ABM ACCOUNTS

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

Jabmo | June 06, 2022

Insights on Data-driven ABM
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, ON24 CCO

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.

Spotlight

Today’s demand generation marketers are experiencing increasing pressure to discover new prospects, drive sales pipeline and generate revenue, all while creating and executing new programs, managing vendor relationships, analyzing data the list goes on. Fortunately, for all of these initiatives, there are a growing number of advertising and marketing technologies that allow us to be smarter demand marketers…


Other News
ACCOUNT BASED DATA

Survey of Digital Customer Experience Buyers Reveals Opportunities

Hinduja Global Solutions | July 26, 2022

Hinduja Global Solutions (HGS) (listed in BSE & NSE), a digital-led CX transformation leader for the world's most admired brands, recently commissioned a customer experience (CX) survey highlighting opportunities in the space. A total of 1,000 C-suite decisionmakers from top companies in sectors such as retail & commerce, banking & financial, and technology & media were surveyed on their perceptions and activations around customer experience. Execs Largely Agree CX is Critical to Business Success, But Many Projects Fail in Implementation While 95 percent of respondents felt their organization had clearly defined CX strategies in place, only 12 percent admitted to successful implementation of more than 80 percent of their CX initiatives. An overwhelming 86 percent said they believe CX initiatives are critical for business success. Why CX Implementations Fail Respondents cited several barriers to successful CX implementation. Top reasons included: Lack of internal resources (e.g., staffing), 18 percent in top three, or skills gaps of internal employees, 21 percent in top three Difficulty assigning metrics and KPIs to measure success, 21 percent selected this as one of their top three challenges (from an available list of 20) Insufficient processes to guide implementation of technology, 20 percent in top three Intuitively, executives know that CX is important, but being able to prove it can be difficult. And not having the right resources on your team can make for an even steeper challenge to build the right processes and implement the right technologies that underpin a modern digital CX strategy. This is why so few companies are actually able to fully implement and realize the full benefit of their customer journey plan. "For every phase of the customer journey, regardless of the vertical, there should be an associated emphasis on the customer experience," said Andrew Kokes, EVP and global head of marketing for HGS. "For every phase of the customer journey, regardless of the vertical, there should be an associated emphasis on the customer experience," said Andrew Kokes, EVP and global head of marketing for HGS. "From attraction to retention and even attrition, organizations of all sizes need to focus their efforts on providing better CX. The ROI of that speaks for itself." CX Success Difficult to Measure Cited as a key reason for the failure of CX implementations, measuring success poses a definite difficulty at all stages of the customer journey. When asked to cite the most critical metrics used to measure the success of CX initiatives, respondents ranked their answers: Customer acquisition, 23 percent ranked as the top reason from a list of 11 reasons Revenue growth, 14 percent ranked as the top reason Brand recognition, 9 percent ranked as the top reason Talent attraction, 8 percent ranked as the top reason "Acquisition is an important first step, you have to get new customers in the door," said Kokes. "But it's critical to not stop there, and to support every step of the customer journey, including product use, troubleshooting and service, as well as areas like repeat purchase and customer retention." Why Execs Choose a CX Partner Survey respondents were largely aligned on their rationale for choosing a partner for CX implementation, which included: Price considerations, 48 percent found this to be "extremely valuable" Access to industry and competitive comparisons, 42 percent "extremely valuable" Availability of case studies and success stories, 40 percent "extremely valuable" "While price is clearly important, brands also want to be able to carefully evaluate the critical decision of working with a CX partner through competitive intelligence and evidence of past success with similar companies," said Kokes. "Therefore, it's important for buyers to look for partners that can provide transparency to the total cost of ownership of a solution." HGS commissioned FINN Partners' Global Intelligence Team to conduct this research, surveying 1,000 respondents across four key international markets (U.S., UK, Canada, and Australia). Survey responses were collected between March 18 and April 15, 2022. A combination of single selection and rank order questions were deployed to meet the results outlined. The executive summary for this survey is available upon request. About Hinduja Global Solutions (HGS): A global leader in optimizing the customer experience lifecycle, digital transformation, and business process management, HGS is helping its clients become more competitive every day. HGS combines automation, analytics, and artificial intelligence with deep domain expertise focusing on digital customer experiences, back-office processing, contact centers, and HRO solutions. Part of the multi-billion-dollar conglomerate Hinduja Group, HGS takes a "globally local" approach. Post the Healthcare divestment, HGS has over 19,100 employees across 34 delivery centers in six countries, making a difference to some of the world's leading brands across verticals. For the year ended March 31, 2021, HGS had revenues of Rs. 5,589 crores (US$ 753.9 million).

