ACCOUNT MANAGEMENT

Terminus Report Shows Rapid Increase in Scope and Investment for Account-Based Strategies

Terminus | October 27, 2020

Terminus, the leading account-based marketing platform, today released its fifth annual State of ABM Report. The 2020 report uncovered that Covid-19 spurred rapid ABM adoption, an increase in scope and investment in existing account-based programs, and that ABM is critical to customer retention and expansion efforts, among other key findings.
This year’s State of ABM Report surveyed more than 310 respondents with over 76 percent representing marketing practitioners. The report found a groundswell in early maturity ABM programs, suggesting the effects of COVID have accelerated adoption, and compares new programs to more mature ones.

Spotlight

ABM is taking the B2B world by storm, and more and more marketers are looking to move beyond the “why” and really understand the “how.”  If you’re ready to move past the basics and get real about ABM, then join us and over 1000+ marketers for the 2018 edition of the ABM Innovation Summit. Here are 10 of the very best reasons to make the trip.


Other News
ABM ACCOUNTS

Jabmo Expands ABM Platform with Sales Enablement and Salesforce Integration

Jabmo | April 08, 2022

Jabmo, a provider of account-based marketing (ABM) solutions to the manufacturing, life sciences, and healthcare industries, has expanded the sales enablement capabilities of its Omnichannel ABM platform. Jabmo now automatically sends the following two types of email alerts to key account sales managers, which are personalized based on their portfolios: Real-time alerts about surges in buying group intent; and Weekly account reports that summarize engagement for multiple accounts. Insights provided include engagement over the past week, top engaged accounts, and any increases over time. In addition, Jabmo delivers account-based insights through a new Salesforce integration. Within the Salesforce application, the Jabmo Insights tab and Jabmo Account Engagement Reports show buying intent surges and key account activity across channels. Insights reveal how accounts are coming to key pages, most engaged locations, and most engaged pages. "As buying groups grow larger than ever, sales teams need more than just individual leads to hit their goals," said Mark Durante, vice president of product and engineering at Jabmo. "As buying groups grow larger than ever, sales teams need more than just individual leads to hit their goals," said Mark Durante, vice president of product and engineering at?Jabmo, in a statement. " They need the big picture of account-level engagement to sense when the time is right to strike. "We've introduced our latest account-based engagement reports and surge alerts to separate the signal from the noise. All that data gets rolled up into timely account-based insights, so sales reps can get to the deal first," Durante continued. "The beauty is that sales reps don't have to learn yet another system. Insights are delivered right where they are already working—in email and Salesforce. Everything they need is right at their fingertips." Jabmo clients, including disaster recovery and property restoration company First Onsite, are already seeing success with the new sales enablement tools. "Jabmo has really helped us improve communication and collaboration between our sales and marketing teams. This alignment has truly supercharged our sales efforts, and we're already seeing new opportunities, bigger deals, and incredible company growth," said Adrian Fulle, vice president of marketing at First Onsite, in a statement.

