CORE ABM

Terminus Launches New Integration to Accelerate Account Targeting Across Partnership Channels

Terminus | November 18, 2021

Terminus, the only account-based engagement platform built to deliver more pipeline and revenue through multi-channel account-based marketing (ABM), launched a new integration today with Crossbeam, a powerful partner ecosystem platform. The first and only enterprise ABM integration that Crossbeam has today, this new integration leverages Terminus’s robust API capabilities to simplify joint-marketing efforts, increase engagement across shared accounts and prospects, and streamline the partner experience for marketers.

According to Crossbeam’s 2021 State of the Partner Ecosystem report, 82% of B2B SaaS companies have a channel partnership program. Effective channel partnerships require companies to drive cohesive and joint marketing strategies across overlapping accounts and prospects. Traditionally, marketers share spreadsheets sourced from CRM data to compare their account lists to a partner’s account lists, but this process can be time-consuming, inaccurate and unsecure.

“Partnerships are powerful, yet largely untapped, channels to drive engagement among shared accounts,” said Jon Shoff, VP of Strategic Partnerships at Terminus.

“Partnerships are powerful, yet largely untapped, channels to drive engagement among shared accounts,” said Jon Shoff, VP of Strategic Partnerships at Terminus. “By leveraging our API capabilities, this integration enables go-to-market teams to effectively launch and scale ABM campaigns targeted at these accounts and report on their performance throughout the funnel. We’ve made it really easy for marketers to harness the partner channel – this level of visibility into partner data is truly a game-changer for how Terminus customers source opportunities and impact revenue outcomes.”

Terminus’s integration enhances marketers’ multi-channel ABM strategies with improved account targeting, personalization and reporting. Key benefits include:
  • Identifying overlap with accounts and targeting those accounts with personalized marketing outreach.
  • Increasing pipeline velocity by effectively engaging shared accounts at every interaction, including ads, web page personalizations, chatbots and more.
  • Leveraging critical insights and reporting to manage accounts at different stages of the funnel and easily report on marketing efficacy and ROI.

“Increasing engagement with joint accounts and organizing marketing efforts toward those accounts can be a real challenge,” said Chris Samila, VP of Partnerships at Crossbeam. “Our integration with Terminus further enhances marketers’ ABM efforts by using partner data to create targeted account lists and launch cohesive campaigns designed to drive conversions and close more deals. We’re excited to continue growing Crossbeam’s Partner Cloud to help partnership teams unlock their go-to-market motions.”

Today’s announcement marks yet another milestone in the growth of Terminus’s leading account-based engagement platform. Earlier this year, Terminus announced the acquisition of Zylotech and introduced Terminus CDP, which enables customers to cleanse go-to-market data and automatically discover new buying committees at target accounts. The company also launched the next generation of its native ABM chat solution, utilizing conversational marketing to increase target account engagement for customers.

For more information about Terminus’s integration with Crossbeam, visit the Terminus listing on the Crossbeam Integration Marketplace, and Terminus.com.

About Terminus
Terminus is the only account-based engagement platform built to deliver more pipeline and revenue through multi-channel account-based marketing (ABM). The platform, Terminus Engagement Hub, connects the first and third-party data needed to understand both customers and prospects, with the most robust suite of engagement channels—including ads, chat, email, and web—available. Terminus powers multi-channel ABM for thousands of brands globally including DHL, G2, Outreach, and TripActions. Terminus is proud to be a G2 leader in ABM for 13 consecutive quarters. Visit terminus.com to learn more or connect with us on Twitter and LinkedIn.

Spotlight

In every B2B industry segment, companies have noticed dramatic shifts in customers’ expectations for the buying experience. The roots of this change can be traced back to the debut of Amazon.com in 1995, which triggered a revolution in the way consumers evaluate and shop for products. As consumers grew more comfortable making online purchases, pure-play e-commerce vendors gained market traction. To stay competitive, traditional retailers embraced online channels as a way to maintain existing customer bases and expand their reach.


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ABM ACCOUNTS

MRP Named a “Leader” in Account-Based Marketing Platform Analysis by Independent Research Firm

