ABM, Best Practice, Data Management, Strategy, Thought Leadership
Target Account ListTarget Account Lists Not all customers are created equal. On average, only a third of customers create nearly all profit, and more than 20% of your customers consume most of that profit; this is the difference between ICP and TAM. An accurate ICP...
Generative AI, Strategy, Thought Leadership
We’re writing this in the waning weeks of 2023, and assuredly, thousands of B2B GTM professionals are feeling the cold chill of uncertainty in their planning for 2024. Join Our LinkedIn Group - ABM Insiders How To Apply Generative AI In Your GTM Planning...
ABM, Data Management, Intent Data, Strategy, Thought Leadership
While more Intent Data is better than less, if the objective is to decipher how and when to invest sales and marketing resources, Intent Data alone is a poor proxy for making this decision. Join Our LinkedIn Group - ABM Insiders The first step in our deep dive is to...
ABM, Strategy, Thought Leadership
Are you getting what you thought you bought? A survey by Bain and Google of 1,208 people at U.S. companies who are involved in buying software, cloud hosting, hardware, telecommunications, logistics, marketing, and industrial equipment revealed a set of misconceptions...
ABM, Articles, CDP, Data Management, Strategy, Thought Leadership
Insight is a terrible thing to waste! Really, insight is such a primary aspect of Account-Based Marketing. It’s foundational in a world where it’s estimated that the average US adult receives as much as 10,000 marketing impressions per day (AMA). I can...
ABM, Strategy, Thought Leadership
Are your marketing objectives correct? In a world where B2B marketers espouse “full funnel marketing”, “revenue marketing” and “ABM engagement”, why is it that nearly 90% of them measure success based upon MQL’s? The...
