ABM ACCOUNTS

Upland Altify Named in New Tech Report for Account-Based Sales Technologies

Upland Software | March 02, 2022

Upland Software, Inc. (Nasdaq: UPLD) has been named in Forrester’s New Tech: Account-Based Sales Technologies, Q1 2022 report which provides an overview of account-based selling technologies. Upland Altify’s strategic account planning software was one of 19 vendors included, and only one of seven late-stage technology providers recognized in the report.

“As a leader in the account planning technology space for over 15 years, we have partnered with global enterprises such as Salesforce, Lumen, UnitedHealth Group, and many others to enable the skillset, mindset, and toolset for account-based selling in their organizations,” said Patrick Morrissey, SVP and GM at Upland.

“As a leader in the account planning technology space for over 15 years, we have partnered with global enterprises such as Salesforce, Lumen, UnitedHealth Group, and many others to enable the skillset, mindset, and toolset for account-based selling in their organizations,” said Patrick Morrissey, SVP and GM at Upland. “We’re proud to be recognized by Forrester among solutions that help enterprises find the white space and unlock new pipeline to grow business in their strategic accounts.”

The vendors were evaluated and differentiated based on the following three weighted criteria - top ranked competitors, company tenure, and full-time employees. From there, Forrester scored vendors against all criteria using progressive point values across maturity stages and divided them into three final groups of Late-Stage, Growth-Stage, and Early-Stage vendors.

Altify delivers Account Planning software natively in Salesforce, combining innovative technology with expert strategy and methodology. Altify helps reveal complex relationships, identifies white space, supports opportunity planning efforts, defines repeatable sales processes, and coordinates collaboration across sales, marketing, customer success and the extended revenue team to make it easier to identify, win, and retain business.

About Upland Software
Upland helps global businesses accelerate digital transformation with a powerful cloud software library that provides choice, flexibility, and value. Our growing library of products delivers the "last mile" plug-in processes, reporting, and job specific workflows that major cloud platforms and homegrown systems don’t provide. We focus on specific business challenges and support every corner of the organization, operating at scale and delivering quick time to value for our 1,700+ enterprise customers. To learn more, visit www.uplandsoftware.com.

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ACCOUNT BASED DATA

Bombora’s Thought Leadership Addresses the Changing Dynamics of B2B

Bombora | July 27, 2022

Bombora, the leading provider of B2B Intent data solutions, continues to guide B2B marketing and sales teams as they navigate changing ecosystem dynamics. Mike Burton, co-founder and SVP data sales of Bombora, takes to the pages of the Forbes Technology Council to highlight two areas where B2B marketing and sales leaders may adjust their approach: revenue operations and buyer-led account based marketing (BLAM). How The Pandemic Elevated The Importance Of Revenue Operations looks at how B2B enterprises have reached the point where a new, pandemic-influenced sales process touches every component of a business. Many companies are now asking a very big question: Who, exactly, is responsible for revenue within the company? In some operations, it falls to the CMO; in others, it’s in the CRO’s purview. Still other companies have created titles like Chief Growth Officer or Chief Commercial Officer. Board rooms are struggling to find the answer. In How To Put More Pop Into Your ABM Strategy With BLAM, Burton advises on improving account-based marketing (ABM) strategies. Marketers looking to take the next step must lean into the buyer journey and learn where to focus their marketing and sales efforts. This "buyer-led" account-based marketing, or BLAM, has the potential to give ABM a kick in the pants and really super-charge marketing efforts. Burton is also the host of The Intent Data Exchange, Bombora’s podcast for sales, marketing, publishing, and data professionals seeking the latest insights and perspectives from the across B2B ecosystem. Each episode features a conversation with a sales and marketing leader who has been on the cutting edge of using data to deliver a sustainable go-to-market strategy. Initial guests include industry experts from Siemens, SAP, Cision, and Just Global. Bombora’s Company Surge® data tells marketing and sales leaders which businesses are researching the products or services that they and their competitors sell. With this understanding, sales and marketing teams can be more relevant and consistent and improve performance across all activities. About Bombora Bombora tells businesses which companies are researching their products and services. With this understanding, sales and marketing teams can be more relevant and consistent and improve performance across all activities. This intent-driven approach revolutionizes the way businesses market and sell to other businesses through transparent data built on an ecosystem of quality, collaboration and innovation. With direct integrations with dozens of leading data and media-buying platforms, Bombora is building a world in which business buyers value sales and marketing for its relevance, timeliness and accuracy. To learn more, visit www.bombora.com.