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ACCOUNT BASED ANALYTICS

Mobiquity Technologies, Inc. Expands its Omnichannel Service Offering

Mobiquity Technologies | December 30, 2021

Mobiquity Technologies, Inc.(NASDAQ: MOBQ) (the “Company”), a leading provider of next-generation advertising, today announced a new end-user feature for MobiExchange (www.mobiexchange.com), the Company’s SaaS platform for digital advertising and data services. Designed in response to existing customer’s evolving digital campaign needs, Mobiquity’s MobiExchange platform now allows marketers to unleash the power of their valuable first-party data and drive greater precision in their digital marketing campaigns by utilizing text messaging (SMS) in addition to it existing suite of programmatic advertising options. Text messaging is considered to be one of the most effective marketing channels but leveraging it as part of an overall campaign can be challenging for many marketers. MobiExchange has integrated SMS services into its platform to offer marketers another channel that leverages their same first-party data in cases where time-sensitive and/or short messages with a simple call to action can enhance meeting their campaign goals. SMS is an essential component of an omnichannel marketing strategy and now Mobiquity allows its clients the ability to target through an additional touchpoint. The marketing dollars currently being spent elsewhere on SMS can now be shifted to Mobiquity, while maintaining uniformed targeting and provide a true one-stop marketing solution. This new feature also allows the user to optimize marketing dollars by focusing on how the recipient wishes to receive his or her messaging. Dean Julia, CEO of Mobiquity Technologies, commented, "Our mission is to provide our customers with a service platform that is affordable, quick to implement, and designed for the end user. The MobiExchange platform was built to enable the quick and seamless integration of new features that will help support clients in the ever-changing digital marketing environment. We are excited to offer all of our customers this new channel to enhance audience reach and optimize campaigns more precisely.” Dean Julia, CEO of Mobiquity Technologies, commented, "Our mission is to provide our customers with a service platform that is affordable, quick to implement, and designed for the end user. The MobiExchange platform was built to enable the quick and seamless integration of new features that will help support clients in the ever-changing digital marketing environment. We are excited to offer all of our customers this new channel to enhance audience reach and optimize campaigns more precisely.” MobiExchange is one of the fastest, easiest, and most affordable ways for small and medium size brands and advertising agencies to enhance and manage a digital media campaign. MobiExchange is a SaaS platform for digital advertising and data services, specifically designed for non-technical personnel to assist them in reaching their target audiences. MobiExchange allows advertiser to turn their offline data in actionable data within minutes and does it without incurring the burden of an expensive in-house tech team. About Mobiquity Technologies Mobiquity Technologies, Inc. is a next generation, Platform-as-a-Service (PaaS) company for data and advertising. The Company maintains one of the largest audience databases available to advertisers and marketers through its data services division. Mobiquity Technologies’ Advangelists subsidiary (www.advangelists.com) provides programmatic advertising technologies and insights on consumer behavior. For more information, please visit: https://mobiquitytechnologies.com/

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CORE ABM

Conversica's Conversations Now Enhanced with 6sense Account Insights, Spurring Greater Account Engagement for ABM Customers

Conversica | May 04, 2022

Conversica, Inc., the leading provider of Conversational AI solutions for enterprise revenue teams, announces a new Conversational Account-Based Marketing (ABM) integration with 6sense, a leading platform for B2B organizations generating predictable revenue. The integration, which builds on the growing success of the Conversational ABM product launched in November 2021, enables Conversica AI Assistants to tap into the rich account and intent data from 6sense to identify whom to target and tailor two-way, humanlike conversations with the level of personalization required to scale any healthy ABM program. ABM platforms like 6sense provide crucial insights to tailor communications with contacts at target accounts. Conversica takes those insights and turns them into action. Less than half of salespeople and marketers are able to put the intent data from their ABM platform to work in their communications, leading to unrealized value of their ABM investments. Conversica’s new integration with 6sense enables companies to automatically apply that data to deeply relevant, 1:1 conversations across their target account list and, thus, maximizing the results of their ABM approach at scale. Mark Jancola, Chief Development Officer, Conversica, said, “We’re ultimately helping companies to reap the full value of their ABM investments." Mark Jancola, Chief Development Officer, Conversica, said, “We’re ultimately helping companies to reap the full value of their ABM investments. ABM vendors provide a wealth of information that marketing and sales (and eventually customer success) teams want to use to personalize communications, but are unfortunately unable to do so due to bandwidth limitations. By bringing our two solutions together, we’re able to action these insights at scale, provide contacts with the most relevant message and turn interest into direct sales conversations that would otherwise be impossible without a digital team member.” Conversica’s ABM conversations are custom-designed to personalize messaging with the most applicable testimonials, pain points, and use cases. With the 6sense integration, contacts are now automatically routed to the most relevant conversation based on industry, persona, and buying stage. The dialog is then further personalized based on contact details from 6sense, making it easy to create and maintain the many variations associated with a hypersegmented ABM account list. Numerous early adopters of Conversica’s Conversational ABM solution are seeing tremendous results, including customers like ATS Dealers and Trifacta. “Out of the 15 to 20 Conversica conversations that we run, ABM Outreach has very quickly become our most-used skill,” said Josh Copp, Managing Partner at ATS Dealers, a full-service reseller of premium data software and marketing solutions. “I really appreciate the flexibility of the messaging. We can have conversations with prospects that lead with the customer’s pain point and clearly show how ATS can help them solve it. The ability to map our solution to a unique business problem in our outreach is essential, especially as we expand into new industries.” "What's exciting to us about the ABM Outreach skill is the ability to match specific pain points—whether it be by persona, title, or industry—with a tailored value statement increasing the relevance to the contact. The impact of these added variables, in the ICP Outreach conversation, has led to an engagement and hot lead rate +10% higher than our standard Conversica conversations," said the Director of Demand Generation at Trifacta, an open cloud platform for data engineers and analysts. For more information about Conversica’s Conversational ABM solutions, please visit: www.conversica.com/products/conversational-abm. About Conversica Conversica is a leading provider of Conversational AI solutions, uniquely focused on revenue growth. Conversica helps enterprise marketing, sales, and customer success teams attract, acquire and grow customers at scale across the entire customer revenue lifecycle. Conversica AI Assistants serve as digital team members and autonomously engage prospects, existing customers, or partners in human-like, two-way interactions at scale to drive towards the next best action, whether that’s scheduling a sales meeting, or gauging interest to buy additional products or services. Processing over a billion interactions, the Conversica Conversational AI platform integrates natural language processing (NLU & NLG), decision & policy management, business process automation and deep learning capabilities to drive customer engagement across multiple digital communication channels and languages. The Conversica platform supports over 50 integrations into the most popular MAP and CRM platforms and offers an open API for custom integration.

