Strategicabm - Podcast Details

Shows

Let’s talk ABM 85. From PLG to ABM: How Datadog Built an Account-Based Growth EngineHead of Global ABM & Campaigns at Datadog, Kevin Driscoll leads a global team driving pipeline through integrated, data-led programs. With experience at IBM and Anaplan, he blends demand generation, growth marketing, and competitive strategy to unite sales and marketing around impact. His focus on scalable personalization, creative testing, and bridging PLG and SLG motions has made him a leading voice in account-based growth.Watch this episode and learn:How Datadog evolved from PLG to a focused, account-based growth model.Why a “two-hat” ABM structure strengthens GTM alignment.What B2C-style crea...

2025-11-1435 min

Let’s talk ABM 84. ABM: The Language of RelationshipsMarta leads the EMEA ABM strategy at Ping Identity. With expertise spanning marketing strategy, GTM planning, and creative campaign execution, she has a proven ability to deliver measurable impact through data-driven programs and innovative partnerships. Known for aligning Sales and Marketing around high-value accounts, Marta blends strategic vision with a results-focused mindset, helping organizations strengthen engagement, accelerate pipeline, and achieve revenue growth at scale.Watch this episode and learn:How “scaling down” unlocked greater impact and deeper engagementWhy ABM must be a long-term relationship program and not a “campaign in a b...

2025-11-1438 min

Let’s talk ABM 82. ABM: An Account-based MindsetA seasoned Marketing Executive with 20 years in B2B software and SaaS, Amanda has led global go-to-market, demand generation, and ABM strategies for some of the world’s leading technology companies. Now Vice President, Head of Marketing at FourKites, she brings a unique blend of strategic advisory, people leadership, and account-based expertise to align Sales and Marketing. With a passion for people and results, Amanda is dedicated to driving sustainable growth and measurable business impact.Watch this episode and learn:How to adopt an Account-based mindset beyond traditional campaignsWays to strengthen alignment be...

2025-11-0641 min

Let’s talk ABM 81. The Shift to Human-first ABMAndrew Reed is a customer-centric ABM leader with over a decade in B2B technology marketing, currently serving as Global ABM Director at AVEVA. He has scaled the company’s ABM program from a single one-to-one pilot into a global motion across 87 enterprise accounts, balancing deep personalization with scalable execution. Passionate about insight-driven strategy and sales alignment, Andrew is reshaping how AVEVA builds customer value, turning ABM into a systematic growth engine that drives stronger relationships and measurable business impact.Watch this episode and learn:The road from one ABM pilot to 87 enterprise accounts gl...

2025-10-2035 min

Let’s talk ABM 80. Building ABM from the ground upCaroline Kite is a seasoned ABM leader driving enterprise strategy at Swoogo. She’s building a full-funnel, tiered ABM program from scratch - designed to engage marketing-savvy buyers and align tightly with sales. Caroline previously ran ABM programs at Cloudflare, Zuora, and Blue Yonder. With roots in Demand Gen and Field Marketing, she brings a rare blend of precision, creativity, and go-to-market depth to every ABM motion.Watch this episode and learn:How to build a full-funnel ABM strategy in your first 90 daysWhy tailoring tactics by tier is critical in a 400-account pr...

2025-10-1341 min

Let’s talk ABM 79. Scaling ABM from the Inside OutCristina Daroca is Senior Director, Head of Americas Marketing at Riverbed Technology, driving ABM and Field Marketing strategies that turn targeted accounts into measurable revenue. With deep expertise in aligning Sales, Marketing, and Customer Success, she uses data-driven insights and AI to scale personalized programs and deliver real business impact across complex enterprise accounts.Watch this episode and learn:How to unite Sales, Marketing, and CS around a focused account listWhy merging ABM and Field Marketing creates stronger engagement and ROIStrategies to run One-to-one, One-to-few, and One-to-many programs effectively

2025-10-0938 min

Let’s talk ABM 78. The ABM Operating SystemHeather Adkins is a data-driven ABM leader, currently overseeing Marketing, Growth, and Strategy at KPMG US. She oversees one of the largest ABM teams globally, aligning industry and account insights to deepen client relationships. Her expertise spans go-to-market planning, integrated campaigns, and customer-centric transformation across diverse industries. Watch this episode and learn:How KPMG has built one of the largest ABM teams in the worldThe role of account planning in scaling ABM personalization and uncovering cross-account insightsWhy relationship depth and shared values are core KPIs in KPMG’s AB...

2025-06-0240 min

Let’s talk ABM 77. Scaling ABM, the IBM WayA seasoned global marketing leader with more than two decades of experience at IBM, Cheryl Caudill is passionate about client-centric marketing and ABM. She leads the Global Center of Excellence for ABM and Demand Marketing, orchestrating strategies that blend data, insights, and AI to improve client relationships and drive revenue growth. Watch this episode and learn:The structure and role of IBM’s ABM Center of ExcellenceHow the ABM CoE coordinates two-way communication with regional ABM teamsHow ABM plays a role in shifting enterprise brand perceptionWh...

2025-04-2137 min

Let’s talk ABM 76. ABM from the frontlineA veteran B2B marketing leader, Eric has spent over two decades shaping Account-based Marketing strategies at some of the world’s most respected enterprise brands, including SAP and Amazon Web Services. With deep expertise in One-to-one and One-to-many ABM, Eric has built scalable, revenue-driven programs that align Sales and Marketing, influence complex buying groups, and deliver long-term impact. From designing global ABM playbooks to leading customer-centric campaigns, Eric brings a pragmatic, sales-savvy approach to modern marketing.Watch this episode and learn:How ABM strategies differed at SAP vs. AWSWh...

2025-04-0445 min

Let’s talk ABM 75. From ABM to ABXA seasoned Marketing leader with a decade of experience in Tech and SaaS, Evett Baranov specializes in Account-based Marketing (ABM) with expertise in Field Marketing, digital strategy, and Partner Marketing. Having led programs across APAC and EMEA, she brings a global perspective to driving targeted engagement and revenue impact. Now based in Sydney, she focuses on data-driven ABM strategies that align Sales and Marketing for business success.Watch this episode and learn:How Workday’s ABX model complements demand gen without overlapThe FIRE score framework for smarter account selection...

2025-03-1950 min

Let’s talk ABM 74. Mastering Public Sector ABMBrittney Hamer is a seasoned ABM leader specializing in targeted strategies that drive client engagement and business growth. In her most recent role as Director of Campaign & Digital Marketing at Gainwell Technologies, she spearheaded ABM programs that fostered collaboration, innovation, and revenue impact. Watch this episode and learn:How to navigate complex buying cycles in the public sectorWhy deep account relationships drive ABM successHow intent data helps influence RFP decisionsWhy experimenting with new channels boosts impact

2025-03-1034 min

Let’s talk ABM 73. Scaling ABM with PrecisionAnna is a self-proclaimed ABM nerd with a passion for designing and executing complex, multichannel ABM programs. As the leader of the ABM department at Influ2, Anna has driven exceptional results, including a 123% increase in ABM-influenced revenue in 2023.Her ABM journey began at Shelf, where she worked with a talented team to achieve 4x ARR growth through a carefully crafted account-based go-to-market approach.Watch this episode and learn:How to implement ABM in a channel-first business modelWhy customer expansion is at the heart of ABM successThe power...

