Resources & Insights

Learn more about data-driven sales and marketing and how it
drives customer engagement.

ResourcesWhitepapers
ABM For The Modern B2B Media Agency

ABM For The Modern B2B Media Agency

To deliver an ABM strategy in which each client executes their programs autonomously while providing an optimized target account experience, agencies need to evolve how paid media is planned and governed across campaigns and programs. Delving into the unique principles and best practices of ABM within the agency ecosystem, this report explores the intersection of an integrated ABM strategy with today’s new agency business model and how it could lead to driving more valuable demand and higher client engagement.

ResourcesWhitepapers
The Enterprise Marketers’ Guide To ABM

The Enterprise Marketers’ Guide To ABM

The Enterprise Marketers’ Guide to ABM concludes a series of proprietary, multi-part research reports that delve into the unique principles and best practices of enterprise ABM today. Including findings from over 1,200 study participants across 5 continents, this report is designed to be easily actionable for enterprise marketers with essential insights and data-driven strategies for executing ABM in complex operating environments. It also debuts an interactive RFP-building tool aligned to the unique requirements of enterprise-class organizations to ensure vendor selection serves key needs and capabilities.

ResourcesWhitepapers
The Next Generation Of Intent: From Data To Actionable Insights

The Next Generation Of Intent: From Data To Actionable Insights

When in-person meetings and trade shows were the norm, restaurants, conference rooms and event halls were filled with natural conversations where salespeople learned about and responded to prospect and customer needs. Unfortunately, that's no longer the case, as Covid-19 largely eliminated in-person meetings. However, buyers still expect that same level of human-to-human (H2H) connection in the digital world, forcing companies to rethink their traditional strategies through the lens of online interactions.

ResourcesWhitepapers
Key Steps To Humanize The B2B Experience In ABM

Key Steps To Humanize The B2B Experience In ABM

In the post-pandemic, digital-first world, marketing interactions that tap into the human essence of needs and approach will set the leaders apart from the laggards. This is even more critical in an ABM setting, where marketers can target their efforts with great precision. Instead of throwing spaghetti at a wall and hoping it will stick, modern marketers are using the data at their disposal to create exceptional buyer experiences that propel their businesses forward.

ResourcesWhitepapers
The Future Of Enterprise-Class ABM

The Future Of Enterprise-Class ABM

As enterprises rush to accelerate the delivery of effective account-based marketing programs, the platforms which support it have become a critical bottleneck. Enterprise organizations have a sophisticated go-to-market approach, with specialized teams focused on products or geographies and subject matter experts who compose their ABM program development. This sophisticated go-to-market approach creates a paramount need for ABM to be actionable across all teams, driving the need for a multitenant, collaborative platform.

ResourcesWhitepapers
The State Of ABM Maturity

The State Of ABM Maturity

MRP and Demand Metric primary research report reveals key differentiators between high and low performers and provides a data-driven roadmap to ABM maturity and revenue impact. The first-ever research goes beyond basic statistics on adoption and usage to provide a clear and nuanced view of current ABM practices, as well as 10 validated steps that marketers can adopt to achieve superior performance status.

ResourcesWhitepapers
Account-Based Enablement Becomes Table Stakes For TCMA

Account-Based Enablement Becomes Table Stakes For TCMA

For a number of reasons, channel organizations have been laggards in automation. We estimate that over 80% of companies (in all industries) ) run their indirect sales in a silo — completely separate from sales, marketing, and other lines of business. Discover why account-based enablement can help partners achieve these more significant marketing outcomes, faster and with higher sensitivity to their budgetary requirements.

ResourcesWhitepapers
Beyond Transactional ABM: Humanize Your Target Account Strategy

Beyond Transactional ABM: Humanize Your Target Account Strategy

More than a slew of statistics, research points to an undeniable truth; much of the best practice and capabilities of the supporting platforms are causing marketers to miscalculate the value of buyer needs. And none of the possible examples are more glaring than that of Account-Based Marketing. There’s a gap between industry excitement about ABM and the satisfaction marketers see in their ABM results.

ResourcesWhitepapers
Commercial Finance Engagement In ABM World

Commercial Finance Engagement In ABM World

Enterprise finance organizations are complex, interdependent, and collaborative systems with unique requirements, processes, and needs. The biggest mistake marketers make is jumping to invest in new technologies or data without the required resources and strategy to see intended results. Only when financial organizations execute their ABM strategy in the light of their enterprise reality, can the magic of high performance happen.