Best-in-class companies will use a Business Intelligence

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Want more content from Tara? Check out this keynote she hosted on How to Rebuild for an All-Digital FutureAssessing your own ABM Program can be difficult, especially when you have limited exposure outside of your organization. At Demandbase, we have visibility into best-in-class ABM programs in nearly every corner of the market –– from startups to Fortune 500 enterprises. No matter the size of your company or industry, we assess ABM Maturity with a deep dive into four key indicators: Strategy, Technology, Execution, and Measurement. 1. Strategy When thinking about ABM strategy, it’s important to first understand your objectives for the year.


Are you introducing a new product or service? Are you integrating an acquired company? Are you primarily focusing on growth within your existing customers or are you going after new logos? Whatever objectives india phone data you choose, your ABM strategy and customer journey should: reflect your business focus, include a commitment to a targeted account strategy, and have the attention of an ABM Leadership team committed to your success. 2. Technology While 1:1 ABM can be accomplished without enabling technologies, when moving to 1:few or 1:many ABM, the appropriate tech stack is critical to success. We recommend that our customers have a minimum tech stack of a CRM platform, Marketing Automation Platform (MAP) like Marketo or Pardot, and an account-based management platform like Demandbase.


(BI) platform such as PowerBI or Tableau, a sales engagement platform such as Salesloft or Outreach, a chat platform such as Drift, a gifting platform such as Sendoso, PFL, or Alyce, and many other technologies to accomplish ABM at scale. But having these technologies isn’t enough. Your teams must also be fully enabled in order to reap the benefits of ABM. 3. Execution Execution is where the proverbial rubber meets the road. Companies with the strongest strategy and fully aligned techstack can fall down on execution –– especially if sales and marketing aren’t properly aligned.