CORE ABM

Terminus Delivers Unique Data Set to Fuel Go-to-Market Teams in a Post-Cookie World

Terminus | April 16, 2021

Terminus, the leading go-to-market network, has launched a new data set in response to Google's decision to phase out third-party cookies at the end of 2021. The fusion of Terminus Chat Experiences and Terminus Email Experiences gained from the acquisitions of Sigstr and Ramble is a significant step forward for go-to-market teams preparing for new ways to target without the use of third-party cookies.

Terminus offers a one-of-a-kind data set based on household IP addresses obtained from its distinct Chat and Email Experiences product lines. Rather than relying on out-of-date data, such as form fills, Terminus can accurately track target accounts via email opens and identity data through chat, which is constantly updated for accuracy, and quickly track changing or modified IP addresses at a much higher pace than form fills.

“The rubber has hit the wall, and businesses are scrambling to work out how to run digital advertisements without cookies. However, Terminus has been playing the long game for the last 18 months,” said Bryan Wade, Terminus' chief product officer. “When we bought Sigstr and Ramble, it was so much more than simply providing our clients with email signatures and chat functionality.”

“The data we gather from these products, as well as how we obtain it, is entirely exclusive to Terminus. Customers not only have access to a whole new data set but one that is is reliable and extremely effective for targeting. “Email Service Provider (ESP) level data is rapidly becoming the most valuable data in ABM, and we are at the forefront of the evolution,” Wade said.

Without access to email and chat IP data, advertisers are forced to rely on form fill and other historical data sets, which do not allow for changing IP addresses caused by service changes, downtime, or power outages, resulting in wasted ad expenditure. For example, the average person is subject to approximately 4,000 digital advertisements every day. When combined with an estimated CPM of $10, advertisers could be wasting thousands of dollars every day on mistargeted advertising. Mistargeted marketing spend skyrockets for businesses targeting accounts of thousands of employees.

About Terminus
Terminus, pioneers of the account-based movement, assists Marketing, Sales, and Customer Success through better collaborating to drive a winning go-to-market approach and outstanding customer experiences. Terminus has the best insights, channels, and analytics in a single platform, enabling high-performing go-to-market teams. They are proud to assist over 1,000 customers on this project, including DHL, G2, Outreach, and TripActions. For 11 consecutive quarters, they have been called a G2 Leader.

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John Salesman represents an up-and-coming B2B technology company, and he’s having a bad day. It’s the end of another quarter, and again he’s come up short on quota…


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ACCOUNT BASED DATA

Intentsify Achieves 3x Revenue Growth in 2021, Appoints Two Industry-Leading Executives

Intentsify | February 25, 2022

Intentsify, the leader in intent-data activation software and solutions, today announced its third consecutive year of explosive revenue growth, as well as the expansion of its executive team in preparation for continued scale in 2022. Intentsify began the year with strategic investments in proprietary Intent Activation™ technology, supporting B2B marketing and sales organizations through account-based strategies and digital marketing channels. In December 2021, Intentsify announced that BV Investment Partners (BV), a middle-market private equity firm focused on the tech space, had made a significant investment in Intentsify to help accelerate growth and product innovation. “We set aggressive revenue and customer acquisition goals in 2021,” said Intentsify CEO, Marc Laplante. “We set aggressive revenue and customer acquisition goals in 2021,” said Intentsify CEO, Marc Laplante. “And our amazing team crushed them both by wide margins. The investment by BV and some big executive hires all but ensure continued success in 2022.” 2021 Growth Milestones 3x year-over-year revenue growth 74.6% increase in net-new customers 2x jump in employee headcount New Executive Hires Devon Wellbrock, SVP of Global Accounts, joins Intentsify with two decades of experience in account-based marketing and IT channel sales. Devon brings a unique blend of leadership, vision, and knowledge, having led large global sales, account management, and professional services teams. Her efforts will focus on enterprise B2B technology organizations, driving platform sales and expanding the business globally. Martin Carr, VP of Data Sales, has more than 20 years of experience with marketing industry leaders like Harte Hanks and Accenture, where he helped clients refine their go-to-market approach and execute on their sales and marketing strategies. Spearheading Intentsify’s data solutions team, Martin will collaborate with customers to help them understand the B2B buyer mindset at each stage of the customer lifecycle. About Intentsify Intentsify's Intent Activation™ software and solutions make intent data more actionable and impactful for B2B marketing and sales teams. Building on its proprietary intent data, Intentsify’s software layers multiple intent data feeds to identify accounts showing the strongest buy-cycle activities—as well as the issues they’re most concerned with—and then converts these insights into actions, helping customers efficiently scale pipeline velocity and revenue. For more information, please visit www.intentsify.io.

