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With Groundbreaking New Consultative Program, RollWorks Helps B2B Companies Expedite Time to Value for Account-Based Marketing

Expedite Time to Value for ABM
Account-based marketing platform RollWorks, a division of NextRoll, today launched Accelerate, a unique program that takes a hyper-prescriptive consultative approach toward helping B2B companies strengthen alignment between go-to-market teams and revenue growth.

Created to help businesses take a planned and measured approach to maximize investments in account-based programs, Accelerate includes a proprietary set of programmed steps and outcomes that support an organization's business and marketing goals, facilitates team alignment, determines the right set of tactics, and helps to determine the best measurable outcomes. The custom program is designed to meet customers' needs, wherever they are on their ABM journey.

"The attention to detail and focus that organizations invest toward building their account-based strategies today will affect their bottom line now—and in the long term. And at the present moment when resource-strapped teams are pushed to do more with less, time-to-value is a critical component of organizational success," said Allison Dyer, RollWorks' Director of Revenue Consulting. "At RollWorks, we do not believe there is a one-size-fits-all path to realizing ABM value. With Accelerate, anyone can now quickly establish a baseline for measuring ABM success and exponentially gain value on an expedited trajectory."

Accelerate starts with personalized ABM assessment, supported by 55 unique "readiness" attributes that build a solid foundation for growth and higher levels of performance. RollWorks then maps the organization's assessment results to its proprietary Account-Based Progression Model focused on three areas:
  • Account-Based Foundation
  • Account-Based Program Management
  • Account-Based Measurement and Technology
"As a customer-centric sales organization, we believe in coaching our customers to success, rather than rushing them to signature. Accelerate is here to provide the strategic roadmap our customers need to feel confident and prepared to invest intelligently with ABM," said Shawn Cook, VP of Sales at RollWorks. "With a value model appropriate to their unique circumstances, our customers can grow with their strategies and define their own pathway to success—especially critical at a time where ABM is being relied upon to create the efficiencies required in today's market."

"As a customer-centric sales organization, we believe in coaching our customers to success, rather than rushing them to signature. Accelerate is here to provide the strategic roadmap our customers need to feel confident and prepared to invest intelligently with ABM," said Shawn Cook, VP of Sales at RollWorks.

Available at no charge for customers, and included in all pricing plans, Accelerate includes:
  • Documented cross-functional team goals
  • Aligned account-based program strategies
  • Defined success KPIs for your account-based program
Added Dyer: "Accelerate is part of a larger investment by RollWorks to deliver a set of programs and resources across our organization designed to delight, teach, support, serve, and grow our customers. Our goal is to create a consistent experience for our customers, better understand what stage they are in, and how best to more proactively and confidently serve them."

To learn more about how the new Accelerate Program can help you make the most of your ABM programs, visit www.rollworks.com.

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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Forrester Releases Complete B2B Summit EMEA 2023 Conference Agenda

Forrester | September 20, 2023

Forrester has announced unveiling the full conference agenda for its upcoming B2B Summit EMEA event, scheduled to take place both in London and virtually from October 9th to 11th, 2023. Against the backdrop of ongoing economic fluctuations, the event will emphasize the shift from short-term objectives to the development of strategies fostering consistent, long-term customer and buyer value. Additionally, it will provide best practices for harnessing generative AI for sales and marketing transformation. The event will serve as a platform for B2B marketing, sales, and product leaders to delve into fresh research, models, and insights aimed at propelling growth in a fiercely competitive market. Participants will gain insight into the intricacies of enhancing cross-functional alignment, a critical yet challenging aspect of growth, particularly in a dynamic environment marked by evolving buyer demands, economic unpredictability, and relentless competition. Attendees can look forward to accessing valuable content designed to enhance the efficiency and effectiveness of individuals, processes, and overall performance. Noteworthy keynotes and sessions include: Winning with Generative AI: Transforming Sales and Marketing Introducing Forrester’s B2B Customer-Obsessed Growth Engine. It’s About the Customer — How Marketing and Sales Integrate for Success. The State of B2B Marketing Measurement 2023. Get Ready for The Age of Cookieless Marketing Moreover, Forrester will take the opportunity to honor the winners of its B2B Return On Integration Honors and B2B Programs of the Year Awards. These accolades will recognize organizations that have achieved remarkable success in their marketing, sales, and product functions, resulting in substantial revenue growth. For those attending the event in person in London, a comprehensive range of benefits awaits, including access to all sponsors and onsite content. This encompasses facilitated discussions, special sessions like the Executive Leadership Exchange, and several sessions focused on diversity and inclusion. Attendees participating in the B2B Summit's digital experience will enjoy full access to all conference sessions, spanning keynotes, track sessions, case studies, and sponsor presentations, all accessible via the event platform. Paul Ferron, Vice President and Research Director at Forrester, said, Factors such as new privacy laws, generative AI’s rapid rise, and internal and external pressures to drive business growth quickly are putting tremendous pressure on B2B leaders. At B2B Summit EMEA 2023, marketing and sales leaders will learn how to make smart decisions to enable greater success for their business. [Source – Business Wire] About Forrester Forrester is recognized as one of the most influential research and advisory firms worldwide, providing guidance to leaders in various domains, including technology, customer experience, digital, marketing, sales, and product functions. The organization assists these leaders in leveraging customer-centric approaches to drive growth. Through Forrester's exclusive research, consultancy services, and events, leaders across the globe are empowered to take bold initiatives in their professional roles, effectively navigating change and placing customer satisfaction at the core of their leadership, strategy, and operational practices. Forrester's unique insights are grounded in extensive annual surveys involving over 700,000 consumers, business leaders, and technology professionals on a global scale.