2025-02-1752 min

Let’s talk ABM 72. ABM Strategy: From Pilot to Scale Fabiana Brunetti is a dynamic marketing leader with nearly two decades of experience spanning ABM, Field Marketing, Digital Marketing, and Demand Generation. As Director of Global ABM Worldwide Strategies at Pure Storage, she drives data-driven strategies to align Sales and Marketing, foster collaboration, and scale personalization. Known for her innovative approach, Fabiana has created a world-class ABM program at Pure Storage with impressive results. Watch this episode and learn: Why Field Marketing is a great foundation for ABM How to apply data to account selection and prioritization ...

2025-01-2147 min

Let’s talk ABM 71. Customer Expansion ABMKatarzyna brings a unique blend of strategic vision, creativity, and precision to the world of ABM. As a Senior Global ABM Manager, she excels at turning data into actionable insights, navigating complex B2B landscapes, and transforming challenges into opportunities. Her passion lies in building meaningful connections, driving impactful results, and leading teams to success. For Katarzyna, ABM isn’t just a strategy - it’s a craft that combines personalization, analysis, and the constant pursuit of growth and innovation. Watch this episode and learn: How to implement ABM in a ch...

2025-01-1655 min

Let’s talk ABM 70. ABM: The Next FrontierNora operates at the heart of ABM - in the intersection between research and advising Forrester customers on ABM best practices and strategy. Before joining Forrester, Nora worked as a B2B Marketer, leading both demand generation and ABM initiatives. Her combined experience as both a practitioner and an analyst provides her with a unique perspective on the evolving landscape of B2B marketing and ABM. Watch this episode and learn: The current state of ABM How to achieve meaningful personalization What the future holds for ABM

2024-11-0658 min

Let’s talk ABM 69. Brand to Demand ABMSophia Agustina is a Global Marketing leader with expertise in full-funnel, customer-centric, and ROI-driven marketing strategies. She is a co-creator of the 9 Cs framework - a go-to-market (GTM) strategy focusing on getting closer to the customer to drive customer value and business outcomes. She most recently led the global brand-to-demand-to-ABM strategy at IBM - leading cross-functional teams to deliver high-performing, customer-centric campaigns and experiences. Watch this episode and learn: How IBM does ABM How brand drives demand The power of the 9 Cs framework The importance of personalization in ABM

2024-10-0142 min

Let’s talk ABM 68. Winning with ABM In this episode of Let's talk ABM, we speak to Lindsay Baggett, who heads up Account-based Marketing at Tanium. Now 24 months into her role at this leading security and system management company, she’s built a formidable ABM engine. Previously, Lindsay led the Field Marketing and ABM efforts at companies including Couchbase and Gong. Watch this episode and learn about: Why ABM shouldn’t be ‘random acts of marketing’! A focus on progress versus perfection Why defining ABM is so important What makes great Sales and Marketing alignmen...

2024-09-0346 min

Let’s talk ABM 67. Customer ABMInterviewed in this episode of Let's talk ABM is Sloan Newman, Manager, ABM Programs – Americas, at NTT DATA. An award-winning ABM leader, Sloan has over 20 years of experience crafting personalized marketing strategies for key accounts, driving revenue growth and customer satisfaction. Sloan sees himself as an ‘embedded reporter’ with NTT DATA’s One-to-one accounts, which really illustrates the importance of a close relationship. Watch this episode and learn: Why One-to-one and One-to-few is the right mix How to select the right ABM accounts Why Sloan feels like an ‘embedded reporter’ What he thi...

2024-07-1543 min

Let’s talk ABM 66. Next Generation ABMIn this episode of Let's talk ABM, we speak with Celia Slack, Pursuit Marketing Lead, EMEA at ServiceNow. As a specialist in Account-based Marketing, Celia has global end-to-end experience gained from some of the world's leading Technology, Financial Services, and Consumer brands. She has recently assumed a new responsibility at ServiceNow, as Pursuit Marketing Lead, EMEA, and shares her learnings to date with us. Watch this episode and learn: What is Pursuit-based Marketing (PBM) How PBM works in tandem with ABM What is behind the successful ABM program at ServiceNow

2024-06-1934 min

Let’s talk ABM 65. Customer Lifecycle ABMIn this episode of Let's talk ABM, we speak with Marcelo Fernandes, Global Head of Adoption & ABM, Vice-President at SAP, about the power of Customer Lifecycle ABM. Marcelo is a seasoned B2B Marketer with more than 25 years of experience in technology marketing and entrepreneurship. In his current role, he oversees two key strategic initiatives at SAP - Account-based Marketing and Adoption.Here's what they cover: The evolution of ABM at SAP The rollout and impact of a global ABM Framework How SAP chooses accounts for its ABM program Why ABM is key to customer adoption and advocacy

2024-06-0748 min

Let’s talk ABM 64. Building credibility with ABMIn this episode of Let's talk ABM, we speak with Kathryn Nimmo, ABM Marketing Manager at HP Inc, about building awareness and credibility with ABM. Kathryn is an accomplished Marketing and Sales professional with extensive experience executing and delivering marketing and sales campaigns across multiple industries.Here's what they cover: How ABM is used for perception and brand awareness How Subject Matter Experts are your secret weapon Why Sales experience is pivotal to ABM Why storytelling unlocks ABM accounts

2024-05-0751 min

Let’s talk ABM 63. Building relationships with ABM | PwCIn this episode of Let’s talk ABM, Declan speaks with Rhiannon Blackwell, ABM Leader, Global Marketing Organization at PwC. Over the course of the last 18 months, Rhiannon has built up the team and capability from scratch. With a team now of 20+ ABM professionals she is scaling the program to drive growth in PwC's top-tier accounts. Here’s what they cover: What it takes to stand up an ABM program from scratch How to achieve Sales and Marketing alignment Why personalization is key for ABM success How to measure ABM s...

2024-03-0833 min

ABM Under the Hood 9. Unlocking accounts with creativityWhen it comes to ABM, creativity is the secret to making campaigns that not only stand out, but truly resonate with accounts. Align outside-of-the-box ideas with account insight, and you’ll create memorable work that truly understands, inspires, and speaks the language of your accounts. So what does it take to introduce unique creativity into ABM? In this episode of ABM Under the Hood, Jack dives into the creative process with James Dignum, Senior Art Director at strategicabm. About your hosts: Jack Rawlings is a seasoned Marketer with experience in both B2C...

