xiQ receives 5 'High Performer' and 'Best Support' badges in the ABM category

xiQ, Inc | July 14, 2020

xiQ, the leading Account-Based Marketing (ABM) platform and pioneer of Personality-Driven Engagement (PDE), earns a total of 5 badges in the ABM category on G2. xiQ's commitment to empowering B2B professionals with the best-in-class Account-Based Sales. xiQ's recognition in these categories is purely based on authenticated client reviews provided by xiQ's reputable enterprise customers who have taken time to complete G2's extensive review questionnaire. Companies are starting to recognize xiQ as a leading-edge ABM platform and as a strategic imperative by placing xiQ ahead of all ABM peers in 5 categories.

Spotlight

The aerospace industry is set for takeoff into a new era. After years of cruising on robust growth, projections for aircraft demand are now in freefall. As industry fundamentals are in flux, so are the research and buying habits of companies that build aircraft. Aerospace parts manufacturers face significant challenges in reaching current and prospective clients with adequate leeway to influence sales.


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ABM ACCOUNTS

RollWorks' ABM Play Generator Makes it Easier for Anyone to Start Their ABM Journey

RollWorks | September 16, 2022

RollWorks, the account-based marketing (ABM) platform and division of NextRoll, today made it even easier for anyone to start their ABM journey. In partnership with Bombora and Sendoso, the company launched the RollWorks ABM Play Generator, an intuitive but easy to use, free tool that gives anyone actionable ABM plays, personalized for their individual business goals. By answering five simple questions such as "What Primary Impact are you Looking to Make with ABM?," anyone can receive an instant custom ABM play with easy steps to put into action immediately. They will also receive a copy, a recommended bonus play, and marketer-to-marketer video walk through. The ABM Play Generator is ideal for B2B marketing professionals at companies with more than 20 employees, and those in SaaS or professional services organizations. "Whether you're just getting started with ABM or looking for some fresh ideas to add to your current ABM programs, there is no one-size-fits all approach to ABM. The new RollWorks ABM Play Generator is a clever, super easy to use tool that gives any business an immediately actionable ABM play based on your unique circumstances," said Jodi Cerretani, VP of Revenue Marketing, RollWorks. All RollWorks ABM Play Generator plays include steps to engage target audiences, calls to action, suggested channels, measurement, and pro tips, and are rated according to play cost, difficulty to execute, and outcome. Snapshot of popular plays: The ABMifier: Fire Up Your 1: Many Channels: Ideal for B2B professionals who may experience flat pipelines despite incoming leads, the feeling of being ignored when passing leads to Sales, and needing more leads. The Pipeline Cruncher: Action In-Market Accounts to Fill Demand Gap: For these marketers who need to hit their pipeline goals, this play recommends to: Start with your high-fit accounts; segment your high-fit, high engagers; identify key personas in high-fit, highly-engaged accounts; and examine trends based on latest activity data. The Quality Qualifier: Nurture "Fit" Accounts to Pass Off Sales-Ready Accounts: For professionals who may use account scoring that may not be specific enough or ensure quality MQAs, need more MQA handoff opps from Sales, need to go beyond lead scoring's opted-in leads to show the entire potential of unknown buyers at an account. "The RollWorks ABM Play Generator is a creative tool to help account-based marketers build a play relevant to their business and the impact they're looking to make with ABM. It provides useful tips and recommended actions that are easy to understand for marketers just beginning their ABM journey." – Marissa Carter, Demand Marketing Manager, Bombora "The RollWorks ABM Play Generator is a creative tool to help account-based marketers build a play relevant to their business and the impact they're looking to make with ABM. It provides useful tips and recommended actions that are easy to understand for marketers just beginning their ABM journey." – Marissa Carter, Demand Marketing Manager, Bombora "Sendoso is really excited to partner with RollWorks on the ABM Play Generator. It's a fantastic tool to get real and actionable ABM recommendations that you can put to work immediately to help hit your H2 pipeline goals." – Mollie Leon, Senior Demand Generation Manager, Sendoso Learn more and get your free, customized ABM play today. 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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BUYER INTENT DATA

Great Place to Work® Names Bombora One of the Fortune Best Workplaces in Advertising & Marketing™ in 2022, Ranking #10