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ABM ACCOUNTS

With New Sales Insights Solution, RollWorks Helps HubSpot® Users Turn Marketing Customization into More Powerful Sales Impact

RollWorks | June 29, 2022

Account-based marketing platform RollWorks, a division of NextRoll, today furthered its commitment to adding more utility for HubSpot users. Sales Insights for HubSpot is a new ABM tool that uses data science to uncover account engagement signals that help B2B marketers and sales teams drive and prioritize opportunities. B2B sales and marketing teams want to know who is researching and engaging with their brand; by not having this information, aligning marketing programs with sales action is a huge challenge. 58% of B2B teams say they are not at all or only somewhat confident in their organization's ability to accurately deliver an inbound lead from a marketing program to the right salesperson. And 43% of marketers say one of their biggest database issues is that data is siloed, with another 40% claiming not enough data on current customers. RollWorks Sales Insights for HubSpot solves these issues by using data science to provide a 360-degree view of accounts throughout the buying journey, helping teams eliminate the guesswork and create more timely and efficient sales outreach. "There's a difference between 'pipeline' and 'pipedream.' I prefer the former," said Shawn Cook, VP of Sales at RollWorks. "There's a difference between 'pipeline' and 'pipedream.' I prefer the former," said Shawn Cook, VP of Sales at RollWorks. "When my sales teams know who and what content a prospect is engaging with, they can take on the role of trusted advisor and advance the conversations with the accounts that are likely to buy from us. Sales needs to not only know what the content is but also why that piece of content was created. This is where the alignment is magnified." Sales Insights for HubSpot: Account Spike + More One unique feature of Sales Insights for HubSpot is Account Spike, which uses a data science model to flag accounts spiking in engagement compared to that account's engagement baseline. Sales Insights then visualizes these spiking accounts and contacts insights within HubSpot. By uncovering signals of an account's engagement with a company's website and ads, Account Spike can help sales teams prioritize accounts for outreach and trigger marketing programs. Additional features and benefits of Sales Insights for HubSpot: De-anonymize existing HubSpot CRM contacts and surface engagement spike details that allow sales reps to personalize outreach. Automate email alerts to sales teams when accounts are spiking in engagement. Identify accounts that are spiking in engagement but not assigned to allow sales managers to route accounts to sales reps for follow up. Provide engagement spike data so marketers can analyze what actions are leading to engagement surges to optimize their ABM strategy. Build workflows to nurture engaged accounts off of engagement spike data. "RollWorks' Sales Insights for HubSpot solution is a game changer for our business. Our website attracts thousands of visitors daily, and not all of them sign up to try the app, which is why the daily spiking activities feature is incredibly valuable," said Vinh Pham, Senior Demand Generation Manager for When I Work. "Not only does it enable us to see who is checking out our site, but also lets the seller know when the prospect has enough activities to trigger a spike signal and notify sellers the next day so they can start their outbound sequences." "I'm incredibly excited about today's news as RollWorks continues to invest in our solutions as a HubSpot App partner for mutual customers looking to bring ABM excellence to their inbound strategies. We've proven the power of HubSpot's foundational inbound marketing with RollWorks' highly-targeted ABM capabilities," said Mike Stocker, VP of Partnerships at RollWorks. "Now, with Sales Insights for HubSpot, marketing and sales can be in lock step as they prioritize and personalize their programs and outreach to optimize their ABM strategy." The launch of Sales Insights for HubSpot further strengthens the partnership between RollWorks and the CRM platform for scaling companies. In April, RollWorks surpassed 500 installs of its HubSpot integration in the HubSpot App Marketplace, marking 150% more than the nearest ABM competitor. This September, look for RollWorks at HubSpot INBOUND® 22 in Boston. Visit www.rollworks.com to learn more about how Sales Insights for HubSpot can drive more value for your ABM programs. 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. To learn more visit www.rollworks.com.