2024-02-0542 min

ABM Under the Hood 8. Content personalization in ABMHow does personalized content enhance the effectiveness of ABM strategies? How do you write a good ABM value proposition? And, are there limits to what you should and shouldn’t personalize? In ABM, your content is key to connect with accounts. So how can you make sure that content approaches them with empathy, understanding and relevance? In this episode of ABM Under the Hood, Jack Rawlings explores the world of content personalization with Lucy Jones, Head of Content Marketing at ABM. About your hosts: Jack Rawlings is a seasoned Ma...

2024-01-0831 min

Let’s talk ABM 62. Experience ABM | PixelzIn this episode of Let's talk ABM, Declan chats to Katrine Rasmussen. Katrine leads a passionate Marketing team at Pixelz, that is making waves and shining a light on the importance of photo retouching. Prior to joining Pixelz she worked in and led marketing growth teams in the Fintech and accounting sectors. Here's what they cover: Why it pays to go after ‘Big Whales’ What is Experience Marketing The power of investing in customer relationships What ABM is and isn’t

2024-01-0845 min

Let’s talk ABM 61. Inside an ABM Center of Excellence | KyndrylIn this episode of Let's talk ABM, Declan chats to Avishek Chakrobarty. Avishek’s professional career in Sales and B2B Marketing has led him to his current role as Head of the ABM Center of Excellence at Kyndryl. He’s on a mission to enable Kyndryl’s Field Marketing teams to grow priority accounts. Here's what they cover: What is an ABM Center of Excellence How ABM acts as a bridge What is Social and Customer Emminence How to do account scoring

2023-12-1342 min

ABM Under the Hood 7. The ABM tech stack shakedown Tech is not a silver bullet. It won't be the crowning glory of your ABM program. But it sure can make your life considerably easier – you just need to get the right foundations in place. Building your ABM tech stack is arguably one of the most rewarding but challenging steps of setting up your ABM program. The truth is that your tech stack has the power to make or break your entire Account-based Strategy. It's up to you to make the right decisions. In this episode of ABM Under the Hood, Jack and Josh dive in...

2023-11-2738 min

ABM Under the Hood 6. Setting objectives for ABM (part 2)Part 2 has landed! Go back under the hood of ABM objectives, and hear from our Heads of ABM as they conclude their discussion around the challenge of setting the right objectives for your business. About your hosts: Jack Rawlings is a seasoned Marketer with experience in both B2C and B2B worlds. In his role as a Head of ABM at strategicabm, he works with Marketing and Sales teams of leading B2B tech brands to develop impactful ABM strategies to meet their growth objectives. Josh...

2023-11-1423 min

Let’s talk ABM 60. Surround sound ABM | UserGemsIn this episode of Let's talk ABM, Declan chats to Trinity Nguyen, VP of Marketing at UserGems. Trinity is a seasoned SaaS Marketer and a passionate technology advocate. Her experience spans developing and executing go-to-market strategies, Product Marketing, Demand Generation, Account-based programs, and Sales enablement. Here's what they cover: - What Champion Tracking is - Why multi-threading is key to account success - Trinity’s rationale for SDR reporting to Marketing - How to make the intangible tangible

2023-11-0830 min

ABM Under the Hood 5. Setting objectives for ABM (part 1)Success looks different to every organization – which is why defining your ABM objectives is vital. In Part 1 of this two-part episode, Jack and Josh start to dissect what makes a good or bad ABM objective. About your hosts: Jack Rawlings is a seasoned Marketer with experience in both B2C and B2B worlds. In his role as a Head of ABM at strategicabm, he works with Marketing and Sales teams of leading B2B tech brands to develop impactful ABM strategies to meet their growth objectives. Jo...

2023-11-0615 min

ABM Under the Hood 4. AI's impact on ABMJack and Josh team up in this episode to unravel this year's AI advancements, and how these technologies are transforming ABM as we know it. From automation to privacy and regulation concerns – they cover everything you need to know. About your hosts: Jack Rawlings is a seasoned Marketer with experience in both B2C and B2B worlds. In his role as a Head of ABM at strategicabm, he works with Marketing and Sales teams of leading B2B tech brands to develop impactful ABM strategies to meet their growth objectives.

2023-10-231h 00

Let’s talk ABM 59. Creating WOW moments with ABM | IBMIn this episode of Let's talk ABM, Declan chats to Andrew Watkins, Top Account Field Marketing Lead at IBM. Andrew’s experience marries Marketing and the Creative Arts. His 13+ years at IBM have seen him work in Sales Enablement, Brand, Advertising, and now Account-based Marketing. It is this diverse background and experience that Andrew is able to apply to his ABM thinking and successful programs. Here's what they cover: - How IBM has pioneered the use of AI - Why ‘WOW’ moments are so important - How diversity breeds...

2023-10-1822 min

ABM Under the Hood 3. Sales and Marketing AlignmentFrom speaking the same language to the need for total transparency, Jack Rawlings speaks with our very own Director of Sales & Strategic Accounts, Fes Askari, about how to secure Sales and Marketing alignment with ABM. About your hosts: Jack Rawlings is a seasoned Marketer with experience in both B2C and B2B worlds. In his role as a Head of ABM at strategicabm, he works with Marketing and Sales teams of leading B2B tech brands to develop impactful ABM strategies to meet their growth objectives. Fes Askari is...

2023-10-1633 min

ABM Under the Hood 2. The Top 10 ABM ChallengesWe look at the top 10 ABM program setup challenges that teams face; from defining success metrics, to the tech you do - and don't - need, to securing buy-in and more! About your hosts: Jack Rawlings is a seasoned Marketer with experience in both B2C and B2B worlds. In his role as a Head of ABM at strategicabm, he works with Marketing and Sales teams of leading B2B tech brands to develop impactful ABM strategies to meet their growth objectives. Josh Weale is a...

2023-09-2528 min

ABM Under the Hood 1. Under the Hood of the ABM EngineFrom how to set a program up for success, to proving ROI and beyond; hosts Josh Weale and Jack Rawlings look at what to expect Under the Hood of ABM. Meet your hosts: Jack Rawlings is a seasoned Marketer with experience in both B2C and B2B worlds. In his role as a Head of ABM at strategicabm, he works with Marketing and Sales teams of leading B2B tech brands to develop impactful ABM strategies to meet their growth objectives. Josh Weale is a Head...

2023-09-2215 min

The ABM Voice S02E08 In Conversation with Fes Askari of Strategicabm - the Account-based Marketing AgencyWelcome to another exciting episode of the ABM Voice podcast. Join your host, Arun Gopalaswami (CEO of Recotap), as he interviews leading B2B sales and marketing experts to bring their ideas, best practices, and the latest trends to help you excel in your role. In this episode, Arun speaks with Fes Askari, Director of Sales & Strategic Accounts at strategicabm - the Account-based Marketing Agency. Fes and his team partners exclusively with B2B technology brands to help them win, grow, and retain their most important accounts. They design their ABM services to help their clients achieve t...