Bombora, Great Place to Work | September 08, 2022

Great Place to Work® and Fortune have honored Bombora, the leading provider of B2B Intent data solutions, as one of the 2022 Best Workplaces in Advertising & Marketing™. This is Bombora’s first time being named to this prestigious list, this year coming in at tenth place. Earning a spot means that Bombora is one of the best companies to work for in the country. This is Bombora’s second award from Great Place to Work in 2022. The company was also named one of the Best Workplaces in New York. It was Bombora’s second appearance on that list, and the company was 45th among small and medium-sized companies. Bombora was also Certified™ by Great Place to Work® this year, the second consecutive year the company earned that certification. The Best Workplaces in Advertising & Marketing award is based on analysis of survey responses from more than 9,000 employees from Great Place to Work-Certified™ companies in the advertising and marketing industry. In that survey, 96% of Bomboras’s employees said Bombora is a great place to work. This number is 39 points higher than the average U.S. company. “The pandemic changed the workplace forever and we made conscious decisions to ensure that our employees felt seen and part of something larger than themselves,” said Erik Matlick, Bombora CEO and co-founder. “The pandemic changed the workplace forever and we made conscious decisions to ensure that our employees felt seen and part of something larger than themselves,” said Erik Matlick, Bombora CEO and co-founder. “All of the honors we’ve received from Best Place to Work are testament to the work we put in during these difficult times. Bombora’s employees are directly responsible for our success as a company and we look forward to growing together as a team.” The Fortune Best Workplaces in Advertising and Marketing is highly competitive. Great Place to Work, the global authority on workplace culture, selected the list using rigorous analytics and confidential employee feedback. Companies were only considered if they had been a Great Place to Work-Certified™ organization. Great Place to Work is the only company culture award in America that selects winners based on how fairly employees are treated. Companies are assessed on how well they are creating a great employee experience that cuts across race, gender, age, disability status, or any aspect of who employees are or what their role is. “These companies have adapted to the challenges of an ever-changing workplace by their commitment to inclusive, high-trust cultures where employees are treated as human beings first and foremost,” says Michael C. Bush, CEO of Great Place to Work®. “Congratulations to the Best Workplaces in Advertising & Marketing.” Click here to learn more about joining the Bombora team. 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. About the Best Workplaces in Advertising & Marketing ™ Great Place to Work® selected the Best Workplaces in Advertising & Marketing ™ by gathering and analyzing confidential survey responses from over 9,000 employees from Great Place to Work-Certified™ companies in the advertising and marketing industry. Company rankings are derived from 60 employee experience questions within the Great Place to Work® Trust Index™ survey. Great Place to Work determines its lists using its proprietary For All™ methodology to evaluate and certify thousands of organizations in America’s largest ongoing annual workforce study, based on over 1 million survey responses and data from companies representing more than 6.1 million employees, this year alone. Read the full methodology. To get on this list next year, start here. About Great Place to Work® Great Place to Work® is the global authority on workplace culture. Since 1992, they have surveyed more than 100 million employees worldwide and used those deep insights to define what makes a great workplace: trust. Their employee survey platform empowers leaders with the feedback, real-time reporting and insights they need to make data-driven people decisions. Everything they do is driven by the mission to build a better world by helping every organization become a great place to work For All™. Learn more at greatplacetowork.com and on LinkedIn, Twitter, Facebook and Instagram.

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ACCOUNT BASED DATA

Tackle.io expands its offering to be the first and only platform to help software companies build and scale their Cloud GTM to accelerate sales growth