MRP | March 22, 2022

MRP, the only enterprise-class predictive Account-Based Sales and Marketing platform, today announced that Forrester Research has named MRP a leader in its recent report, The Forrester New Wave™: Account-Based Marketing Platforms, Q1 2022. In its evaluation of ten of the most significant providers in the category, Forrester recognized MRP for its broad engagement capabilities, global reach, and suitability for large enterprises supporting independent business units or regions. Elaborating on MRP’s position as a leader, Forrester noted that “MRP excels at mature, omnichannel ABM programs that require global data capabilities and multitenant deployments for consistent ABM strategies across many regions.” MRP was the only vendor in the evaluation to receive the highest rating, differentiated, in both the engagement channels and performance assessment criteria. Forrester also found that “MRP offers the most native and integrated engagement channels of any vendor in this evaluation” and “unique attribution capabilities that can connect individual channels to the ABM-influenced pipeline.” “Enterprise marketers, unlike their mid-market counterparts, face the unique challenge of engaging and influencing buyers across multiple geographies, teams and lines of business,” said Mark Ogne, CMO of MRP. “Enterprise marketers, unlike their mid-market counterparts, face the unique challenge of engaging and influencing buyers across multiple geographies, teams and lines of business,” said Mark Ogne, CMO of MRP. “With this report, we believe Forrester has recognized that MRP is on a totally different level when it comes to serving complex, global enterprises. This is why 19 of the top 20 technology companies rely on MRP to drive unparalleled ABM performance and revenue impact.” Enterprise marketers leveraging the MRP Prelytix platform are able to orchestrate and deliver meaningful, personalized buying journeys in real time across multiple channels, geographies, and languages. MRP clients interviewed by Forrester praised the platform’s “multitenant capabilities, quality of insights, reporting, and global support.” Reference customers stated that MRP “make(s) it easy to use across a myriad of channels online and offline,” and “has amazing global reach and customer support.” About MRP MRP Prelytix is the only enterprise-class predictive account-based sales and marketing platform. For organizations that serve multiple partners, lines of business, geographies, or industries, MRP Prelytix empowers sales and marketing teams to simplify their environment’s complexity and produce measurable and high-performance conversion, pipeline velocity, and closed revenue. Applying the industry’s only real-time predictive analytics and data management, we fuel over 1,000 ABM engines across six continents to coordinate, execute, and optimize their ABM programs using eight channels, produced in 20 languages. Powered by KX, Prelytix sits on top of the fastest streaming analytics database in the world. For more information visit: www.mrpfd.com.

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ACCOUNT-BASED DATA

Demandbase Hires Brewster Stanislaw as Chief Product Officer; Adds Even More Caliber to Executive Team

Demandbase | December 16, 2021

Demandbase, the B2B go-to-market leader, today announced it has welcomed Brewster Stanislaw on board as chief product officer. The seasoned operator and entrepreneur has made an impressive name for himself over the past decade in the MarTech world, serving most recently as director of product at Google. In this role, he was responsible for the MarTech stack that helped scale Google Cloud to $20 billion at ~50% annual growth. Stanislaw brings his extensive experience, technology expertise, and industry knowledge to Demandbase’s B2B go-to-market suite. His addition to the executive team signals that the company is planning to invest deeply in product and innovation to continue delivering the most comprehensive, innovative B2B go-to-market solution on the market. “As a long-time participant in the MarTech ecosystem, I’ve always admired Demandbase from afar. But when I ran marketing systems in a previous role, I saw first-hand just how transformative Demandbase’s solution for B2B go-to-market orgs is. So when the opportunity arose to join the company and build on its already impressive successes, I jumped at the chance, ” said Stanislaw, chief product officer at Demandbase. “Digital transformation is fundamentally reshaping the way GTM teams engage with customers and Demandbase is defining that future. The company is already growing rapidly through relentless innovation and a steadfast commitment to customers and I’m deeply excited to work with the team, our customers, and our partners to further accelerate that progress.” Prior to his position with Google, Stanislaw was head of product and strategy at Adobe, where he conceptualized the company’s B2B Customer Data Platform. He came to Adobe via the consecutive acquisitions of Marketo and Bizible, where he served as vice president of product and strategy. Previously, Stanislaw spent time as co-founder & chief executive officer at Inside Social, until its acquisition by Simply Measured where he served as Head of Product before it was acquired by Sprout Social. “All it takes is one glance at Brewster’s resume to know he’s the real deal,” said Gabe Rogol, chief executive officer at Demandbase. “Not only does he have extraordinary technology chops, but he’s also served in product-based leadership positions at some of the most exciting and fastest growing companies in existence. We’re getting the best in the industry to oversee and lead our products’ evolution. We’re beside ourselves with excitement at all the possibilities, and welcome Brewster with open arms.” Stanislaw is a Seattle native, who graduated magna cum laude from the University of Pennsylvania in Philosophy, Politics, Economics and in Communication. Outside of his day job, he is an active angel investor, startup advisor, and mentor. About Demandbase Demandbase is transforming the way B2B companies go-to-market. Demandbase One is the most complete suite of B2B go-to-market solutions, connecting the leading account-based experience, advertising, sales intelligence, and B2B data solutions so Marketing and Sales teams at the biggest and fastest-growing companies can collaborate faster, share intelligence, and experience explosive growth.

