase conversion rates, and grow revenue predictably. 6sense has been recognized for its market-defining technology by Forbes Cloud 100, G2, TrustRadius, Gartner, and Forrester, and for its strong culture by Glassdoor, Inc. Magazine, and Comparably. For more information, visit 6sense or follow us on LinkedIn and Twitter.

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ABM ACCOUNTS

6sense Momentum Continues with Record-Breaking Performance for Third Consecutive Year

6sense | March 11, 2022

6sense, the leading platform for B2B organizations generating predictable revenue, today announced continued momentum and adoption of its platform, resulting in its fourth consecutive year of record-breaking growth. 6sense revenue has more than doubled year-over-year, while its customer base and global workforce increased by more than 200 percent, driving significant momentum into 2022. "Our success this past year is a direct reflection of the remarkable revenue growth and business impact our customers report from using 6sense," said Jason Zintak, CEO of 6sense. "Our success this past year is a direct reflection of the remarkable revenue growth and business impact our customers report from using 6sense," said Jason Zintak, CEO of 6sense. "We have a responsibility to our customers, partners, and each other to deliver on our bold vision to transform the way B2B revenue teams go-to-market with data, insights, and orchestration capabilities at the core. I'm incredibly proud of this team and the passion that each person brings to creating value for our customers." Reaches Valuation of $5.2 Billion 6sense closed on two rounds of funding in FY2022. In March 2021, the company closed its Series D funding round of $125 million, with D1 Capital Partners being the lead investor with participation from Sapphire Ventures, Tiger Global, and the company's existing investor, Insight Partners. In January 2022, the company announced it had closed $200 million in a Series E funding round, more than doubling the company's valuation to $5.2 billion. This round was co-led by new investors Blue Owl and MSD Partners and included the addition of 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. Acquisitions Showcase Industry Leadership To reaffirm the company's commitment to lead the RevTech revolution, 6sense made three significant acquisitions. The first was AI-based revenue intelligence platform Fortella, which, with the 6sense platform, adds essential pipeline planning, forecasting, and measurement capabilities to further empower B2B marketing leaders to achieve their pipeline and revenue goals with greater predictability. 6sense also acquired Slintel, the leading provider of business-driven technographic data, buyer and market insights, and modern business contact data. This acquisition positioned the company to provide the most comprehensive B2B buyer intelligence and AI-powered insights available in the market. And finally, most recently, the company acquired AI-driven email marketing platform Saleswhale, extending the engagement channels available in the 6sense platform. Platform Enhancements and Expanded Ecosystem In early 2021, 6sense leaders committed to accelerating their already aggressive product roadmap, executed against their vision, and have delivered significant value to customers through several product, platform, and partner enhancements: Funnel Insights Reporting allows marketers to assess the health of their revenue generation funnel, with the ability to drill down into each funnel stage to diagnose performance gaps and identify the most effective activities leading to revenue growth. The new Recommended Actions Dashboard elevates immediate, impactful actions for sales teams to take, reasons to take them, and makes it easy to do so with a couple of clicks saving hours of manual research and removing the guesswork for sales teams. Slintel has been added as a technographic and contact data provider within the 6sense platform. The AI combines various sources to identify the unique digital signatures of technologies companies use, allowing Slintel to produce exceptionally accurate and deep technographic profiles. 6sense customers can now leverage this data in segment filters to indicate the "Technology Used" at target accounts. The addition of native intent data from Bombora, G2, and TrustRadius, demonstrates 6sense's commitment to powering the revtech engine with the most extensive buyer intent data. During FY2022, 6sense expanded relationships with its robust and growing ecosystem of partners, including Bombora, Drift, G2, Mediafly, PathFactory, TrustRadius, Salesloft, and others. Customers benefited from more than 50 meaningful updates to the 6sense platform over the past year. The Industry Takes Note of 6sense's Impact Throughout FY2022, 6sense generated acclaim for its platform from several third-party organizations. 6sense was recognized as a Leader in the 2022 Gartner Magic Quadrant for Account-Based Marketing Platforms Report, based on the company's Completeness of Vision and Ability to Execute. The company was listed on the Forbes Cloud 100 list, which ranked the top private cloud companies. 6sense also made it onto the Inc. Best Workplaces 2021 list for the third year in a row for supporting its employees and keeping them engaged through the pandemic. Other recognitions 6sense received last year include: G2 leader in 11 2022 Winter Grid Reports #3 Best Place to Work in 2022 (Glassdoor's Employees' Choice Awards) #1 Top Private Cloud-Computing Companies (Battery Ventures) Company for the Happiest Employees, Best Perks & Benefits, Best Culture, Best for Women and Best for Diversity (Comparably) Best CEO (Glassdoor and Comparably) About 6sense 6sense reinvents the way organizations create, manage, and convert pipeline to revenue. The 6sense B2B platform captures anonymous buying signals, predicts the right accounts to target at the ideal time, and recommends the channels and messages to boost revenue performance. Removing guesswork, friction and wasted sales effort, 6sense empowers sales, marketing, and customer success teams to significantly improve pipeline quality, accelerate sales velocity, increase conversion rates, and grow revenue predictably. 6sense has been recognized for its market-defining technology by Forbes Cloud 100, G2, TrustRadius, Gartner, and Forrester, and for its strong culture by Glassdoor, Inc. Magazine, and Comparably. Learn more at 6sense.com.

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ACCOUNT-BASED DATA

Mediafly Finalizes Acquisition Of InsightSquared To Enhance Revenue360 Solution

Mediafly, InsightSquared | January 28, 2022

Mediafly, a sales enablement and content management platform, completed its acquisition of revenue intelligence solution InsightSquared to help power its Revenue360 revenue intelligence solution. Revenue360 is designed to provide an insights-driven sales system that captures and analyzes data at every buyer touchpoint to help accurately forecast, coach and make prescriptive recommendations for the next best sales action. The combined Mediafly and InsightSquared solution will launch within Revenue360 in March 2022 and seeks to create one visual dashboard for content engagement, conversational intelligence, buyer intent, value engagement and sales activity data. The product integration closely follows Mediafly’s $10 million funding round, where the company indicated it wanted to invest its new capital — which totaled $35 million total for 2021 — in revenue intelligence capabilities, among other initiatives. By marrying Mediafly’s best-in-class sales enablement, content engagement and value selling tools with InsightSquared’s leading revenue intelligence, forecasting and analytics capabilities, we are providing the complete revenue enablement platform to meet today’s market demands,” said Carson Conant, CEO of Mediafly, in a statement. “By marrying Mediafly’s best-in-class sales enablement, content engagement and value selling tools with InsightSquared’s leading revenue intelligence, forecasting and analytics capabilities, we are providing the complete revenue enablement platform to meet today’s market demands,” said Carson Conant, CEO of Mediafly, in a statement. “The combined solution propels our technology far past sales enablement vendors that focus on traditional capabilities like content and learning management. When revenue teams leverage the combined power of Mediafly and InsightSquared, they eliminate the need to rely on partial intelligence and gut instinct to forecast sales and inform buyer-seller interactions. They get a clear picture of what’s happening at every touchpoint within the buyer journey, both in and out of the sales meeting, with prescriptive next steps to engage buyers, move deals forward and drive predictable revenue growth.”

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Spotlight

Over the past decade, the explosion of digital information and access to social networks has completely transformed the purchase journey for B2B customers, as well as the marketing and sales process for B2B companies. A foundational step in addressing the changes in buying behavior has been through the deployment of marketing platforms. These solutions have been particularly valuable for marketers, enabling them to automate the process of managing leads and tracking prospects’ interactions with marketers’ inbound campaigns and websites.

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