2023-09-2041 min

Let’s talk ABM 58. From Sales to ABM | CapgeminiIn this episode of Let's talk ABM, Declan chats to Mujesira Dudic, Director of ABM, Financial Services at Capgemini. Mujesira is a seasoned Sales and Marketing professional who understands better than most the power of ABM. Her 10+ years in Sales taught her one side of the coin, while her move to Marketing and ABM some four years ago has taught her the other. Combining these two disciplines – Sales and Marketing – has helped Mujesira create compelling and impactful ABM programs. She is now leading the ABM strategy for Financial Services at Capgemini.

2023-09-1939 min

Let’s talk ABM 57. Building trust with ABM | AccentureIn this episode of Let's talk ABM, Declan chats to Karen Strugnell, Global Client Relationship Marketing Leader at Accenture. Karen is a seasoned B2B Marketing professional with more than 30 years experience working in the technology industry. Her recent experience has included 12 years at IBM, where she was the ABM & Strategic Partnership Director for Europe. In her current role at Accenture, Karen is part of a team of Marketers working on some of Accenture’s most important accounts delivering client relationship marketing programs. Here's what they cover: - Why trust is so im...

2023-06-0731 min

Let’s talk ABM 56. ABM and the voice of the customer | TerminusIn this episode of Let's talk ABM, Declan chats to Taylor Young, Principal, ABM Strategy and Customer Experience at Terminus, where she is the voice of the customer inside the organization. A previous Terminus customer, Taylor brings a unique perspective to her role to champion the most effective use of Account-based Marketing and technology. Here's what they cover: - How Taylor is the voice of the customer within Terminus - How she helps customers align strategy and goals - How not to be ‘misled’ by technology - What...

2023-05-2335 min

Let’s talk ABM 55. ABM under the hood | strategicabmIn this episode of Let's talk ABM, Declan chats to our very own Heads of ABM, Jack Rawlings and Josh Weale, to uncover some exciting news about a new upcoming podcast they will be launching. Combining Jack's extensive experience in both B2C and B2B markets with Josh's background in journalism, client-side experience and passion for all things ABM – together, they lead the development of strategies to help enterprise tech businesses win, grow and retain their most important accounts. Listen to this episode and learn: - Why we are launching a ne...

2023-05-1031 min

Let’s talk ABM 54. Treasure hunting with ABM | SocureIn this episode of Let's talk ABM, Declan chats to Heather Adams, Senior Director of Demand and Account-based Marketing at Socure, the leading provider of digital identity verification and fraud solutions. Heather is a seasoned B2B Marketer with almost 30 years’ experience developing marketing strategies to help enterprise B2B technology sales teams succeed. Here's what they cover: - How to succeed at One-to-few ABM - What to know about ABM and technology - How to build alignment with Sales - Advice on ho...

2023-04-2434 min

Let’s talk ABM 53. Accelerated ABM | UiPathIn this episode of Let's talk ABM, Declan chats to Laura Matthews, Director, Global Account Based Marketing, EMEA at UiPath. A seasoned B2B Marketer, Laura leads UiPath’s ABM strategy for major enterprise accounts in Northern Europe. She has previously held senior Marketing positions at BT, Google, and Cisco, as well as acting as an Enterpise Advisor for the Mayor of London. Laura is also an Executive Board Member at Tech London Advocates Women in Tech, a platform that promotes positive change that shapes an inclusive tech industry. Here's what they cover: ...

2023-04-1141 min

Let’s talk ABM 52. What the future holds for ABM | strategicabmIn this special episode of Let's talk ABM, Declan chats to our very own CEO at strategicabm, Alex Embling. Alex has been in B2B Marketing practically since the beginning! He started strategicabm more than 25 years ago and has lived through all the major B2B trends – from SEO to Inbound, from Content Marketing to Demand Generation. Alex pivoted strategicabm to be a pure-play Account-based Marketing Agency some seven years ago. Today, the Agency is considered to be one of the foremost ABM consultancies. Listen to this episode and learn: - The challenges for immature and...

2023-02-1632 min

Let’s talk ABM 51. ABM: It's a team sport | ON24In this episode of Let's talk ABM, Declan chats to Philip Angerhofer, Global Lead for Expansion Marketing at ON24. Phillip's B2B Marketing experience has spanned roles at Qualtrics, Pluralsight, and now ON24. His role at ON24 has seen him launch Account-based Marketing to grow the share of purse and reputation in existing accounts. Phillip’s passionate about building relationships with his sales colleagues. Listen to this episode and learn: - How to stand up an ABM strategy from scratch - How to pitch Marketing successfully to your CEO - Advice on h...

2022-12-0525 min

Let’s talk ABM 50. Insights-powered ABM | CitrixIn this episode of Let's talk ABM, Declan chats to Gabrielle Pirzad, Head of ABM, EMEA at Citrix. In this role, Gabrielle is leading the ABM charge, developing targeted programs to build relationships with strategic accounts and build an ABM Center of Excellence. Previously, Gabrielle was the Head of Field and ABM Marketing (UK & IRE) for IBM where she led priority account marketing teams to deliver client-focused, demand gen and relationship programs. Here's what they cover: - What Gabrielle has learned most in her ABM career - Why ABM is all about meeting...

2022-11-0743 min

Let’s talk ABM 49. Startup ABM | Scale AIIn this episode of Let's Talk ABM, Declan chats to Davis Potter, ABM Marketing Manager, Strategic Accounts at Scale AI. Davis has been schooled by two of the leaders in enterprise ABM, Pega Systems and Google Cloud. He is now leading the Account-based Marketing charge with the startup Scale AI, where he has stood up an ABM program in less than three months with tangible results. Here's what they cover: - Key learnings from two major ABM leaders - How to launch an ABM strategy from scratch - How startup ABM d...

2022-10-0333 min

Let’s talk ABM 48. Formula One ABM | AutodeskIn this episode of Let's talk ABM, Declan chats to Christian Weiss, Director of ABM, EMEA at Autodesk. Christian is a seasoned Marketer and a veteran ABMer. His passion for Account-based Marketing is palatable in this podcast episode as he shares his ABM journey, his collaborative approach to working with his Sales colleagues, and why he believes that the customer should be at the heart of any ABM strategy. Here's what they cover: - Why the customer is the car in Formula One ABM - Common misconceptions about ABM - How...

2022-09-2045 min

Marketing-Led Growth How Jiggy is DECLAN MULKEEN with Marketing-Led Growth via The Buyer Centric Revenue Model? Interview with CMO of StrategicABM, a Marketing agency.Declan Mulkeen is the CMO of StrategicABM, a Marketing agency. He helps companies achieve MLG via proper, modern, non-spam marketing. He is the host of the show “Let's talk ABM” Declan dons B2B buyers’ flip flops to share buying preferences for Marketing + Sales: ✅aware of vendors via peers/network/referrals/WOM/influencers via content/social/communities (tks to Marketing + Marketing’s influence on peers) ✅learn about/try/buy vendors via peers and website (tks to Marketing) w/OPTION for Sales ❌Turn off + tune out: telemarketing, email spam, LinkedIn spam, bribery via gift cards...

