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.

Spotlight

This whitepaper demonstrates why account based marketing continues to gain momentum and why you should consider implementing an intent-driven ABM program in your organization. Account based marketing is far more than a nice-to-have solution for B2B marketers. It has become an indispensable part of the marketing toolbox; a crucial part of smart demand generation initiatives that reduces waste and increases the effectiveness of demand gen and content marketing campaigns.


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ACCOUNT BASED DATA

People.ai Unveils Three Enterprise Revenue Intelligence Solutions

People.ai | September 14, 2022

People.ai, the enterprise revenue intelligence leader, today announces the launch of its newest product capabilities, including Engagement Dashboards, Account Planning, and People.ai for Oracle Sales Cloud to help sales and ops teams drive greater efficiency, deeper relationships and clearer visibility. According to LinkedIn's Global State of Sales 2022 report, sellers spend only 30% of their time actually selling, making automatic activity data capturing essential for reps to do the most important part of their job. Also noted in the report, 81% of sellers are losing deals from key contacts leaving client or prospect companies, and 45% say incomplete data is their biggest data challenge. More automation and visibility into pipeline means salespeople can win more deals and generate more revenue. "The industry today has turned selling into an obstacle course, where reps need to navigate so many hurdles in order to actually do their job. We're clearing the pathway so teams can focus on what matters: building revenue," said Oleg Rogynskyy, CEO of People.ai. "The industry today has turned selling into an obstacle course, where reps need to navigate so many hurdles in order to actually do their job. We're clearing the pathway so teams can focus on what matters: building revenue," said Oleg Rogynskyy, CEO of People.ai. "Our newest product offerings aim to transform the B2B sales process by providing our customers with more data and greater insight to accelerate business decisions that will grow pipeline, increase deal sizes, shorten sales cycles and boost win rates." Key features of People.ai's new product offerings include: Engagement Dashboards People.ai's Engagement Dashboards provide sales and ops teams with a powerful out-of-the-box experience for both buyer and seller engagement visibility. With Engagement Dashboards, sales and ops teams can pinpoint at-risk accounts and opportunities in real time by easily creating personalized tables with custom metrics based on any CRM or People.ai field. Vonage, an innovation leader in leveraging sales technology across their account-based selling initiatives and People.ai customer, is an early adopter of this new solution. "Leveraging People.ai's multi-org SFDC enabled us to completely revamp our coaching culture and approach to account-based selling," said Frankie Panicucci, sales operations generalist at Vonage. "Our sales leaders now have more data and visibility into pipeline health, which gives us the ability to increase account engagement where needed and achieve our revenue goals." People.ai Account Planning People.ai's Account Planning application enables enterprise sales leadership to operationalize their account planning methodology, process and strategy, all natively in Salesforce. Coupled with People.ai data automation and insights, Account Planning helps sellers visualize and develop a deeper understanding of the buyer's business, goals, and obstacles to identify opportunities, resulting in increased pipeline in existing and target accounts. People.ai for Oracle Sales Cloud As a part of Oracle's recent announcement about the next iteration of Oracle Fusion Sales, People.ai and Oracle have partnered together to transform the sales process into a modern revenue engine. The result of that partnership, People.ai for Oracle Sales Cloud, will help customers generate more revenue by increasing sales productivity, which will drive more and bigger deals faster and increase buyer satisfaction. "We're collaborating with People.ai because we're equally laser-focused on transforming the sales process into a modern revenue engine," said Katrina Gosek, vice president, product management, Oracle Customer Experience. "Together, we will be able to provide our mutual customers with the actionable revenue insights needed to drive significant revenue transformation and growth. For more information about People.ai's product and service offerings, please visit https://people.ai/product/ About People.ai People.ai is the leader in guiding enterprise sales teams on the proven path to pipeline and revenue generation. The People.ai enterprise revenue intelligence platform ensures organizations speed up complex sales cycles by engaging the right people in the right accounts. Through our patented AI technology, People.ai enables sales teams to clearly see whom to engage with in each of their accounts and exactly what to do to deliver the highest yielding deals. Enterprises such as AppDynamics, DataRobot, Okta, and Zoom know that people buy from people, that's why people buy from People.ai. For more information, please visit www.people.ai

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ACCOUNT BASED DATA

Demandbase’s Sunny Side Up Podcast Earns Top Spot as Number One Marketing Podcast of 2022 by GURU Events