Tackle | November 10, 2022

Tackle.io, the leading software company dedicated to helping software providers generate revenue through the clouds, today announced expanded offerings to its platform to help software sellers build and rapidly scale their Cloud go-to-market (Cloud GTM). These capabilities provide ISVs with actionable pipeline data, a proven co-sell methodology and operating model to improve the experience, and sales workflow automation to accelerate and drive new revenue with AWS, Google Cloud, Microsoft, and IBM Red Hat. Despite economic conditions, cloud spend continues to increase. IDC found that $90 billion will be added to the total $500B of cloud spend this year, and in Tackle's 2022 State of Cloud Marketplaces Report, 68% of buyers said they are increasing their cloud budget next year. As buyers spend more with the Cloud Providers, they lean into purchasing through the Cloud Marketplaces to draw down on committed spend contracts, streamline the procurement process, and help them operate more efficiently. To ensure this pre-committed spend is being captured, Tackle's report also found that 82% of sellers will increase their investment in cloud as a GTM channel in the coming year. "Cloud Marketplaces and co-sell have become the center of how ISVs go-to-market with the Cloud Providers," said John Jahnke, CEO of Tackle. "Cloud Marketplaces and co-sell have become the center of how ISVs go-to-market with the Cloud Providers," said John Jahnke, CEO of Tackle. "We continue to innovate to help sellers build their Cloud GTM through a combination of product strategy, business strategy, people, technology, and process. All with the goal of driving revenue through the clouds and delighting cloud buyers without adding additional resources." Through a combination of the Tackle Platform and our people, Tackle helps to activate the Cloud GTM Flywheel—leading to greater and faster results for both sellers and buyers—with three new features: Tackle Prospect: Identify the right accounts in your pipeline to understand which ones are most likely to buy from each Cloud Provider. Tackle Co-Sell: Accelerate deals through streamlined co-selling workflows with the Cloud Providers directly from Salesforce. Tackle Offers now on the Salesforce AppExchange: Simplify the process for sales, finance, and operations teams to create, send, track, and book custom Marketplace offers in a single application. All of these solutions let software companies transact through the clouds in a way that matches how B2B buyers want to buy: leveraging cloud budgets, simplifying vendor management (fewer bills and consolidating spend), and buying from ecosystems they trust, like AWS, Google Cloud, Microsoft, and IBM Red Hat. To bolster these features, Tackle has acquired CORE Consulting, a software and services firm that helps high-volume ISV sellers become experts on the ins and outs of co-selling through the Cloud Providers. A strong co-sell strategy is becoming table stakes for anyone looking to be successful with their Cloud GTM strategy. Together with CORE Consulting, Tackle will help sellers drive revenue growth and reduce the complexity of co-sell. "CORE Consulting's people and technology have powered ISVs to the top of the Microsoft co-sell rankings both in the US and Worldwide since its inception and expanded support for AWS and Google Cloud as they each launched their co-sell practice," said Erin Figer, CEO & Founder of CORE Consulting. "We are excited to join forces with Tackle and look forward to continuing to help ISVs build robust Cloud go-to-market strategies that will not only provide the connective tissue but the muscle around successfully co-selling and reaching customers through Marketplaces." "To drive more value to our customers, accelerate our growth, and strengthen our Cloud GTM, it's key for us to continue to invest in optimizing our co-sell practice to support our Marketplace strategy," said Toni Adams, SVP Partner & Alliances at Starburst. "CORE Consulting has been critical to building and growing our co-sell practice, and Tackle has been critical to our success in helping customers take advantage of the Cloud Marketplaces. Bringing CORE and Tackle together enables Starburst to leverage a unified co-sell solution that will help us further manage these efforts across Cloud Providers and continue to optimize and scale Marketplace as a revenue channel." Visit tackle.io to learn more about our new solutions. About Tackle Tackle is the leading solution built to help software companies generate revenue through clouds. Tackle works with more than 500 software companies including Auth0, CrowdStrike, HashiCorp, Lacework, New Relic, Snyk, VMware, and many more at every stage—from companies scaling their go-to-market to the largest software companies in the world. We are venture backed by three of the world's top SaaS investors—a16z, Bessemer Venture Partners, and Coatue—to execute on our mission to positively transform the way that software is sold. Tackle is available for purchase on the AWS Marketplace, Microsoft commercial marketplace, Google Cloud Marketplace, and Red Hat Marketplace.

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ABM ACCOUNTS

mCloud Integrates with Google Cloud to Accelerate Revenue Growth and Maximize Cost Efficiency