2022-09-091h 04

Let’s talk ABM 47. ABM as a team of one | 360LearningIn this episode of Let's talk ABM, Declan chats to Justin Fordham, Head of ABM at 360Learning. Justin is a Marketer (and ABMer) at heart, with the mindset and vision of a Sales professional. Now in his fourth Account-based Marketing role at 360Learning, Justin is building an ABM strategy from the ground up. He shares his ABM journey and how his Sales past has made him a better Account-based Marketer. Here's what they cover: - How to do ABM as a team of one - Why a Sales background makes him a better...

2022-09-0742 min

Let’s talk ABM 46. Demand Gen + ABM in action | GetAcceptIn this episode of Let's talk ABM, Declan chats to Adam Holmgren, Head of Demand Generation, Europe at GetAccept. Adam has become a leading figure in the world of Demand Generation, both through his work at GetAccept as well as with his community - The Demand Generation Movement. He is taking GetAccept's Marketing on a journey from SMB to mid-market and share his journey with us. Here's what they cover: - GetAccept's journey from SMB to mid-market - Learnings from launching an ABM motion - How ABM and Demand Gen can...

2022-07-1932 min

Let’s talk ABM 45. ABM: It’s all about the customer | MicrosoftIn this episode of Let's talk ABM, Declan chats to Keith Pranghofer. Keith is Director of Marketing, ISV Partnerships at Microsoft, where he oversees the channel partner ecosystem. His 16-year career at Microsoft has seen him work across Strategic Accounts, Field Marketing, Customer Lifecycle Marketing and Commercial activities. ABM for Keith is all about putting the customer at the heart of everything he does. Here's what they cover: - How Keith is deploying ABM to develop Microsoft's channel partners - Why ABM is all about the customer - How Keith is...

2022-06-2735 min

Let’s talk ABM 44. Building buyer experiences with ABM | BoostUpIn this episode of Let's talk ABM, Declan chats to Lisa Sharapata, CMO at BoostUp. Lisa is a global Marketing Leader, advisor, and thought leader who has delivered transformative growth in many high-tech companies. Over the course of the last 20 years, she has led teams across all Marketing disciplines – from Demand Gen to Brand, Growth Marketing to Customer Experience. She is now heading up Marketing at BoostUp, the Revenue Operations, and Intelligence Platform. Here's what they cover: - How Lisa has seen ABM change over recent years - How best to use intent da...

2022-06-0735 min

Let’s talk ABM 43. ABM: The right strategy every time | ConfluentIn this episode of Let's talk ABM, Declan chats to Jess Larkin, Senior Strategic Marketing Manager, Financial Services at Confluent. ABM is nothing new to Jess. She's been responsible for creating successful ABM motions at companies such as Okta and now Confluent, forging effective partnerships with Sales, driving operational excellence, and executing successful pipeline generating programs. Here's what they cover: - What excites Jess about ABM - How to build an ABM strategy from scratch - The different use cases for ABM - Jess' advice for anyone launching an...

2022-05-2323 min

Let’s talk ABM 42. Building a community with ABM | GongIn this episode of Let's talk ABM, Declan chats to Corrina Owens, Senior ABM Manager at Gong. Corrina is an award-winning ABMer who is now blazing a trail at Gong. A passionate Marketer, Corrina is all about building customer-centric programs with impactful account experiences and communities. Corrina has also recently been listed in the first-ever Future CMOs watch list by the Peak Community. Here's what they cover: - Why building a community is the next step in ABM - How to achieve alignment with Sales - What the hardest part of...

2022-05-0924 min

Let’s talk ABM 41. Industry ABM | Google CloudIn this episode of Let's talk ABM, Declan chats to Akriti Gupta, Global Head of ABM at Google Cloud. A passion for marketing translates to a passion for customers, and that’s what has made Akriti love her journey in this realm across GE, Samsung, and now Google. Based in San Francisco, she currently heads Account-based Marketing for Google Cloud globally. Here's what they cover: - How Google Cloud achieved Sales and Marketing alignment - The importance of Account Insights - Google's tenet of 'fail fast, learn fast' applied to ABM...

2022-04-2525 min

Let’s talk ABM 40. SMB to Enterprise | SamsaraIn this episode of Let's talk ABM, Declan chats to Daniel Dong, Manager of Expansion Growth at Samsara. Daniel is a full-stack marketer, business strategist, and casual developer who is currently Manager of Expansion Growth at Samsara, the connected operations platform. Daniel recently won the 'ABM Nerd' for his heavy emphasis on data in his ABM campaigns. Here's what they cover: - Key learnings moving from SMB to Enterprise - The building blocks of Samsara's ABM strategy - Why data is at the heart of any ABM program ...

2022-04-0435 min

Let’s talk ABM 39. ABM: It’s all about the groundwork | AutodeskIn this episode of Let's talk ABM, Declan chats to Guy Phillips, Head of Enterprise Marketing, EMEA at Autodesk. Guy has that unique experience of working both Agency and Client-side, delivering exceptional ABM experiences. In his current role, as Head of Enterprise Marketing for EMEA at Autodesk, he is leading the charge to create high-impact ABM account experiences. Here's what they cover: - Why ABM is not rocket science - The importance of account insights to unlock accounts - His great ABM learning - Advice for anyone starting out...

2022-03-2127 min

Masters of Marketing Declan Mulkeen (CMO | StrategicABM) "What about if I show you what my ABM program delivers?", is not the only question raised by our guest today, who then goes on to explain the key points of his ABM success strategy. At the same time, he also puts a few ABM truths on the table, some of which will make marketers' pulses race, and demystifies a few "urban legends" in the process. In our first episode, the CMO ofStrategicABM, Declan Mulkeen, talks to us about the daily challenges of an agency that works together with some of the largest B2B Tech...

2022-03-0926 min

Let’s talk ABM 38. The journey to ABM | AvomaIn this episode of Let's talk ABM, Declan chats to Yaagneshwaran Ganesh, Director of Marketing at Avoma. Yaagneshwaran Ganesh (popularly known as Yaag) is an award-winning marketer, author, podcaster, and TEDx speaker. Yaagneshwaran is among the top 100 global marketing technologists and is recognized by The World Marketing Congress as one of the Marketing Mavericks, in association with the World Federation of Marketing Professionals. In his current role, Yaag is leading the marketing charge at Avoma, the AI Meeting Assistant tool. Here's what they cover: - The GTM strategy for a young SaaS c...

2022-03-0733 min

Let’s talk ABM 37. Partner-based ABM | CARTOIn this episode of Let's talk ABM, Declan chats to Florence Broderick. Florence is CMO at CARTO, with responsibility for translating the value of Location Intelligence to enterprise organizations in a wide range of sectors. Prior to joining CARTO, Flo worked at Telefónica's specialist Big Data unit, having previously worked in Connected Car, VoIP tech, and mobile data insights in the UK, Spain, Germany, and Latin America. Here's what they cover: - How CARTO's marketing has pivoted over the last 18 months - What makes Partner Marketing different - Why nurturing t...

