ABM ACCOUNTS

The 2021 B2B Sales & Marketing Exchange Live Event will be held in Boston, Massachusetts

Demand Gen Report | June 10, 2021

Demand Gen Report (DGR) will invite the B2B sales and marketing community to meet in person for the first time in almost 18 months at the 3rd annual B2B Sales & Marketing Exchange, which will take place August 9-11, 2021, at the Encore Resort & Casino in Boston Harbor.

This event, which began in 2019, was inspired by DGR's renowned flagship event, the B2B Marketing Exchange, and was designed to demonstrate how sales and marketing can grow "better together" by encouraging collaboration beyond conventional departments, silos, and channels. This year, the DGR team is excited to bring the B2B sales and marketing community together once more—this time in a more focused and exclusive model that combines the best of both virtual and physical worlds.

#B2BSMX will feature:
  • A smaller and more focused group: 500 top B2B sales and marketing professionals from various sectors.
  • Targeted content sessions and networking events: Speakers will include revenue leaders from marketing and sales who currently adopt innovative approaches to engage target accounts with relevance and value.
  • Safe and comfortable learning environments: Meeting spaces and session styles are designed to engage peers, analysts, and top sales and marketing vendors in a secure and pleasant learning atmosphere.
  • An omnichannel, integrated experience: A hybrid approach to digital and physical event planning will provide attendees tools to customize agendas, schedule meetings, and communicate with colleagues after meeting in person.

B2BSMX, which features some of the largest and fastest-growing solution providers in account-based marketing and demand generation, allows attendees to meet with experts to discuss issues such as optimizing revenue operations and fine-tuning their go-to-market strategies to adapt to new realities.

About Demand Gen Report
Demand Gen Report, a G3 Communications brand, is a targeted online publication that uncovers the tactics and solutions that assist companies in better aligning their sales and marketing departments and, as a result, create growth. A significant portion of the publication's editorial coverage is dedicated to sales and marketing automation tools that enable companies to reach, measure and manage their multi-channel demand generation efforts.

About The B2B Sales & Marketing Exchange
The B2B Sales & Marketing Exchange (#B2BSMX) is a multi-day educational and networking event hosted by Demand Gen Report that focuses on transformative methods to customer engagement and revenue growth for B2B organizations as they navigate today's reality. #B2BSMX will provide a platform for marketing, sales, and customer success leaders, with a strong emphasis on alignment and orchestration, and is an event for every member of the revenue team.

Spotlight

Infer's cloud-based application helps companies win more customers. It uses historical data from your CRM app, as well as hundreds of external signals from the web, to determine which leads are most likely to convert. With Infer, you can focus reps on the hottest leads, uncover hidden opportunities, and extract high-potential prospects from any list. Inspired by the simplicity of the consumer web, Infer seamlessly integrates with your existing systems so you can get up and running in just days.


Other News
BUYER INTENT DATA

IDG Communications Acquires LeadSift, a Leading B2B Sales & Marketing Intelligence Platform

