Resources & Insights

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

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.

ResourcesWhitepapers
Uniting Data & Human Intelligence To Drive Enterprise-Class ABM

Uniting Data & Human Intelligence To Drive Enterprise-Class ABM

Featuring industry insights from Paul Cowan, Chief Marketing Officer, Freshbooks; Anamika Gupta, Head of Customer Marketing, Fujitsu America; Jada Balster, Vice-president of Marketing, Workfront; this whitepaper will share best practices on how humans and tech can work more efficiently together in building a successful enterprise-class ABM program, taking into consideration the importance of personalization at scale.

ResourcesWhitepapers
ABM Execution In The Light Of Enterprise Reality

ABM Execution In The Light Of Enterprise Reality

Existing account-based marketing platforms have their roots in serving the needs of early-stage organizations. Why? Their needs are easier to solve and are within reach for an early-stage tech startup. These VC funded platforms face tremendous pressure to create short term revenue traction and the inevitable shift to prioritize short term decisions. This pressure results in the development of channel-based, narrow silos of activity we now know as the “ABM Platform.”

ResourcesWhitepapers
B2B Marketing Bliss: Combining Intent Data With Predictive Analytics To Enhance ABM Initiatives

B2B Marketing Bliss: Combining Intent Data With Predictive Analytics To Enhance ABM Initiatives

Marketers who rely solely on intent data or predictive analytics are missing out on valuable insights that can help simplify their ability to build ABM programs that deliver more relevant marketing and more significant revenue impact.