Webinar - Become a smarter B2B revenue team with Account-based Experience
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The webinar discusses Account-Based Experience (ABX) and its significance in enhancing B2B revenue strategies. It emphasizes the integration of strategy and technology to align marketing efforts with the buyer's journey, using AI-driven models and intent data to prioritize and engage target accounts. Demandbase's ABX Cloud is highlighted as a solution to streamline account data, measure engagement, and drive growth through effective cross-selling and upselling opportunities.
Webinar - Become a smarter B2B revenue team with Account-based Experience
- 1. 1 Copyright © 2022 Demandbase Webinar: Become a Smarter B2B Revenue Team with Account- based Experience 04/13/2022 Paul Gibson VP International
- 2. 2 Copyright © 2022 Demandbase ✓What is ABX, and why it’s important? ✓Getting Started with ABX ✓Demo ✓Q&A Agenda Today’s Presenter Paul Gibson VP, International Demandbase LinkedIN
- 3. 3 Copyright © 2022 Demandbase Start here Initial research Social media First website visit Competitive website visits Buying committee research Social network Pipeline Evaluation Retain Research additional solutions Customer Unknown Known Form fill / Hand-raise / Demo request Not here The B2B buyer’s journey is complex and anonymous
- 4. 4 Copyright © 2022 Demandbase We all have limits
- 5. 5 Copyright © 2022 Demandbase Strategy or Technology? Combine Strategy & Technology for ABX Success TECHNOLOGY – ACTION ● Orchestrate Actions ● Digital Advertising ● eMail cadences – MAS/Enablement ● Social ● Direct mail TECHNOLOGY – DATA – Account Intelligence ● Offsite/Onsite Behaviour/Intent ● Levels of Engagement ● Buyer Journey Stage ● Consolidate known and anonymous STRATEGY - PLAN ● Interpret data ● Decide where to prioritise ● What actions to take ● What channels to utilise
- 6. 6 Copyright © 2022 Demandbase Different Team with Different Data=Different Strategies
- 7. 7 Copyright © 2022 Demandbase Align interactions to the buyer’s journey
- 8. 8 Copyright © 2022 Demandbase The Right Content The Right Time 1:FEW AE TOP ACCTS 1:1 Strategic Aware Engaged MQA Opportunity Customer Expansion Opp Expansion Won Qualified The Right Account Deliver the Right Message to the Right Account at the Right Time Aware Engaged MQA
- 9. ABX Cloud is the Answer Find and prioritize target accounts with AI-driven models and intent data Engage with accounts and people via Smarter GTMTM across channels Close deals and expand relationships by aligning with sales Build your account- based foundation Expand your business by identifying cross-sell and upsell opportunities Measure engagement across the buyer journey 9 Copyright © 2022 Demandbase
- 10. 10 Copyright © 2022 Demandbase CRM Marketing Automation Corporate Email Website Visits Ad Impressions Website Visits 20M Accounts, 100M Contacts 475b+ Intent Signals (Monthly) Known Unknown Custom Segment Connect Measure Orchestrate Build: Connect 1st and 3rd Party Data in One Platform
- 11. 11 Copyright © 2022 Demandbase Engage: Integrated Digital Channels and Tactics Orchestrate joined up, cohesive & compelling customer experiences across the funnel Awareness Engaged MQA Opportunity Customer Cross-Sell Retention Qualified Marketing Automation B2B DSP
- 12. 12 Copyright © 2022 Demandbase Demandbase The Basics
- 13. 13 Copyright © 2022 Demandbase ABX Cloud Relevant Intent
- 14. 14 Copyright © 2022 Demandbase ABX Cloud Website Insight
- 15. 15 Copyright © 2022 Demandbase ABX Cloud Engagement You Understand
- 16. 16 Copyright © 2022 Demandbase ABX Cloud Your Buyer Journeys
- 17. 17 Copyright © 2022 Demandbase ABX Cloud ABX Reporting
- 18. 18 Copyright © 2022 Demandbase Demo
- 19. 19 Copyright © 2022 Demandbase Future Outcomes Demandbase ABX Cloud helps you achieve pipeline goals and more, efficiently Identify New Markets ● Discover accounts not in your CRM ● Predictive models help identify potential new opportunities ● Intent tells you what your accounts are researching Expansion Opportunities ● Take action on post-sale stages to grow your business ● Use multiple predictive models for cross-sell and upsell ● Orchestrate plays across different channels Make Sense of the Mess ● All account data in one place for one shared view ● Enrich your contact data with additional insights ● Account-based analytics help you see engagement metrics
- 20. Real Estate | ABX + Ads 55 % lift in target account engagement Our customers are tickled. Wouldn’t you be? Software | ABX + Ads + Data 3x increase in conversions Manufacturing| ABX + Ads 50% growth in average deal size Software | ABX 66% increase in size + value of opportunities Telco | Sales Intelligence 5-10 hours per week saved for sales ops — increasing rep productivity Software | Data 25% of accounts prioritized using technographics — making up 95% of revenue 20 Copyright © 2022 Demandbase
- 21. 21 Copyright © 2022 Demandbase We think we’re pretty good. Highest score across all 3 Use Cases, 2022 Gartner® Critical Capabilities for ABM Platforms We think we’re pretty good. But we’re not the only ones
- 22. 22 Copyright © 2022 Demandbase Q&A
- 23. 23 Copyright © 2022 Demandbase Get Started with Account based Experience Exclusive only to our customers: Next Steps ● Respond to your Account Manager with the secret code ● They will share a surprise to kickstart your ABX journey with Demandbase Secret Code: #ABXSuccess
- 24. 24 Copyright © 2022 Demandbase Thank you!