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BUYER INTENT DATA

SelectHub Launches Company-Level Lead Service to Provide Software Vendors with Timely Market Visibility

SelectHub, Navigator Business Solutions | June 16, 2022

Software selection company SelectHub today announced the launch of its new Company-Level Lead service. This service will give software vendors access to buyer intent data so they can obtain relevant and timely market intelligence about who is evaluating new software. “We recognized the uplift we could offer account-based marketing initiatives by showing software vendors who was looking at them and their competitors,” said Hernando Blanco, COO at SelectHub. “We recognized the uplift we could offer account-based marketing initiatives by showing software vendors who was looking at them and their competitors,” said Hernando Blanco, COO at SelectHub. Supported by SelectHub’s best-in-class technology and refined over an 18-month pilot program, the service will enable sellers to see which companies are interested in their software through detailed information about how leads interact on SelectHub’s site and technology selection platform. The program is designed to support account-based marketing (ABM) efforts, providing buying signals that will help vendors determine what stage of the buying cycle users are at, based on actions that demonstrate high buyer intent such as solution-specific research, product leaderboards and scorecards, demo requests and pricing inquiries. Vendors also have access to user behavior data, such as resources downloaded and pages visited. With this information in hand, marketing teams will be able to run more highly targeted campaigns. “The company-level insight (intent data) has helped us build and execute better targeted ABM campaigns,” said Sean Barbera, Marketing Director at Navigator Business Solutions. The data is published via SelectHub’s application interface and can be downloaded into Microsoft Excel and Google Sheet formats. Delivery via integrations to popular CRM systems is available optionally, as well as the ability to connect with buyers at these companies. The entire data-set is drawn from SelectHub’s technology selection platform, where buyers are actively evaluating and comparing products based on their unique requirements. The insights offered through this company-level approach will help software vendors focus on leads that are more likely to convert. About SelectHub SelectHub offers a software selection platform, along with data, methodology and expertise that makes selecting software streamlined, agile, collaborative, and free of bias. Via its prescriptive workflow, SelectHub supports everything from initial research to RFIs and RFPs to final vendor selection and price benchmarking. Driven by data from detailed research and analysis, then validated from thousands of real-world selection projects, SelectHub shortcuts the selection process, ensuring more informed, accurate purchase decisions. To learn more, please visit https://www.selecthub.com. About Navigator Business Solutions Navigator Business Solutions is an SAP Gold Partner and a leading SAP implementation partner with more than 500 customers. Navigator focuses on helping companies deploy cost-effective, cloud-based ERP solutions based on the market-leading SAP Business One and SAP Business ByDesign platforms. Navigator also provides award-winning ERP professional services including installation, implementation, consulting, training and US-based development. More information is available at https://www.nbs-us.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

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ACCOUNT BASED DATA

Greg Wolfe, former Marketo COO, joins Lift AI Advisory Board

Lift AI | June 21, 2022

Lift AI, the leading anonymous buyer intent data solution, today welcomed Greg Wolfe, former Chief Operating Officer at industry leader Marketo, to the company's Board of Advisors. As a seasoned technology executive and board member with more than three decades of experience in the software and technology industries, Mr. Wolfe has broad experience in strategy, operations, and marketing. He played an instrumental role in the rapid ascension of Marketo to its industry-leading position in the marketing technology space and was pivotal in its $4.75B acquisition by Adobe in 2018. Prior to his role at Marketo, Mr. Wolfe served as the Executive Vice President of Operations of Business Objects SA for several years until its sale to SAP. In his time at Business Objects, he helped lead the organization through hyper growth, creating the #1 business intelligence provider in the world with over $1 billion in revenues, millions of licensed users, and over 5,000 employees. He previously served as Vice President of Americas Sales at Crystal Decisions, where he was one of the primary architects of its global success, as well as held leadership roles at Xerox. Mr. Wolfe is an active private company board member and holds a bachelor of business administration degree from the University of Regina. “Today’s marketing and sales teams are increasingly struggling to produce greater quality and higher quantity of leads yet face conflict in being motivated by a slightly different but highly dependent target,” said Greg Wolfe. “Today’s marketing and sales teams are increasingly struggling to produce greater quality and higher quantity of leads yet face conflict in being motivated by a slightly different but highly dependent target,” said Greg Wolfe. “Lift AI is the only buyer intent intelligence solution that uses a proprietary machine-learning model to calculate real-time buyer intent with over 85% accuracy while removing human bias and eliminating that fight over lead quality between marketing & sales.” Mr. Wolfe will serve on the Advisory Board alongside other experienced business leaders including Steve Johnson (President & COO at Berkshire Grey, former Chief Revenue Officer at Hootsuite), David McFarlane (Operating Partner at Companyon Ventures, former COO at Help Scout), and Eric Patel (Chair at Cymax Group Technologies, former CFO at Crystal Decisions). “We are incredibly excited to have a proven leader like Greg Wolfe join our Advisory Board,” said Don Simpson, CEO at Lift AI. “He joins our highly experienced team of advisors to help propel our company growth and market adoption of our industry leading machine-based learning and advanced AI solutions that turn anonymous web visitors into revenue.” About Lift AI Lift AI identifies the buying intent of anonymous website visitors in real-time, enabling websites to trigger the most effective conversational marketing conversion tactics before the visitor leaves the site. The Lift AI proprietary machine-learning model is based on 15 years of experience and over 14 million live chat sales engagements and over one billion captured web journeys and real-time behavioral analytics, working out-of-the-box to deliver results for companies with a 2-10x increase in chat conversions in just 90 days. To learn more, visit http://www.lift-ai.com

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