LeadSift, IDG Communications | December 24, 2021

IDG Communications, Inc.—the global leader in technology media, data, and marketing services—announces the acquisition of LeadSift, a Canadian-based B2B sales and marketing intelligence platform. The acquisition provides another level of actionable intent data for technology marketers looking to identify the right leads for scaling their revenue. LeadSift uses proprietary artificial intelligence and data mining technologies to extract actionable insights for B2B marketers from millions of data points across the web. Delivered as a daily digest of data, LeadSift’s algorithms uncover relevant leads who demonstrate intent to buy, allowing B2B marketers to craft the appropriate messaging for outreach and sales follow-up resulting in robust new business opportunities. “The buying journey for B2B technology purchases are extremely complex and involve multiple decision-makers,” said Sreejata Chatterjee, Co-founder, LeadSift. “Having a view into those intent signals at the contact level provides a massive competitive advantage and directs your sales team to engage with the right buyers at the right time.” Tapajyoti Das, CEO and Co-founder of LeadSift added, “We are thrilled to join the IDG team and incorporate our intent intelligence into their proprietary data set, to provide the most comprehensible intent data solution to their savvy tech marketing clients.” This is the third acquisition in 18-months that demonstrates IDG’s commitment to create best-in-class data-based marketing solutions that allow B2B marketers to drive desirable audiences and leads into their pipeline. The IDG MarTech stack, built by and for marketers, includes an ABM platform, Triblio, and a marketing data and intelligence solution, KickFire, both of which are already integrated into IDG’s data set and iconic tech editorial branded sites. “Expectations of tech marketers have never been higher as the technology landscape continues to become more competitive. By positioning IDG at the intersection of media and MarTech, we help B2B marketers navigate the customer journey across a dynamic ecosystem by leveraging unmatched data sets,” said Kumaran Ramanathan, President of IDG Communications, Inc. “LeadSift’s technology is further enhancing our unique intent data that drives ROI for our customers. We enthusiastically welcome the technology and the team to the IDG family.” About IDG Communications, Inc. IDG Communications’ vision is to make the world a better place by enabling the right use of technology, because we believe that the right use of technology can be a powerful force for good. IDG is a dependable editorial voice, creating quality content to generate knowledge, engagement and deep relationships with our community of the most influential technology and security decision-makers. Our premium media brands including CIO®, Computerworld®, CSO®, InfoWorld®, Macworld®, Network World®, PCWorld® and Tech Hive® engage a quality audience with essential guidance on the evolving technology landscape. Our trusted brands, global 1st party data intelligence and MarTech platforms (KickFire and Triblio) identify and activate purchasing intent, powering our clients’ success. We simplify complex campaigns that fulfill marketers’ global ambitions seamlessly with consistency that delivers quality results. About LeadSift LeadSift is an intent data platform helping B2B technology companies identify which accounts are in-market and who within that account to speak to. By analyzing and extracting insights from millions of real-time web documents, LeadSift can provide visibility into multiple intent signals that correlate to B2B purchase decisions. LeadSift’s goal is to give Marketers and Sales professionals the most comprehensive and actionable insights they need to scale their revenue. Learn more at https://leadsift.com.