2022-02-1429 min

Let’s talk ABM 36. Building an Enterprise ABM strategy | HPIn this episode of Let's talk ABM, Declan chats to Richa Pande, Global Head of Account-based Marketing Campaigns at HP. Richa's approach to ABM is to take a 'customer-backward approach' - employing data-driven insights, high octane content, and highly effective, A/B tested campaigns to break through status quo customer scenarios and address pain points. In this latest episode of Let's Talk ABM, Richa shares her insight into what makes a winning Enterprise ABM strategy. Here's what they cover: - Why ABM is not a panacea for all B2B troubles - Why...

2022-01-2644 min

Let’s talk ABM 35. Building a world-class ABM strategy | MicrosoftIn this episode of Let's talk ABM, Declan chats to Danny Nail, Account-based Engagement Lead - Financial Services at Microsoft. Danny is one of the world’s leading ABM practitioners and thought leaders. His ABM programs at SAP and now Microsoft have won numerous awards and praise. Danny sees One-to-one and One-to-few ABM as true ABM and shares his insight in this Let’s talk ABM podcast interview. Here's what they cover: - How Demand Gen and ABM can coexist - The difference between ‘intent’ and ‘interest’ - What the hardest part of ABM...

2021-12-1323 min

THE TECH MARKETING PODCHAT Let's talk ABM with Declan Mulkeen (CMO at strategicabm)Declan Mulkeen lives in Spain and is an ABM expert. CMO at the strategicabm - the Account-based Marketing Agency, he also hosts the podcast 'Let's talk ABM'. Strategicabm partners exclusively with B2B tech brands to help them win, grow, and retain their most important accounts. So who better than Declan to talk ABM, right? We discussed the why and the how of planning and implementing successful ABM programs. A few myths debunked: - ABM is not = to B2B marketing or lead gen- ABM is a strategy, not a marketing ta...

2021-12-0725 min

Let’s talk ABM 34. Building an ABM program from scratch | ShowpadIn this episode of Let's talk ABM, Declan chats to Becks Powell, Marketing Programs Manager UK & Nordics at Showpad. Becks is a seasoned B2B Marketing professional with significant experience - both Agency and Client-side. Having built a formidable ABM at scale machine in her previous role at Unit4, Becks is now rolling out a more personalized and curated ABM strategy at Showpad, the leading revenue enablement technology. Here's what they cover: - How to get started with ABM - What constitutes the building blocks of a successful ABM program ...

2021-11-2226 min

Let’s talk ABM 33. From inbound to ABM | Auth0In this episode of Let's talk ABM, Declan chats to Rachael Tiow, Director of ABM at Auth0, the authentication and authorization platform. A seasoned Sales and Marketing expert with a strong background in building technology brands, Rachael is powering Auth0’s growth with her ABM strategy and close alignment with Sales. They cover: - How Auth0 GTM evolved from Inbound to ABM - Rachael’s greatest learning from 5 years of ABM - What the hardest part of ABM is and why - Advice on how to succeed at Account-based Mark...

2021-11-0142 min

Let’s talk ABM 32. Personalizing ABM at scale | SnowflakeIn this episode of Let's talk ABM, Declan chats to Hillary Lupo Carpio. Hillary leads the ABM strategy at Snowflake, the Cloud Data platform. Hillary's built a sizable ABM function to support hundreds of Field Sellers across enterprise and Fortune 1000 accounts. The team runs integrated programs in target accounts with Field Marketing, Partner Marketing, Demand Gen and Sales Development to support more than 2,000 target accounts with the industry's best hyper-personalized experiences. Watch this webinar and learn: - How Snowflake personalizes ABM at scale - Why strategy comes before technology - What...

2021-10-1423 min

Let’s talk ABM 31. Building an ABM ecosystem | ServiceNowIn this episode of Let's talk ABM, Declan chats to Elise Miller, Head of ABM, EMEA at ServiceNow. Elise is a seasoned Account-based Marketing practitioner and thought leader with a strong track record in pushing the boundaries of ABM. In her current role at ServiceNow she leads ABM efforts for EMEA. Elise's combined Agency and corporate experience has allowed her to deliver maximum return on her ABM program with numerous awards and accolades for the strategy she and her team has developed. Here's what they cover: - How to scale ABM - The...

2021-09-2735 min

Let’s talk ABM 30. ABM: Powering the digital transformation of supply chain | SDIIn this episode of Let's Talk ABM, Declan chats to Debra Yorkman, VP of Marketing at SDI. Debra sets and guides the overall strategic and tactical execution of SDI’s marketing and branding initiatives. Debra deploys ABM to help customers and target accounts learn the value of the digital transformation of their supply chain. Here's what they cover: - Why the last 18 months has been an inflection point - How contextualized news can drive results - What the hardest part of ABM is - Advice on how to succeed at...

2021-09-1626 min

Let’s talk ABM 30. ABM: Powering the digital transformation of supply chain | SDIIn this episode of Let's Talk ABM Declan chats to Debra Yorkman, VP of Marketing at SDI. Debra sets and guides the overall strategic and tactical execution of SDI’s marketing and branding initiatives. She deploys ABM to help customers and target accounts learn the value of the digital transformation of their supply chain. Here's what they cover: - Why the last 18 months has been an inflection point - How contextualized news can drive results - What the hardest part of ABM is - Advice on how to succeed at...

2021-09-1526 min

Let’s talk ABM 29. Creating a unique story with ABM | QlikIn this episode of Let's Talk ABM Declan chats to Nancy Carlyle Harlan, Head of Global ABM at Qlik. Nancy is that rare Marketer with a successful Sales background at IBM and Siemen. This Sales insights has helped Nancy to develop the successful ABM program at Qlik that has transformed their approach to strategic account management and growth. Here's what they cover: - Why One-to-one is the only true ABM - How insights drive account strategy - Where ABM tech vendors need to improve their offering - Advice on...

2021-08-3134 min

Let’s talk ABM 28. A year in the life of ABM | FinastraIn this episode of Let's Talk ABM Declan chats to Marnie Giuranna Zaccaria, Global ABM Lead at Finastra. The role sees Marnie oversee the entire highly personalized and customized marketing activity for all Finastra’s strategic accounts. Previously she held the position of Head of Marketing for DACH and Central Europe for Finastra as well as Marketing Manager at 360T and Managing Director at the European Association for Banking and Financial History. Here's what they cover: - What the first year of an ABM strategy looks like - Advice on what to do an...

2021-08-1734 min

Let’s talk ABM 27. ABM: It’s all about the alignment | ShutterstockIn this episode of Let's Talk ABM Declan chats to Alessandra Possamai, ABM Manager at Shutterstock. A passionate B2B Marketer with a real talent for Account-based Marketing, Alessandra is seeing huge success with her ABM strategy, creating personalized Account Experiences that deliver a truly customized buyer journey. Here's what they cover: - How alignment with Sales moves the ABM dial - Why the account experience lies at the heart of an ABM strategy - What are some of the hardest parts of ABM - Advice on how to...