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ACCOUNT-BASED ANALYTICS

SalesboxAI releases all New Demand Unit Centric ABM Platform

SalesboxAI | March 04, 2022

SalesboxAI, today announced the release of it's comprehensive Demand Unit centric platform for ABM marketers. The platform consists of three modules designed to accelerate sales with: SalesboxAI Discover – Identify Active Demand Units using AI Assistants that generate 1st Party Intent Signals and deployed within the SalesboxAI network. Each Active Demand Unit consists of 5-8 Buying Group Members from within each account. SalesboxAI Engage – Orchestrate hyper-personalized, many-to-many account centric conversations at scale across email, chat, web and social channels. All interactions are scored and aggregated at the Demand Unit level to help sales teams prioritize the Demand Units to engage with right now. SalesboxAI Advertise – Run CPL based ABM Ad campaigns to generate leads from within Buying Group Members at target accounts. The verified leads are delivered via API to your MAP/CRM system. "While the Demand Unit centric approach has been around for a few years, it was incredibly complex and resource intensive to implement. SalesboxAI makes it super easy to discover, engage and prioritize Demand Units like never before" says Alex Roy founder of SalesboxAI. "While the Demand Unit centric approach has been around for a few years, it was incredibly complex and resource intensive to implement. SalesboxAI makes it super easy to discover, engage and prioritize Demand Units like never before" says Alex Roy founder of SalesboxAI. SalesboxAI will be in Booth 317 at the B2BMX conference in Scottsdale, Arizona. About SalesboxAI SalesboxAI is a Conversational ABM platform that helps B2B marketing teams discover, engage, and advertise to the demand units that accelerate sales. Using AI-powered assistants, SalesboxAI discovers active, in-market demand units, engages in personalized account-centric experiences across email, chat, and social, and reaches more IT buying groups across its advertising network.

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ABM ACCOUNTS

DemandScience Customers Speaking at Forrester B2B Summit North America 2022

DemandScience | May 02, 2022

DemandScience, a global B2B data company that partners with customers to upgrade their sales pipelines, today announced it is a Platinum Sponsor of Forrester’s B2B Summit North America 2022, and will be presenting in-person customer case study sessions at the Summit with two of the world’s most recognized and successful technology companies. Forrester’s B2B Summit, one of the most important events of the year for thousands of B2B marketing, sales, and product leaders, is taking place in-person and digitally from May 2–4, at the Austin Convention Center in Austin, Texas. “We are proud to be sponsoring Forrester’s B2B Summit and enabling participants to hear first-hand from highly respected peers about how they leveraged DemandScience’s B2B data and solutions to power successful initiatives and achieve meaningful ROI,” said Chris Rack, Chief Revenue Officer of DemandScience. “We are proud to be sponsoring Forrester’s B2B Summit and enabling participants to hear first-hand from highly respected peers about how they leveraged DemandScience’s B2B data and solutions to power successful initiatives and achieve meaningful ROI,” said Chris Rack, Chief Revenue Officer of DemandScience. Each session will be co-presented by Rack and the customer’s marketing leader responsible for the demand gen program: Topic: Identifying High-Propensity Buyers to Drive Opt-in Leads Overview: The presenters will demonstrate how identifying and creating high-propensity audience segments using technographic installation and intent data layering fueled their branded demand generation programs. This facilitated the growth of their ABM permission-based audience and accelerated ROI. Date/Time: Monday, May 2, 2022 from 1:25 pm – 1:55 pm central time, room 11AB Topic: Leveraging Predictive Insights to Accelerate Your ABM Strategy Overview: Attendees will learn how this world-renowned tech company increased ROI, speed through funnel, and ABM conversion rates across the board by using DemandScience’s intent engine on top of their core ABM lists to generate and prioritize leads. The presenters will illuminate how combining and analyzing multi-source intent data provides predictive B2B buyer insights that can be leveraged to deliver transformational results for marketers. Date/Time: Wednesday, May 4, 2022 from 11:50 am – 12:20 pm central time, room 11AB In-person attendees can meet with the DemandScience team at Booth #724 in the B2B Summit Marketplace to learn how they can partner with DemandScience to identify prospects, activate buyers, and convert opportunities with accurate B2B data. About DemandScience DemandScience is a global B2B data company that partners with customers to upgrade their sales pipelines. Our accurate data and predictive insights enable B2B sales and marketing professionals to identify, activate, and convert the right buyers at the right time and achieve their growth goals.

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Spotlight

In every B2B industry segment, companies have noticed dramatic shifts in customers’ expectations for the buying experience. The roots of this change can be traced back to the debut of Amazon.com in 1995, which triggered a revolution in the way consumers evaluate and shop for products. As consumers grew more comfortable making online purchases, pure-play e-commerce vendors gained market traction. To stay competitive, traditional retailers embraced online channels as a way to maintain existing customer bases and expand their reach.

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