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PROGRAMMATIC ABM

6sense Revenue AI Paves the Path to the Future of Predictable Revenue Growth

6sense | April 21, 2022

6sense, with the widest application of AI at every stage of revenue creation, today announced 6sense Revenue AI™ and previewed product innovations that solidify its leadership position. The platform applies the power of AI across the entire buyers' journey, removing the guesswork that plagues revenue teams, providing a better customer experience, and producing high-quality pipeline that is ultimately more likely to convert to revenue. Today's announcement at the company's The Future is Now event demonstrates its commitment to execute against its aggressive roadmap, as well as integrate newly acquired companies to accelerate customer value. With 6sense Revenue AI, B2B revenue teams are able to better capture anonymous buying signals, target the right accounts at precisely the right time, and boost revenue performance with recommendations for the channels and messages most likely to convert. 6sense customers report a 100% increase in average deal size, 20% better conversions and 30% faster deal cycles, and 120% improvement in revenue effectiveness. "Every business wants to generate revenue with greater predictability. But every day, their people work in silos and make numerous guesses about which accounts to prioritize, what to send them, or whether they have quality data to orchestrate a winning campaign," said Jason Zintak, CEO of 6sense. "6sense Revenue AI is the only platform to put the power of AI into the hands of every member of the revenue team to make insight-driven decisions, prioritize time and resources with greater accuracy, and realize better outcomes. Our customers report unbelievable success." With three acquisitions within six months, more than 50 new product features released in 2021, and recognition from customers and industry analysts for unparalleled product innovation, 6sense has demonstrated its ability to execute against a bold vision for the future of predictable revenue growth. The Future of B2B Email Marketing is Here 6sense, along with recently acquired Saleswhale, announced its AI-driven email marketing platform beta program for customers to create demand and new opportunities. This brings AI to help with hyper-personalization at scale, creating relevant 1:1 emails and email responses using all insights including technographic, intent, and engagement data. "There is massive potential to apply the power of AI across every stage of the funnel to accelerate conversion and velocity," said Viral Bajaria, CTO and Co-Founder of 6sense. "We are reimagining email, focused on different outcomes: to start a conversation, instantly provide relevant information and connect with humans when needed. We want to help marketers realize the dream of no spam. By applying business-focused insights into the buying team, AI can draft a hyper-relevant email that goes miles beyond current personalization to actually deliver value to the prospect and initiate a conversation." 6sense Pipeline Intelligence Takes Aim with Precision New 6sense Pipeline Intelligence capabilities are the first and only AI-driven solution for B2B marketers to plan, track and forecast pipeline with accuracy. 6sense Pipeline Intelligence predicts how much and what quality pipeline is needed to hit revenue targets, tracks segment and campaign performance in real-time, and makes AI-based recommendations to pivot as necessary to meet or exceed forecast goals. Deeper Microsoft Dynamics 365 Sales and HubSpot CRM Integrations 6sense has enhanced CRM integrations for Microsoft Dynamics 365 Sales and HubSpot CRM to align revenue teams around a comprehensive, actionable data set within the 6sense Sales Intelligence Dashboard or right inside HubSpot CRM or Microsoft Dynamics 365.  Bringing the most advanced insights and actions to where marketers and sellers work: Marketers can leverage 6sense-enriched lead, contact, and account data to segment and analyze audiences while working natively within these CRMs Sellers can access 6sense insights, alerts, and dashboards directly from within HubSpot CRM or Microsoft Dynamics 365, enabling sellers to proactively prospect and personalize outreach Revenue operations teams can better create a unified source of truth across 6sense and their CRM with data, audience, and AI-driven orchestrations Additional Product Improvements Market-leading technographic and contact data from Slintel, a 6sense company, has been added to 6sense Revenue AI to give sellers even greater access to the most up-to-date insights on an account's tech stack within the Sales Intelligence experience. With enhanced visibility into the target buying group, their intent signals, and the technologies they use, sellers know when and how to best engage prospects, resulting in high-quality pipeline and a customer-first experience. 6sense Qualified Accounts (6QAs) are now completely customizable, giving customers the choice of using only AI-driven recommendations for qualified accounts or custom tailoring buying stages and weighted activities based on criteria that best fit an organization's specific needs. The defined metric qualifies accounts based on their likelihood of being in-market to buy as indicated by their behaviors and their propensity to buy based on fit. 6sense Orchestration subscribers can now sync contact information from emails and calendars and add them directly to their CRM to better understand individuals within the buying group and engage accounts more effectively. About 6sense 6sense reinvents the way organizations create, manage, and convert pipeline to revenue. 6sense Revenue AI captures anonymous buying signals, targets the right accounts at the ideal time, and recommends the channels and messages to boost revenue performance. Removing guesswork, friction, and wasted sales effort, 6sense empowers sales, marketing, and customer success teams to significantly improve pipeline quality, accelerate sales velocity, increase conversion rates, and grow revenue predictably. 6sense has been recognized for its market-defining technology by Forbes Cloud 100, G2, TrustRadius, Gartner, and Forrester, and for its strong culture by Glassdoor, Inc. Magazine, and Comparably. For more information, visit 6sense or follow us on LinkedIn and Twitter.

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CORE ABM

Contentgine® Announces Its Contentree® Library Has Reached 400 Curated Business Category Solution Sets

Contentgine | January 12, 2022

Contentgine®, The world leader in Content-Based Marketing®, announced today that it has reached a curation milestone of over 400 business category solution sets derived from its collection of over 500,000 content assets in its vast content library. Each solution set contains B2B vendor case studies for nearly every industry category. Those sets are constantly offered up by Contentgine's trademarked Perpetual Engine methodology to the company's database of over 133 million professionals. Jim Kelly, Contentgine's Chief Content Officer and founder of Contentree, stated: "The Contentree platform allows industry professionals to quickly find the perfect proven solution to their business challenges, problems or aspirations. Contentree is the 'Autobahn' for professionals looking for solutions to challenges in their work, if you like, or the 'WebMD' for all business professionals in all industries." Jim Kelly, Contentgine's Chief Content Officer and founder of Contentree, stated: "The Contentree platform allows industry professionals to quickly find the perfect proven solution to their business challenges, problems or aspirations. Contentree is the 'Autobahn' for professionals looking for solutions to challenges in their work, if you like, or the 'WebMD' for all business professionals in all industries." "Think of the library as the first and only site dedicated to 'Quarter-Inch Holes' amongst a whole internet of B2B sites focused on 'Quarter-inch Drills.' The 400 solution sets allow any professional in any industry to find a curated list of business solutions from that library, all intended to continuously educate the business community on proven business solutions." Paul Hong, Chief Operating Officer of Contentgine, noted: "There is finally a site for B2B marketers to implement informed strategies for marketing their business solutions. B2B Vendors can now communicate their solutions to all industries looking for answers to their operating challenges." The Contentree database is curated for every industry, and contains nearly all vendor offerings across the Equipment, Software, Services, and Materials categories. Kelly stated that it is the company's vision to aggregate and curate all B2B Vendor Content asset types. As for the solution sets, each is a curated collection of success stories from multiple vendors focused on: an industry (e.g., Mining, Municipal Water Treatment, Data Centers) a vendor offering category (e.g., Pumps, Lubricants, ERP Software) a challenge/topic (e.g., Dust Control, Energy Efficiency, BYOD) Kelly concluded by stating that his work is ongoing in creating even more curated solution sets, and that in 2021 there were over 1.7 million interactions with the content, and those interactions continue to grow for the company at the rate of over 10,000 new interactions every business day. About Contentgine Contentgine ® has claimed a leadership position in the content syndication and intent marketing categories, basing its business upon the following value proposition: "Contentgine helps all professionals in all industries find the right solutions for their businesses." The company is witnessing explosive growth by utilizing a unique way of offering business solution information to business professionals via its Contentree B2B content library – the world's largest such library - and utilizing its unique Perpetual Engine methodology. Together they produce both the industry's most precise first-person intent data and the industry's only content performance analytics platform.