Read More

BUYER INTENT DATA

SelectHub Launches Company-Level Lead Service to Provide Software Vendors with Timely Market Visibility

SelectHub, Navigator Business Solutions | June 16, 2022

Software selection company SelectHub today announced the launch of its new Company-Level Lead service. This service will give software vendors access to buyer intent data so they can obtain relevant and timely market intelligence about who is evaluating new software. “We recognized the uplift we could offer account-based marketing initiatives by showing software vendors who was looking at them and their competitors,” said Hernando Blanco, COO at SelectHub. “We recognized the uplift we could offer account-based marketing initiatives by showing software vendors who was looking at them and their competitors,” said Hernando Blanco, COO at SelectHub. Supported by SelectHub’s best-in-class technology and refined over an 18-month pilot program, the service will enable sellers to see which companies are interested in their software through detailed information about how leads interact on SelectHub’s site and technology selection platform. The program is designed to support account-based marketing (ABM) efforts, providing buying signals that will help vendors determine what stage of the buying cycle users are at, based on actions that demonstrate high buyer intent such as solution-specific research, product leaderboards and scorecards, demo requests and pricing inquiries. Vendors also have access to user behavior data, such as resources downloaded and pages visited. With this information in hand, marketing teams will be able to run more highly targeted campaigns. “The company-level insight (intent data) has helped us build and execute better targeted ABM campaigns,” said Sean Barbera, Marketing Director at Navigator Business Solutions. The data is published via SelectHub’s application interface and can be downloaded into Microsoft Excel and Google Sheet formats. Delivery via integrations to popular CRM systems is available optionally, as well as the ability to connect with buyers at these companies. The entire data-set is drawn from SelectHub’s technology selection platform, where buyers are actively evaluating and comparing products based on their unique requirements. The insights offered through this company-level approach will help software vendors focus on leads that are more likely to convert. About SelectHub SelectHub offers a software selection platform, along with data, methodology and expertise that makes selecting software streamlined, agile, collaborative, and free of bias. Via its prescriptive workflow, SelectHub supports everything from initial research to RFIs and RFPs to final vendor selection and price benchmarking. Driven by data from detailed research and analysis, then validated from thousands of real-world selection projects, SelectHub shortcuts the selection process, ensuring more informed, accurate purchase decisions. To learn more, please visit https://www.selecthub.com. About Navigator Business Solutions Navigator Business Solutions is an SAP Gold Partner and a leading SAP implementation partner with more than 500 customers. Navigator focuses on helping companies deploy cost-effective, cloud-based ERP solutions based on the market-leading SAP Business One and SAP Business ByDesign platforms. Navigator also provides award-winning ERP professional services including installation, implementation, consulting, training and US-based development. More information is available at https://www.nbs-us.com.

