High Performance ABM Capabilities – The Proven Account- Based Marketing Framework

Demand Metric has researched the practice of Account-Based Marketing (ABM) for nearly two years. Like other analyst firms, Demand Metric has established that the adoption of ABM is occurring at a rapid rate and awareness is very high. While not all B2B organizations have an ABM program deployed, almost all either have a distinct plan to deploy one in the near future or are considering it. The adoption of ABM is secure and the practice holds a solid place in the future of B2B marketing strategies. Through this impressive adoption of ABM, the critical question has now shifted to understand how ABM is best implemented. To define how to shift this proven interest and adoption to real marketing performance, are there best practices and maturity milestones that lead to a greater revenue impact? Is simply including ABM in the marketing technology stack enough to ensure its success?

Spotlight

Overground Inc

We're a B2B demand generation and sales enablement agency that helps organizations uncover breakthrough opportunities that lead to substantial and sustainable revenue growth. Our approach is one as tech-savvy as it is hands-on. By providing content that's compelling, platforms that fit and insights driven by research, we customize strategies that close the loop between marketing and sales, all while creating inspired customer experiences for your clients.

OTHER WHITEPAPERS
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Achieve More With Buyer Intent

whitePaper | November 10, 2022

No matter where your software or SaaS business finds itself in the current cycle, buyer intent intelligence can help you navigate unknowns and better position your teams and business for future success. In unpredictable business cycles such as the COVID-19 global pandemic or the introduction of new data privacy legislation such as GDPR or the CCPA, sales and marketing teams may find themselves overwhelmed by leads for products and services that are in high demand, or they may struggle with a complete drop-off in business with no leads hitting their funnel at all. To achieve optimal performance and maximize campaign outcomes, marketing organizations increasingly turn to third-party intent data as a key resource to assist with revenue generation, customer retention and growth.

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Top 10 XaaS Marketing Trends for 2023

whitePaper | October 5, 2022

For technology businesses, the move from traditional on-premises sales and licensing models to an “as-aservice” subscription model is critical. Yet, while the upsides of recurring revenue streams are substantial, there are risks. This flexible, ongoing billing model gives customers more leverage to switch if they can find alternate solutions that offer a better customer experience (CX) or enhanced features. Today’s technology businesses must redefine their go-to-market strategies and tactics to ensure adoption, usage, and renewal to avoid attrition.

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Delivering Frictionless Customer Experience

whitePaper | October 5, 2022

Our relationships with brands naturally change over time, and the radical, accelerated digital evolution of consumer behavior and expectations over the past two years only serves to underscore the need for instant gratification. Not long ago, CX professionals focused in large part on behavioral differences between generations—Millennial or Gen Z versus Boomer. But today’s CX behaviors and the challenges associated with them transcend generations. The pandemic has transformed most of us into digital natives.

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Building Reliable Revenue Streams: How the Most Successful Demand Generation Teams Do It

whitePaper | August 31, 2022

This whitepaper assembles key perspectives and insights culled from our interviews with marketing leaders who have charted a steady course through the choppy waters created when decision-making is placed in the hands of corporate buying committees. Find out what digital demand generation strategies are employed by marketers of enterprise technology solutions who are charged with attracting a steady supply of qualified leads to be processed by their respective sales teams. We found that effective execution of some basic building blocks is essential to advancing and contending to be an “expert” marketing operation.

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AI and Sales Trends for 2023 and Beyond

whitePaper | January 27, 2023

97% of sales leaders and sales operations pros already believe that AI gives reps more time to sell.1 However, giving reps more time back through automation is just the beginning. AI also provides a means of augmenting human intelligence, so salespeople can finally exceed the expectations of today’s most demanding buyers. This report provides a window into how the right AI-powered sales solutions will empower companies to, at last, fix a broken B2B sales process.

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The State of Digital Maturity in Europe

whitePaper | March 14, 2023

For B2B marketers, making the rapid shift to digital required a total reset of strategy and tactics over the past few years. Now, as we’re under pressure to get more results with less resources, it’s time to assess whether your digital marketing is ready for scale. To understand how your digital marketing maturity compares to your peers, download the report, “The State of Digital Maturity in Europe: The Tools, Techniques and Strategies Marketers Need to Drive Results,” that will walk you through the state of digital maturity in Europe, how top-performing companies are finding success and practical tips for you to immediately elevate your own digital marketing strategy.

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Spotlight

Overground Inc

We're a B2B demand generation and sales enablement agency that helps organizations uncover breakthrough opportunities that lead to substantial and sustainable revenue growth. Our approach is one as tech-savvy as it is hands-on. By providing content that's compelling, platforms that fit and insights driven by research, we customize strategies that close the loop between marketing and sales, all while creating inspired customer experiences for your clients.

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