DEMAND GENERATION 2014

whitePaper | July 13, 2021

Insight is the difference between what makes ABM truly distinct from just ‘marketing to accounts.’ In truth, it can make or break the success of ABM in even the most mature of programs. But knowing how to extract the right insight at the right time from the sea of data available can often leave marketers feeling overwhelmed. Supported by ITSMA thinking throughout, our practical guide, "Making Insight Intelligent", offers best practice advice helping you demystify the effective gathering and use of insight across some of the most common use cases within ABM. Inside we'll cover: The need, the landscape and the opportunity for insight in 2021 How to build an insight-first program How to create the right structure and processes for success, and establish robust measurement The insight you should leverage to drive business outcomes Five typical use cases: examples of the types of insight used to drive tangible outcomes in ABM

whitePaper | November 20, 2022

As buyer shift their expectations and behaviors in response to a “digital first” world, businesses need to accelerate their digital transformations to keep up. Marketers and Revenue Operations have taken prominent roles in driving this transformation and are under increasing pressure to deliver maximum impact with every investment.

whitePaper | November 30, 2019

Organizations that use a channel-based ABM strategy are advantaged as they tap into the broader reach already built into their channel partner network. This extended ABM strategy provides all parties with the visibility and the foundation for collaboration on the accounts, leads, and deals that help build pipeline, revenue, and partner traction. “Nearly half of its practitioners

whitePaper | December 10, 2022

With pressure on the rise to prove value AND generate results fast, marketers can no longer rely on just quantity. While the goal remains to maximize on the volume of leads, the bigger focus now is on the quality of leads (your best-fit accounts!) Quality leads are best-fit accounts for your business that are ready to buy based on high fit scores, levels of intent, spikes in engagement, data, and more!

whitePaper | April 14, 2021

Today, work and home life are converging due to the pandemic and a greater acceptance of remote work as a business practice. In addition, the same individual attention and personalized approach that people demand from the B2C companies they interact with as consumers is now being demanded from the B2B companies they engage with as business buyers. As we hunker down at home, connecting with business prospects now means reaching them the same way B2C companies reach consumers. This white paper outlines why account-based marketing for the individual (ABM-i) is the future of ABM. You'll learn: 8 ABM-i strategies to create a truly personalized approach for engaging decision-makers; How to use technology, data and analytics to build a scalable, yet personal outreach plan; and Real-world examples of effective ABM-i programs from leaders across industries.

whitePaper | January 3, 2023

The world is changing faster than ever, and so is the world of advertising. Customer expectations are evolving as rapidly as the digital channels and platforms we use to reach B2B buyers today. New privacy regulations like GDPR and CCPA, have only added to the uncertainty faced by global enterprises that use advertising to reach their target accounts.. In response to these changes, marketers’ top three priorities are now around innovating, engaging customers in real time, and complying with privacy regulations