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Madison Logic named One of the Fortune’s Best Workplace in 2023

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Read More

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Forrester’s 2023 Survey Reveals Key Factors Protracting Buying Cycles

Forrester | October 09, 2023

As per Forrester’s recent report, 'The State Of Business Buying, 2023', it's revealed that buyers worldwide are highly price-sensitive as they encounter macroeconomic challenges. Over a third of B2B buyers in North America and Europe, and more than a quarter in Asia Pacific, prioritize price. The purchasing process has become increasingly intricate, leading to delays. To aid faster decisions, providers must ensure upfront price transparency and demonstrate the ROI of their offerings throughout the buyer's journey. The report, drawing insights from over 18,000 global business buyers, highlights key factors shaping buying decisions in 2023 beyond financial limitations: Generational differences While younger buyers are acquiring more purchase influence in the buying cycle, they encounter more challenges. In fact, "unable to develop internal consensus on vendor selection" is a common reason cited by younger buyers. 71% of Millennial and Generation Z respondents indicated that they might have less decision-making authority than elder purchasers. Vendor-owned interactions Buyers found vendor-owned interactions, like engaging with product experts, free trials, and sales representatives, more meaningful than interactions with third-party sources such as industry conferences or general business publications. Specifically, product experts have the most influence over buyers, providing the best clarity and value to assist them in locating the optimal solution for their requirements. Regional practices Distinct buying patterns surface when analyzing behaviors across Asia Pacific, Europe, and North America. Over 30% of North American buyers prioritize ease of doing business, while in APAC, trust, provider expertise, and vendor relationships hold more weight in purchase decisions. Around 43% of North American buyers involve no more than two individuals within a single department in purchase decisions, compared to 29% in Europe and 35% in APAC. VP and Research Director at Forrester, Amy Hayes, said, Due to budget constraints and continued economic uncertainty, buying decisions are getting delayed. [Source – Business Wire] About Forrester Forrester is one of the world's most influential research and consulting firms. It assists leaders across the technology, digital, marketing, customer experience, sales, and product functions in accelerating growth through customer obsession. Leaders from around the world are enabled to be capable at work by Forrester's exclusive research, consultancy, and events, which enable them to navigate change and place their customers at the core of their leadership, strategy, and operations.

Read More

Account Based Data

DemandScience Listed on the Inc. 5000 Fastest-Growing Companies List

DemandScience | September 22, 2023

DemandScience, a prominent AI-driven B2B demand generation company specializing in boosting sales pipeline growth for global marketing and sales organizations, has announced its 10th consecutive inclusion in the prestigious Inc. 5000 list. This remarkable achievement places DemandScience among the elite, making it one of only 143 companies to attain this honor ten times in history as one of America's fastest-growing private companies. With an impressive three-year revenue growth rate of 214%, DemandScience secures its position at #2,546 on this year's Inc. 5000 list. The 2023 Inc. 5000 lineup features companies that have not only achieved rapid revenue growth but have also adeptly maneuvered through challenges like inflationary pressures, elevated capital costs, and a competitive labor market. Collectively, this year's Inc. 5000 companies have contributed 1,187,266 job additions to the economy over the past three years. Barry Harrigan, Co-founder of DemandScience, said, When we founded DemandScience in 2012, we knew B2B companies were ready for an innovative approach that brought marketing and science together to counter their complex demand generation problems. Two years later we made the Inc. 5000 as one of the fastest-growing companies in the market and the world – and we have not looked back. And now, as pioneers in integrating AI into the demand generation space, our success will help us revolutionize and lead the charge. [Source – Globe Newswire] DemandScience's dedication to fostering work-life balance has earned the company several accolades. Notably, it secured a Great Place To Work Certificate for both 2023 and 2022, clinched an impressive #5 position on Fortune Magazine's prestigious Best Workplaces in Advertising & Marketing list last autumn, and received recognition as a Best Place to Work by the esteemed Boston Business Journal. Peter Cannone, Chair and CEO of DemandScience, stated, We’re a trusted partner for over 1,500 global B2B companies, working collaboratively to assist solve their demand generation obstacles and help them exceed their business goals. Their success has fueled our growth and our ability to develop innovative and solutions for pipeline growth, data protection, accurate B2B data, intelligence, and insights. [Source – Globe Newswire] About DemandScience DemandScience stands as a leading AI-driven B2B demand generation company, propelling pipeline growth for businesses. Their advanced intelligence platform equips worldwide B2B enterprises to pinpoint promising prospects and precisely target potential buyers already in the market. Leveraging cutting-edge technologies and AI advancements, the company guarantees the prompt provision of precise data, insights, and indicators, enhancing the buyer's path from initial interaction to conversion. Established in 2012, DemandScience serves a clientele of 1,500 global customers with top-notch solutions, data, and leads.

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