Read More

ACCOUNT BASED DATA

Folloze and repliCMO to Offer Innovative B2B Revenue Solutions

Folloze, repliCMO | June 15, 2022

Folloze today welcomes repliCMO as its newest alliance partner, with a focus on B2B enterprises in the Asia-Pacific region. The two companies will create new B2B revenue solutions that help enterprises in APAC compete and win in a new digital-first marketplace. The global pandemic accelerated digital transformation and changed the nature of B2B buying and selling forever. As a result, marketing teams are now owning more of the lead-to-revenue cycle. The Folloze platform makes it easy for marketers to plan and launch any revenue-generating program and tactic across a buyer journey that's now 100% digital. The platform harnesses customer and intent data with personalized content experiences to power demand centers and landing pages, high-touch events, channel programs, ABM, cross-sell and upsell, and much more. repliCMO brings strategic marketing expertise, alliances, and smooth execution systems to enterprise clients, effectively extending the capabilities and reach of the chief marketing officer (CMO) function. Together, Folloze and repliCMO will leverage these respective strengths to help enterprise companies reimagine their GTM and better align with the digital-first expectations of today's modern B2B buyer. "We now operate in a world where the B2B buying journey is 100% digital," said Etai Beck, CEO and Co-founder at Folloze. "We now operate in a world where the B2B buying journey is 100% digital," said Etai Beck, CEO and Co-founder at Folloze. "repliCMO shares our vision of reimagining the buyer journey through the activation of customer data and the automated delivery of personalized experiences with high-value human engagement. Their strong enterprise B2B track record, and established footprint in the APAC region made the prospect of collaborating a clear win. Together, Folloze and repliCMO are the natural solution for clients seeking new ways to stand out in a crowded digital landscape." "Marketing has always been more than a service — in a world where there are multiple products in a single category, it's marketing intellectual property (IP) that creates the brand and differentiates it in the minds of customers," said Ruchika Rana Malhotra, Founder and CEO of repliCMO. "Particularly at a time of intense IPO and funding activity in APAC, brand is a significant driver of value. Together with Folloze, we can help enterprise CMOs smartly structure their account-based marketing strategies and deliver on them with focused, appealing, and relevant digital content, ultimately making the buyer journey easier." About Folloze Folloze builds the leading B2B Buyer Experience Platform. With Folloze, sales and marketing teams can quickly create rich, personalized, and value-added experiences that maximize the revenue impact across the entire customer journey. 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 repliCMO repliCMO is a management consulting firm specializing in marketing IP creation and delivery in the B2B space. repliCMO's forte is creating marketing IP for technology and emerging technology ecosystems- Fintech, Cybersecurity, SaaS, Cloud computing, Proptech, Infratech, AI, AR, IoT & Blockchain. To learn more, visit https://www.replicmo.com/.

Read More

ABM ACCOUNTS

Doceree Unveils Account-based Marketing Solution Tailored for Life Sciences Industry

Doceree | June 10, 2022

Doceree, a global platform building unprecedented solutions for HCP programmatic marketing with proprietary data tools, announced today the expansion of its targeting offering with Doceree ABMTM, an account-based marketing (ABM) solution built exclusively for life sciences organizations that enables them to reach institutional decision makers based on accounts and intent. Doceree ABM equips marketers to target specific accounts or employ intent-based data to recognize the interest of institutional stakeholders, whether it is a healthcare professional or an administrative decision maker. It will enhance the ability of marketers to communicate with qualified buyers that have demonstrated an interest in a product or a category at an account level and measure the account lift in real time. "An ABM solution that's developed to be used across a multitude of industries neglects the intricacies that are associated with pursuing high-value accounts in the life sciences sector," says Harshit Jain MD, Founder & Global CEO, Doceree. "An ABM solution that's developed to be used across a multitude of industries neglects the intricacies that are associated with pursuing high-value accounts in the life sciences sector," says Harshit Jain MD, Founder & Global CEO, Doceree. "Our programmatic platform provides innovative ABM capabilities to target decision makers based on their behavior to elevate interactions brands have with priority accounts when an individual is actively seeking a solution." Doceree ABM emboldens companies to reach institutional stakeholders at target accounts to enrich marketing and sales efforts with the following features: Account Targeting: Identify accounts based on IP addresses and serve messages to associated members within the target accounts Intent-based Targeting: Target qualified buyers or individuals that have searched for a product or medical condition in the past, are actively seeking a solution or target decision makers based on their prescription history "The life sciences sector continues to progress by leveraging digital solutions. But understanding the behavior of a target audience at an account level or their intent is beneficial to better support the business objectives of our client base," says Jonathan Agoot, Director, Digital Strategy and Transformation, Ogilvy Health. "A platform that targets high-value accounts and captures data analytics of a campaign's performance is a valuable resource for marketers to deploy more precise and effective digital marketing initiatives." To begin with, Doceree has launched the solution in North America and plans to further roll it out to other global markets. About Doceree Doceree is a global platform building unprecedented solutions for healthcare professional (HCP) programmatic marketing with proprietary data tools. It facilitates messaging between life sciences brands and HCPs through an extensive global network of digital endemic and point-of-care platforms to programmatically deliver personalized communications to HCPs and transparent marketing campaign metrics at scale. To learn more, visit doceree.com.

Read More

Spotlight

Today’s demand generation marketers are experiencing increasing pressure to discover new prospects, drive sales pipeline and generate revenue, all while creating and executing new programs, managing vendor relationships, analyzing data the list goes on. Fortunately, for all of these initiatives, there are a growing number of advertising and marketing technologies that allow us to be smarter demand marketers…

Resources