Demandbase | November 23, 2022

Demandbase, the Smarter GTM™ company for B2B brands, today announced that its Sunny Side Up Podcast has been named the best marketing podcast of 2022 by GURU Events at its annual GURU conference held on Nov. 2. The Sunny Side Up Podcast is a business-to-business (B2B) podcast that brings together real-world insights to help go-to-market (GTM) professionals evolve and stay up-to-date on the latest trends. After thousands of audience votes were cast and more than 18 voting rounds took place, GURU Events announced that the Demandbase-produced podcast beat out more than 100 competing podcasts to be named as the listener’s choice, with more than 52% of the votes. “The Sunny Side Up Podcast was created to share best practices and proven techniques from industry experts, and to be named the best marketing podcast by GURU Events showcases that we have been able to do just that,” said Jon Leiberman, VP of content, influencer, and social marketing at Demandbase. “The Sunny Side Up Podcast was created to share best practices and proven techniques from industry experts, and to be named the best marketing podcast by GURU Events showcases that we have been able to do just that,” said Jon Leiberman, VP of content, influencer, and social marketing at Demandbase. “This win wouldn’t have been possible without our amazing podcast team, guests, and of course, our dedicated listeners. This is the sixth content award DB Central has won this year, which really shows that when you put great people together, who are all focused on being the best at what they do, great things happen! We look forward to producing more top-tier GTM content that engages and educates our listeners.” GURU Events is a leading media organization focused on knowledge sharing within the marketing industry. Helping marketers have access to the latest best practices, trends, and essential tactics is their focus. GURU Events hosts large-scale virtual conferences, networking events, awards & recognition programs, and more. Sunny Side Up Podcast, for marketing, sales, and data science professionals, can be found on all major podcast streaming platforms, as well as on Demandbase’s content hub. About Demandbase Demandbase is Smarter GTM™ 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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ABM ACCOUNTS

LeanData Announces Winners of the 2022 OpsStars Awards

LeanData | September 17, 2022

LeanData, the modern revenue orchestration platform for today's growth leaders, today announced winners of the 2022 OpsStars Awards, the industry's first awards program designed to celebrate operations leaders forging new paths to revenue growth in B2B. Now in its fourth year, the OpsStars Awards recognize the strategic contribution, innovation and impact of revenue leaders within the global operations community. "Operations has always been the backbone of go-to-market strategy, execution and ultimately revenue growth. But within recent years, this strategic and mission-critical function has truly emerged as the superhero of the modern revenue engine," said Evan Liang, CEO of LeanData. "Operations has always been the backbone of go-to-market strategy, execution and ultimately revenue growth. But within recent years, this strategic and mission-critical function has truly emerged as the superhero of the modern revenue engine," said Evan Liang, CEO of LeanData. "We're pleased to shine a light on the leading innovators in operations, whether they're early in their careers or veterans in the field. Congratulations to all those who shared their impressive success stories this year." Winners of the 2022 OpsStars Awards are: Account-Based Program of the Year Winner: Expedient Buyer Experience Impact Award Winner: Shopify Digital Transformation Award Winner: Saviynt Go-To-Market Agility Powered by Operational Excellence Winner: Maxio Lead Management Program Transformation of the Year (Emerging Enterprise) Winner: Everbridge Lead Management Program Transformation of the Year (Large Enterprise) Winner: Dell Technologies Most Cutting-Edge Ops Program of the Year Winner: Similarweb OpsStar of the Year Winner: Travis Henry, Director of Sales Development Operations and Enablement, Snowflake Since its inception, OpsStars has established itself as the definitive community and conference for operations professionals, bringing together thousands of B2B sales, marketing, customer and revenue operations leaders into one place for sharing best practices, career development and networking. The OpsStars Awards are a natural extension of this community, recognizing both the increasingly strategic role operations professionals play in driving revenue as well as the ground-breaking innovations many of these leaders are driving in their own organizations. Held alongside Salesforce's Dreamforce event, the seventh-annual OpsStars 2022 conference will take place September 21-22 at The San Francisco Mint in San Francisco, Calif. To register, visit www.ops-stars.com About LeanData Today's growth leaders are powering their B2B selling with LeanData, the gold standard in modern revenue orchestration and an essential element of the modern RevTech stack. The LeanData Revenue Orchestration Platform, powered by No-Code Automation, simplifies and accelerates coordination of all the plays, people and processes needed to transform buyer signals into buying decisions. LeanData is inspiring a global movement among its 800+ customers and community of 5000+ OpsStars worldwide, empowering them with revenue operations excellence that translates into compelling buyer experiences and competitive advantage. See www.leandata.com.