2021-08-0214 min

Let’s talk ABM 26. Developing global accounts with ABM | JabraIn this episode of Let's Talk ABM Declan chats to Andreas Villumsen, Global Account Marketing Manager at Jabra. Andreas is passionate about Sales enablement and helping Jabra deal teams excel through personalized Account experiences. Here's what they cover: - How Jabra’s Global Account program drives growth - Why ABM is key to Jabra’s ‘land and expand’ strategy - What are some of the hardest parts of ABM - Advice on how to succeed at Account-based Marketing

2021-07-2629 min

Revenue Champions 13: Is ABM just good B2B marketing? with Declan Mulkeen, CMO @strategicabmAlice speaks to Declan Mulkeen, CMO @strategicabm about all things ABM. In this episode, Alice and Declan discuss the process of getting started with ABM, how to measure success with ABM, the typical set up for ABM execution and more. --- Send in a voice message: https://anchor.fm/cognism/message

2021-06-0935 min

Let’s talk ABM 25. Accelerating growth with Agile ABM | FireEyeIn this episode of Let's Talk ABM Declan chats to Marlowe Fenne. Marlowe heads up Account-Based Marketing at FireEye, one of the world’s leading cybersecurity companies. Marlowe is considered to be one of the leading ABM practitioners operating today. His ABM program at FireEye has generated tens of millions of dollars in revenue. In this episode of Let’s talk ABM, Marlowe shares what makes his program different and why agility is key to ABM success. Here's what they cover: - Why agility is key to ABM success at FireEye - How cris...

2021-05-1139 min

Let’s talk ABM 24. Solving Complex Software Sales with ABM | PegaIn this episode of Let's Talk ABM Declan chats to Mathew Kent, Senior Marketing Manager, UK & IE at Pega. Matt is a seasoned ABM professional, schooled in the latest thinking from ITSMA and with more than 15 years of B2B technology experience marketing complex software solutions to enterprises. Here's what they cover: - Why ABM is the right strategy for complex sales - How to build a strong Sales and Marketing alignment - What success looks like for Pega’s ABM strategy - Advice on how to succeed at Ac...

2021-04-2729 min

Let’s talk ABM 23. Building an account-centric organization | DegreedIn this episode of Let's Talk ABM Declan chats to Amber Bogie, ABM Strategy Lead at Degreed about creating a culture where key accounts are at the centre of the organization. Here's what they cover: - How Sales Enablement unlocks ABM - Why Degreed is evolving from ABM to ABX - How Degreed measures the ROI of its ABM program - Advice on how to succeed at Account-based Marketing

2021-04-2032 min

Let’s talk ABM 22. Drive engagement with video | VidyardIn this episode of Let's Talk ABM Declan chats to Tyler Lessard, VP Marketing & Chief Video Strategist at Vidyard, about using video to support Account-based Marketing campaigns. Here's what they cover: - How Vidyard got serious with Account-based Marketing - The steps Vidyard took to scale ABM - How video can support your ABM strategy - Advice on how to succeed at Account-based Marketing.

2021-03-3120 min

Let’s talk ABM 21. Giving your customers the best of you | AtosIn this episode of Let's Talk ABM Declan chats to Neil Berry, Head of Global ABM & DBM for FSI at Atos. Neil talks about their One-to-one ABM strategy and why it is all about giving your customers the best of you. Here's what they cover: - Atos’ approach to One-to-one ABM - How to build strong Sales and Marketing alignment - What constitutes an ABM Center of Excellence - Advice on how to succeed at Account-based Marketing

2021-03-1128 min

Let’s talk ABM 20. Moving from ABM to ABX | BazaarvoiceIn this episode of Let's Talk ABM Declan is joined by Jennifer Leaver, Global ABM Strategist at Bazaarvoice. Jennifer shares her Account-based Marketing strategy and why she sees the move from Account-based Marketing to Account-based Experience as the logical next step for the program. Here's what they cover: - How to get started with ABM - The key building blocks of a successful ABM strategy - How Bazaarvoice measure ABM ROI - Advice on how to succeed at Account-based Marketing

2021-03-1121 min

Let’s talk ABM 19. Building an enterprise ABM program | CapitaIn this episode of Let's Talk ABM Declan chats to Christa Norton, Head of Industry and ABM at Capita, about building an enterprise ABM program and how to win, grow and retain large enterprise accounts. Here's what they cover: - How Capita rolled out a One-to-one ABM program - The concept of promotion and demotion of accounts - Why Sales alignment is so critical to ABM success - How to succeed at Account-based Marketing

2021-02-2330 min

Let’s talk ABM 18. Going global with ABM | FujitsuIn this episode of Let's Talk ABM Declan is joined by Andrea Clatworthy, Global Head of Account-based Marketing at Fujitsu. Andrea first introduced ABM at Fujitsu in 2014, in this interview she shares her experiences of expanding the program globally. Here's what they cover: - What makes Fujitsu’s ABM program different - Why Account Experience is so important - What the future holds for ABM at Fujitsu - Advice on how to start an ABM program

2020-12-0320 min

Let’s talk ABM 17. Getting started with ABM | Logz.ioIn this episode of Let's Talk ABM Declan chats to Nick Bennett, Director of Field Marketing, North America at Logz.io. Nick has recently launched an ABM program at Logz.io and has delivered some fantastic results in a very short space of time. Here's what they cover: - Why Logz.io launched an ABM strategy - What challenges they have faced - What the future looks like for Logz.io - Why Social Selling is so important for Nick Bennett

2020-12-0224 min

Let’s talk ABM 16. ABM from the trenches | Hitachi VentaraIn this episode of Let's Talk ABM Declan is joined by Amy Hall, Global ABM Manager at Hitachi Ventara. Amy’s reputation as a leader and strategic thinker combines with her strong focus on collaboration with sales leaders to deliver a truly outstanding ABM program. Here's what they cover: - How a team of one can do ABM - What drives ABM success - What the future holds for ABM - Advice on how to start an ABM programme

2020-09-0326 min

Let’s talk ABM 15. ABM is B2B | TerminusIn this episode of Let's Talk ABM Declan chats to Sangram Varje, CMO & Co-founder of Terminus. Sangram created the FlipMyFunnel Community in 2014 to provide a place for B2B marketing and sales innovators to foster the Account-based mindset and to learn from each other. Here's what they cover: - The role of Terminus in the ABM ecosystem - Why ABM is the hottest ticket in town - Advice on how to start an ABM programme - What does the future hold for ABM

2020-08-1623 min

Let’s talk ABM 14. ABM: It's all about the data | RollWorksIn this episode of Let's Talk ABM Declan chats to Randi Barshack, SVP Marketing at RollWorks, about the importance of taking a data-driven approach to Account-based Marketing. Here's what they cover: - The role of RollWorks in the ABM ecosystem - Why ABM is the hottest ticket in town - Advice on how to start an ABM program - What does the future hold for ABM