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ACCOUNT BASED DATA

Brand Wings Strengthens Its Sales Enablement Platform with Email Campaign Builder

Brand Wings | January 07, 2022

Brand Wings today announced the launch of Email Campaign Builder, a powerful new feature included in the Brand Wings sales enablement platform. Email Campaign Builder makes it easy for sales representatives to send highly personalized brand-compliant emails to their contacts in any volume and receive analytics on the campaign’s effectiveness. “While there are many email marketing software platforms in the market, one feature that most lack is brand control,” said Jason Kammes, Chief Revenue Officer of Brand Wings. “Those other programs allow users to upload nearly any logo, image, or digital asset into the email template, regardless of whether those assets are brand compliant. Brand Wings, with its Email Campaign Builder feature, solves those problems for brands.” “While there are many email marketing software platforms in the market, one feature that most lack is brand control,” said Jason Kammes, Chief Revenue Officer of Brand Wings. “Those other programs allow users to upload nearly any logo, image, or digital asset into the email template, regardless of whether those assets are brand compliant. Brand Wings, with its Email Campaign Builder feature, solves those problems for brands.” Previously, sales and marketing teams often became frustrated in managing email campaigns that require both content customization and brand compliance. “Effectively, there was a trade-off between user flexibility and brand control,” Kammes added. “Brand Wings changes that by allowing only brand compliant assets to be used in email campaigns while also allowing content customization.” How Email Campaign Builder works; Using the intuitive Brand Wings portal, the brand’s portal administrator can design and edit an email campaign by simply building a template that automatically loads the brand’s correct logo and other digital assets. The administrator can then customize the email content and maintain multiple versions of the campaign. Sales teams can access the template and send their email campaigns to their contacts. The template contains merge tags that automatically personalize the content using brand guidelines. Plus, both the brand manager and the sales teams can view real-time analytics about the effectiveness of the email campaign. The Brand Wings activity stream shows when the sales rep sent out a particular email campaign and other details such as clicks, downloads, bounces, or unsubscribe actions. In addition to the feature of Email Campaign Builder, the Brand Wings sales enablement platform offers sales teams many other benefits, including: Brand asset management in one central location for all brand marketing content such as presentations, case studies, documents, images, and videos. Sales teams can easily locate, download, or distribute the assets they need when they need them. One-to-one asset personalization allows brands to define templates (PDF, PowerPoint, or Word) that can be customized or co-branded according to the business rules defined. Sales teams are empowered to easily create on-brand, personalized content for their customers and leads. Brand Wings Analytics provides real-time business intelligence into sales operations and marketing effectiveness. Easy-to-understand dashboards provide dynamic targets and KPI’s. Email Campaign Builder feature is now generally available to all current and prospective Brand Wings portal customers. About Brand Wings West Chicago, Illinois-based Brand Wings is a SaaS-based marketing automation platform provider with a goal to simplify brand marketing and enable sales teams. Its vision is to enable brands and their channel partners to achieve limitless success through greater communication, information, and knowledge. By deploying Brand Wings through their channel partners, brands can grow their channel efficiency, knowledge, and mindshare, while improving their brand consistency. For more information about Brand Wings or to schedule a demo, visit http://www.brandwings.com.

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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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