mCloud, Google Cloud | November 02, 2022

mCloud Technologies Corp. (Nasdaq: MCLD) (TSXV: MCLD), ("mCloud" or the "Company") a provider of cloud technology solutions optimizing the performance, reliability, and sustainability of energy-intensive assets today announced it has implemented a new go-to-market plan on the back of its recent announcement it had entered a strategic partnership with Google Cloud. As announced on October 27, 2022, this strategic partnership closely integrates and aligns the Company with Google Cloud to jointly co-market, co-sell, and deliver AssetCare sustainability solutions to customers worldwide, starting with specific customers already working with both companies globally and in the United States, Canada, UK and Europe, Saudi Arabia, Malaysia, and Japan. These activities will widen the AssetCare business and expand mCloud's customer base. As a result of this integration, mCloud expects it will benefit from greater than 25% improvements to its cost structure beginning in calendar Q4 2022 and fully in place by end of Q1 2023. These optimizations include an approximate 25% reduction in headcount already implemented in Q3 2022, aligned with the Company's exit from its Technical Project Services business (see below), along with sustained improvements to costs associated with sales and marketing and research and development as these align with Google Cloud. Go-to-Market Plan Specifics with Google Cloud Account-based sales with Google Cloud: mCloud has already taken action to collaborate and coordinate with Google Cloud to define and kick-off joint sales with key accounts globally. These joint sales activities are focused near-term on annual recurring revenue ("ARR") growth through the close of immediate AssetCare opportunities, complemented by longer-term account plans that increase account ARR through mutual up-sell and cross-sell of AssetCare and Google services. Exit from Technical Project Services: With joint mCloud-Google Cloud sales activities now underway, the Company decided in Q3 2022 to fully exit its Technical Project Services business in favor of focusing the Company's resources on higher-margin AssetCare growth. The renewed focus on AssetCare sales and delivery enables mCloud to leverage the continued customer access it achieved through its Technical Project Services business in western Canada. These customers are now among the key accounts being jointly targeted by mCloud and Google Cloud. The Company reduced headcount primarily in the areas of direct delivery of professional services, retaining the data and expertise from this business, which remains invaluable in the development and delivery of AssetCare worldwide. Retirement of low-value legacy connected assets and workers: As the Company integrates AssetCare with Google Cloud, the Company has also elected not to continue delivering or pursuing the renewal of numerous assets and workers contracted early in mCloud's history. Most of these connected assets and workers are from disparate small-box retail facilities that would not see any direct benefit from the transition to Google Cloud and relied on legacy infrastructure that will be made obsolete with AssetCare on the Google Cloud Platform. Growth from sales jointly with Google Cloud is expected to rapidly make up and exceed the minor recurring value of these connections. Migration and integration of AssetCare technologies with Google Cloud: Technology development activities to move AssetCare to Google Cloud are already underway. For customer applications such as AssetCare connected worker capabilities using Agnity communications capabilities, the move to Google Cloud will mean faster deployment, streamlined onboarding by way of eliminating legacy dependencies on virtual machines no longer required on Google Cloud, and a more powerful, more precise, and more robust user experience via AssetCare capabilities in the field. Auto dealerships focus in North America: mCloud and Google Cloud are also jointly pursuing the digital transformation of auto dealerships, aligned with mCloud's focus on delivering electric vehicle (EV) charging optimization capabilities at these facilities. Google offers unique workplace solutions for auto dealerships that translate into an even more compelling AssetCare value proposition for auto dealerships looking to digitalize their operations. Announced on May 5, 2022, mCloud has worked with Carbon Royalty Corp throughout this calendar year to advance this growth focus. Carbon Royalty Corp has provided mCloud with the working capital to implement AssetCare at auto dealerships, including the purchase of required permit applications, hardware, and the support needed to develop carbon credits and foster the generation of carbon offsets. With the Google Cloud partnership now in place, mCloud has approached Carbon Royalty Corp with the possibility of potentially restructuring the original agreement while Carbon Royalty Corp continues to operate and manage the carbon credits and all other offsets jointly generated by mCloud and Google Cloud. While no agreement has yet been reached and there is no guarantee such an agreement will be achieved, mCloud and Carbon Royalty Corp are working toward a mutually beneficial arrangement where mCloud returns the deployed capital used in customer deployment, permitting, and solution development, evolving the relationship to one focused around leveraging Carbon Royalty Corp's expertise to manage and develop carbon credits and carbon offsets across all joint mCloud and Google Cloud activities, tracked through AssetCare for a fixed royalty rate. mCloud President and CEO Russ McMeekin offered additional commentary on the plan: "The nature of our strategic partnership and integration with Google Cloud includes mechanisms for contracting via Google Cloud as the contracting entity to end customers. As a result, the details of customer contracts must remain confidential in accordance with Google Cloud policies." mCloud President and CEO Russ McMeekin offered additional commentary on the plan:"The nature of our strategic partnership and integration with Google Cloud includes mechanisms for contracting via Google Cloud as the contracting entity to end customers. As a result, the details of customer contracts must remain confidential in accordance with Google Cloud policies. As announced earlier this week, we are moving very quickly to join forces with Google Cloud in co-selling AssetCare worldwide to drive ARR growth. mCloud and Google Cloud together is truly a sum greater than its parts." About mCloud Technologies Corp. mCloud is unlocking the untapped potential of energy-intensive assets with cloud-based solutions that curb energy waste, maximize energy production, eliminate harmful emissions, and get the most out of critical energy infrastructure. Through mCloud's portfolio of AssetCare™ solutions, mCloud enables asset owners and operators in energy- and asset-intensive industries such as oil and gas, wind, and commercial facilities to use cloud-based digital twins, AI, and analytics to optimize asset performance, reliability, and sustainability. mCloud has a worldwide presence with offices in North America, Europe, the Middle East, and Asia-Pacific. The company's common shares trade in the United States on Nasdaq and in Canada on the TSX Venture Exchange under the symbol MCLD. Visit mcloudcorp.com to learn more.

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Spotlight

The aerospace industry is set for takeoff into a new era. After years of cruising on robust growth, projections for aircraft demand are now in freefall. As industry fundamentals are in flux, so are the research and buying habits of companies that build aircraft. Aerospace parts manufacturers face significant challenges in reaching current and prospective clients with adequate leeway to influence sales.

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