Orchestrating ABM Omnichannel

29 Pages·2017·3.37 MB·English

Mastering the
Cornerstones of
ABM
Agenda
We will discuss how to:
➔ Drive sales and marketing alignment
➔ Implement the Einstein ABM Blueprint,
co-developed by Radius and Bluewolf
➔ Orchestrate multi-channel-campaigns
to target accounts, driving revenue
Jennifer Mingo Andrew Lihani
SVP Customer Success Enterprise Pardot
and Alliances Specialist
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The Cornerstones of ABM
Data Quality
Orchestration &
&
Tools
Intelligence
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There is a systemic go-to-market crisis
happening across every B2B company.
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Limited visibility into Sales and Marketing Marketing & sales are
addressable market struggle to be efficient misaligned
#1 barrier 30% 10%
of marketing leads
to hitting revenue of MQLs convert
are from accounts
targets among CMOs to pipeline
on sales target list
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ABM is the answer
1. Focus both marketing & sales resources on
the right buyers
87%
1. Enable greater productivity & reach with
better data quality
of companies say ABM
delivers higher ROI than
1. Improve engagement & conversion rates
other types of marketing
with tailored customer experience
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From lead-centric
to account-centric
marketing.
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account·based·marketing
/əˈkount/·/beys ld/·/mahr-ki-ting/·
“The coordination of personalized marketing and
sales efforts to drive engagement at a targeted set
of accounts.”
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Data Quality & Intelligence
© RADIUS INTELLIGENCE. ALL RIGHTS RESERVED.
Leading Organizations Are Seizing the Power of Data & Intelligence to
To Maximize Their ABM Results
Data and analytics underpin several disruptive
models…Organizations that are able to harness
these capabilities effectively will be able to create
significant value and differentiate themselves.”
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