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ABM ACCOUNTS

Demandbase Lands in Account-Based-Sales Technology Vendor Report by Independent Research Firm

Demandbase | January 15, 2022

Demandbase, the B2B go-to-market leader, today announced it has been included in the Forrester New Tech: Account-Based Sales Technologies, Q1 2022. The company's solutions were part of the report that provides an overview of emerging vendors within major segments of the Account-Based Selling market and their capabilities. Demandbase was included in the collaboration primary functionality segment, which covers capturing the complete picture of opportunity for accounts, contributing to account plans, enriching data and more. "Initially, the field we're in was known as Account-Based Marketing, with an emphasis on marketing," said Allison Metcalfe, chief revenue officer for Demandbase. "Initially, the field we're in was known as Account-Based Marketing, with an emphasis on marketing," said Allison Metcalfe, chief revenue officer for Demandbase. "But that tide quickly changed, as the industry realized the important interplay between sales and marketing. We at Demandbase were the first to really reflect this shift when we coined the term Account-Based Experience, and we've worked hard to ensure our solutions support the entire B2B go-to-market motion — which means spanning marketing, sales, customer success and more. To be recognized in an Account-Based Sales technologies overview by Forrester is, in our opinion, great validation for us that our vision is being realized, and we're serving the larger market we always intended to." The Forrester report summarized that companies that use Account-Based Selling platforms can expect to enjoy improved visibility into the potential of each account (CLV), increased sales rep efficiency and increased pipeline value (deal size), win rates and forecast accuracy. Its authors also noted that "Account-Based Selling technologies are streamlining the manual, labor-intensive process of assigning sales resources to specific companies or accounts in place of traditional geographic territories. The shift to Account-based selling has been fraught with data and insight gaps for years, but as technologies have matured and grown in complexity, the ability to capture account data has made the process less administrative, more collaborative and increasingly insight driven." 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. For more information about Demandbase, visit: www.demandbase.com.

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Spotlight

ABM is taking the B2B world by storm, and more and more marketers are looking to move beyond the “why” and really understand the “how.”  If you’re ready to move past the basics and get real about ABM, then join us and over 1000+ marketers for the 2018 edition of the ABM Innovation Summit. Here are 10 of the very best reasons to make the trip.

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