2020-07-1432 min

Let’s talk ABM 13. ABM: its origins, its future | ITSMAIn this episode of Let's Talk ABM Declan is joined by Bev Burgess, Senior Vice President & Global ABM Practice Leader at ITSMA. Bev is one of the industry’s major thought leaders on marketing and selling complex services and solutions. Here's what they cover: - How Account-based Marketing originated - What criteria dictate a successful ABM programme - What the future holds for ABM - Practical tips for starting with ABM

2020-06-1914 min

Let’s talk ABM 12. No forms, no spam, no cold calls | 6senseIn this episode of Let's Talk ABM Declan chats to Latané Conant, Chief Market Officer at 6sense. Latané believes in putting customers, and future customers, at the centre of the Account-based Experience - which means no cold calls and no spam! Here's what they cover: - How 6sense uses AI and Big Data to deliver revenue - Why ABM is one of the hottest topics in B2B Marketing - How a company should start with ABM - What the future holds for ABM

2020-06-1019 min

Let’s talk ABM 11. Contact marketing | Stu HeineckeIn this episode of Let's Talk ABM Declan is joined by Stu Heinecke, Author and WSJ Cartoonist. Stu Heinecke is a hall-of-fame nominated marketer, a Wall Street Journal cartoonist, best selling business author, and founder of Cartoonists.org. The American Marketing Association recognized him as “the father of Contact Marketing,” a term coined in his highly successful book, “How to Get a Meeting with Anyone”. Here's what they cover: - What is Contact Marketing? - Why personalisation is the key to ABM - How to get a meeting with anyone - Why...

2020-06-0931 min

Let’s talk ABM 10. Real-time revenue forecasting | ClariIn this episode of Let's Talk ABM Declan chats to Kyle Coleman, VP Revenue, Growth & Enablement at Clari. Kyle is an experienced Sales & Marketing leader with a passion for people development, identifying & solving problems, creating & optimizing processes, and unifying departments across the revenue organisation. Here's what they cover: - Why risk identification is key to a successful sales pipeline - The role of Clari in your ABM tech stack - How Clari helps companies do better ABM - The role of AI and machine learning in revenue operations

2020-05-1924 min

Let’s talk ABM 9. Get personal with content | TurtlIn this episode of Let's Talk ABM Declan chats to Karla Rivershaw, Head of Marketing at Turtl about the psychology behind how we consume online content and why 'personalisation' is more than just a marketing buzzword when it comes to content marketing. Here's what they cover: - Why Turtl is on a mission to kill the PDF - The role of Turtl in your ABM tech stack - How Turtl helps deliver a personalised content experience - How content can empower your sales teams

2020-05-0526 min

Let’s talk ABM 8. #neverstopselling from MQL to SQL | durhamlaneIn this episode of Let's Talk ABM Declan chats to Richard Lane, Co-founder and CEO, and Lee Durham, Co-founder and CRO, of durhamlane. Richard and Lee coined a phrase; '#NeverStopSelling', believing that the wheels of commerce have got to keep turning, whatever the situation. Here's what they cover: - How to prospect in this new environment - The role of durhamlane in your ABM tech stack - How to progress MQLs to SQLs and close - How sales and marketing alignment drive success

2020-04-2817 min

Let’s talk ABM 7. Consolidating your sales stack | DealHubIn this episode of Let's Talk ABM Declan chats to Gideon Thomas, VP of Marketing & Growth at DealHub. Gideon is extremely passionate about helping companies gain a more informed and actionable understanding of the changing landscape within Sales Engagement. Here's what they cover: - How to close deals faster - The role of DealHub in your ABM tech stack - How DealHub helps companies do better ABM - How to enable your sales team to deliver optimal performance

2020-04-2720 min

Let’s talk ABM 6. Hyper-targeted ABM advertising | Radiate B2BIn this episode of Let's talk ABM, Declan is joined by Riaz Kanani, CEO of Radiate B2B. A serial entrepreneur and creator of technology business, Riaz has over twenty years of experience of working at the cutting edge of technology and marketing. Here's what they cover: - How data drives successful ABM programs - The role of Radiate B2B in your ABM tech stack - Hyper-personalisation and advertising - How sales and marketing together make a formidable team

2020-04-1722 min

Let’s talk ABM 5. Harnessing your first party data | LeadfeederIn this episode of Let's Talk ABM Declan chats to Andy Culligan, CMO at Leadfeeder. Andy explains how first party intent data can be used across sales and marketing teams enhance Account-based Marketing efforts. Here's what they cover: - How Leadfeeder helps to de-anonymise website visitors - The role of Leadfeeder in your ABM tech stack - How Leadfeeder helps build your sales pipeline - How Leadfeeder has pivoted its marketing strategy

2020-04-1633 min

Let’s talk ABM 3. Intent-data powered ABM | CyanceIn this episode of Let's Talk ABM Declan chats to Jon Clarke, CEO of Cyance, a leading behaviour-based marketing technology company. Jon shares some use cases for how intent data can enhance ABM in both One-to-one and One-to-many programs. Here's what they cover: - How Cyance delivers zero-waste marketing - The role of Cyance in your ABM tech stack - How intent data accelerates sales pipeline creation - Intent data as a client engagement strategy

2020-04-0922 min

Let’s talk ABM 4. Accelerate pipeline with data | CognismIn this episode of Let's Talk ABM Declan chats to Alice de Courcy, Head of Marketing at Cognism. Alice has built a predictable growth marketing model at Cognism that has seen Cognism grow from $2.5m to $7m in ARR in 2019. Here's what they cover: - How Cognism has built a predictable revenue model - The role of Cognism in your ABM tech stack - How data is revolutionising ABM - How to move a prospect effectively through the funnel

2020-04-0719 min

Let’s talk ABM 2. Direct mail reinvented | ReachdeskIn this episode of Let's Talk ABM Declan chats to Alex Olley, Co-founder of Reachdesk. Alex believes in treating customers like humans (rather than leads or opportunities) using ABM strategies, Direct Mail, Personalised Gifting and a human element across every touchpoint. Here's what they cover: - How Reachdesk is revolutionising direct mail - The role of Reachdesk in your ABM tech stack - How Reachdesk delivers hyper-personalisation - How Reachdesk clients have adapted to the new “normal”

2020-03-3017 min

Let’s talk ABM 1. Time to get personal with video | Hippo VideoIn this episode of Let's Talk ABM Declan chats to Nikhil Premanandan, Head of Marketing at Hippo Video about how sales reps can stand out and enhance conversations by using engaging, personalised videos. Here's what they cover: - How Hippo Video is revolutionising video marketing - The role of Hippo Video in your ABM tech stack - How Hippo Video can increase your sales conversations - How Hippo Video clients have adapted to the new “normal”

2020-03-2426 min