As usually, the event started from lovely networking and proceeded to a very insightful conversation about ABM and everything related to the topic (from a marketer’s perspective, it pretty much everything 🙂 ).
Jamie posted Top 3 Takeaways on ABM Optimization after the event, which gives an excellent overview of the conversation.
…Duns & Bradstreet added that they see a data decline rate of 40% in one year. This tracks on par with my experience…
Other interesting points:
- An issue to consider: who is the prospect and who is the customer? Two different people in the same organization can “play both roles.”
- Micro-campaigns for the same account (a play on “Demand Unit?”) – IBM Analytics or IBM Watson as separate segments to target, for example.
- Even in a medium size company, the organization can have several operations groups, but nobody responsible for the entire process. As a result, the database may not be cleaned in a decade…
- Identification of a champion for the solution within an organization is critical. However, the champion’s involvement needs to be carefully considered. For example, a champion might do a webinar only for the company where he/she works, and only BU name can be used in promotion, rather thank the person’s name.
- If sales are asked to select initial accounts for ABM, they often provide accounts, which they were not able to penetrate. These accounts would not be the best start for the program; it is important to work with accounts, which already expressed some level of interest.
- How to find champions? The best source is a user conference. Finding a champion on the acquisition side is more difficult, and requires close communication with sales. When the champion is identified, ask “what do you need?”
- DM is a good way to catch attention in the world of electronic messaging. One of arguments against the approach is remote work, but most people will eventually come to the office. It is important to include a premium to get results. People love receiving boxes 🙂
- Successful tactic: Lunch and Learn. Getting a list of potential attendees is easy by requesting a list with “dietary requirements.”
ABM blog with presenter’s contributions Flip My Funnel Curious: the blog promotes “ABX Webinar series.”