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BUYER INTENT DATA

81 Percent of Hoteliers See a Lift in Revenue Once a First-Party Data Strategy is Implemented

Sojern | December 02, 2022

Sojern, the leading digital marketing platform built for travel, today released the findings of a 2022 survey to discover “How Hotel Brands Are Using First-Party Data to Drive Revenue and Build Stronger Relationships.” The study, conducted by Benchmark Research Partners with global hotel executives, sought to understand how hotel marketers are thinking about and using first-party data to inform go-to-market efforts. When surveyed about measures of success for their businesses, 81 percent of hoteliers said they have seen a lift in revenue as a result of implementing a first-party data strategy. Hotel executives from the largest global brands were surveyed with 57 percent having seen a lift in guest satisfaction at their properties. Findings found that 59 percent of hoteliers have already implemented a first-party data strategy, and 62 percent say it’s “very important” to digital marketing, while 75 percent of those who have not yet built a first-party data strategy want to build it. Of those who have established a first-party data strategy, it was primarily to maximize campaign performance (73 percent), build stronger customer relationships (67 percent) and maximize overall revenue growth (67 percent). Further findings demonstrate that hoteliers have adopted first-party data strategies not only because they saw the monetary benefits, but also the positive impact on customer satisfaction. Of those surveyed 86 percent saw a first-party data strategy as being effective in maximizing overall revenue, 76 percent in increasing campaign performance, 68 percent in building stronger customer relationships and 64 percent in increasing brand value. Future-proof marketing: Activating first-party data to increase bookings “It's no surprise that three quarters of hotel executives want to build a first-party data strategy. Personalized engagement with consumers is a powerful tool for understanding traveler behavior and creating digital campaigns that deliver the right message at the right time. Marketers must make collecting privacy-friendly 1st party data like hashed emails a priority to power their personalization strategies,” said Kurt Weinsheimer, Chief Solutions Officer, Sojern. “ Marketers can then use their first-party data to learn about their audiences—their interests, search behaviors and travel preferences—to ultimately deliver a relevant, seamless customer experience. With Google phasing out third-party cookies in the second half of 2024, a 1st-party strategy also prepares for this change.” “With the deprecation of third party cookies on the horizon, leveraging first party data is at the center of our audience strategy,” said Jacquelyn DiStasi, Senior Director, Digital Analytics & Optimization from Wyndham. “We invested early in a CDP to ensure we would be able to future-proof our media activation and prevent loss as data collection practices evolve. This shift has enabled us to be more effective and efficient with our spend, leading to better returns for Wyndham. We would highly recommend investing in a first-party data strategy to augment your media practice and partners like Sojern allow for continued growth and enhancement.” In addition, of those hoteliers who have already built their strategies more than two-thirds feel confident they will get more out of it in 2023. “With a cookieless world coming, it will disrupt the entire industry, and marketers must use this time wisely to prepare,” adds Kurt Weinsheimer. “It's a great opportunity for the industry to rethink data strategies, but this requires a new mindset. Rather than marketing to the cookie, travel brands can use the opportunity to use people-based marketing across devices. At Sojern we’re already helping hoteliers build their first-party strategy to unlock customer loyalty and drive profitability.” Supplementing first-party data with a specialist like Sojern After fifteen years supporting travel, Sojern is well versed in helping partners build long-term strategies to stay ahead of changes in the digital landscape. Knowing that direct bookings are the best way to build brand trust, loyalty and profitability, marketers are encouraged to build relationships with their customers to increase the engagement, efficiency and effectiveness of travel marketing strategies. Developing a first-party activation strategy with a trusted travel marketing partner across channels and devices to drive direct bookings is key to that success. To see the survey methodology and download the full Hotel Benchmark Report on how hoteliers can unlock the power of personalisation and privacy through first-party data, click here. About Sojern Sojern is the leading digital marketing platform built for travel marketers. Powered by artificial intelligence and traveler intent data, Sojern provides multichannel marketing solutions to drive direct demand. 10,000 hotels, attractions, tourism boards and travel marketers rely on Sojern annually to engage and convert travelers around the world. About Benchmark Research Partners Benchmark Research Partners conducts studies to help industry participants and technology innovators understand market changes and opportunities through peer benchmarking data.

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Spotlight

This whitepaper demonstrates why account based marketing continues to gain momentum and why you should consider implementing an intent-driven ABM program in your organization. Account based marketing is far more than a nice-to-have solution for B2B marketers. It has become an indispensable part of the marketing toolbox; a crucial part of smart demand generation initiatives that reduces waste and increases the effectiveness of demand gen and content marketing campaigns.

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