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ACCOUNT-BASED DATA

ON24 Announces Account-Based Personalization Capabilities Across ON24 Platform

ON24 | May 12, 2022

ON24 today announced new account-based marketing (ABM) capabilities across the ON24 platform for sales and marketing to drive greater personalization with buyers. With first-party data and audience insights captured during ON24 digital experiences, organizations can dynamically personalize webinars, content hubs, and landing pages with logos and banners, as well as content based on an individual’s title, company, industry, and interests. Now sales and marketing can target individual buyers at specific companies with personalized messages and digital experiences. “We’re delivering enhanced personalization driven by first-party data, informed by a prospect and customer behavior, and automated through AI. Sales reps and marketers can now provide customized ON24 digital experiences for the individuals at the top accounts they’re trying to engage and win.” Steve Sims, vice president of product management at ON24 B2B buyers have greater expectations that each engagement and digital experience is tailored to their needs. Account-based personalization in ON24 Webcast Elite, ON24 Engagement Hub, and ON24 Target enables organizations to deliver personalized experiences at scale across accounts, contacts, and individual interests. With the ON24 platform, sales and marketing can engage multiple contacts as part of a company’s buying committee and accelerate conversion. Take ABM execution to the next level with the following account-based personalization capabilities: Create dynamic greetings – use audience data to customize experiences with personalized greetings and messages based on a prospect or customer’s buying persona Drive targeted engagement – easily reach known and unknown users with personalized communications and follow-up experiences tailored to the contact and account Customize branding – automatically display a prospect or customer’s company logo within an ON24 experience, with no uploads or manual customization Account-based personalization capabilities are available now. Today’s news builds upon the interest-based personalization capabilities introduced last year in ON24 Webcast Elite and ON24 Engagement Hub, enabling customers to understand audience interests based on content consumed and experiences attended to deliver customized banners and messages. In other news today, ON24 announced the latest ON24 platform innovations and the availability of first-person engagement and conversion data from the ON24 platform in HubSpot. Read our platform innovations press release and HubSpot press release for more information. About ON24 ON24 is a leading sales and marketing platform for digital engagement, delivering insights to drive ​revenue growth. ON24 serves more than 2,100 customers worldwide, including 3 of the 5 largest global technology companies, 4 of the 5 largest US banks, 3 of the 5 largest global healthcare companies, and 3 of the 5 largest global industrial manufacturers. Through interactive webinars, virtual events, and personalized content experiences, ON24 provides a system of engagement powered by AI for businesses to scale engagement, conversions, and pipeline to drive revenue growth. The ON24 Platform supports millions of professionals a month who are totaling billions of engagement minutes per year. ON24 is headquartered in San Francisco with global offices in North America, EMEA, and APAC.

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Spotlight

Infer's cloud-based application helps companies win more customers. It uses historical data from your CRM app, as well as hundreds of external signals from the web, to determine which leads are most likely to convert. With Infer, you can focus reps on the hottest leads, uncover hidden opportunities, and extract high-potential prospects from any list. Inspired by the simplicity of the consumer web, Infer seamlessly integrates with your existing systems so you can get up and running in just days.

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