How To Integrate Predictive Marketing Into Your ABM Strategy
Transcript of How To Integrate Predictive Marketing Into Your ABM Strategy
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Mintigo MarTech Stack
Marketing
Attribution
Tool
Direct
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Starting Off With ABM & Predictive –
A Simple Approach
Discover
Target
Accounts
Engage
Multi-Channel
Driven By Data
Personalize
Content From
Predictive Insights
AWSShopping Cart
Retail
Global
CRM
High Web
Traffic
Identify
Decision Makers
& Influencers
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Predictive Models Identifies Accounts That Fit Your Ideal
Customer Profile
Discover
Target
Accounts
Engage
Multi-Channel
Driven By Data
Personalize
Content From
Predictive Insights
AWSShopping Cart
Retail
Global
CRM
High Web
Traffic
Identify
Decision Makers
& Influencers
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Is This How You Select Your Target Accounts?
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Your ICP: Low-Res or HD?
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Ideal Customer Profile
(aka “CustomerDNA™”)
Customers
(“Positives” List)
Prospects
Predictive Models/
Machine Learning
Signals From The Web
(i.e., tech, org/hiring, financials, intent, etc.)
How Predictive Modeling Works
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Ideal Customer Profile
(aka “CustomerDNA™”)
Selecting Target Accounts via Predictive Account Scoring
• Revenue: Above $1B
• Industry: Software & Manufacturing
• Marketing Tools: Marine Software, Ensighten, BazaarVoice
• CX: ForeSee, OpinionLab
• PPC Spend: Above $5K
• Alexa Rank: < 100K
• CDN: Akamai• Analytics: Adobe
Omniture
• Hires Demand Gen roles…
Initech Corp.
Aviato Inc.
Cyberdyne
Systems
Predictive
Score 75 or Rank B
Predictive
Score 54 or Rank C
Predictive
Score 92 or Rank A
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Mintigo : Create A Predictive Model In As Quick As 15 Min
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Mintigo : Identify High-Propensity-To-Buy Accounts
“In-Funnel”
“Net New”
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Find The Best Contacts From Your Target Accounts
To Engage With
Discover
Target
Accounts
Engage
Multi-Channel
Driven By Data
Personalize
Content From
Predictive Insights
AWSShopping Cart
Retail
Global
CRM
High Web
Traffic
Identify
Decision Makers
& Influencers
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Accounts are Critical…
But Remember “People” Scope and Sign The Checks
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Ideal Customer Profile(aka “CustomerDNA™”)
Customers
Prospects
Predictive Models/
Machine Learning
Signals From The Web
(i.e., tech, org/hiring, financials, intent, etc.)
Your Data
Records(those already in
your funnel)
“Total Addressable
Market”
• Data for tens/hundreds
of millions of accounts &
contacts
• Score all of these
accounts & against your
ICP
• Download net new into
your MA or CRM
systems, or use in
named-account
campaigns
Predictive Platforms Finds “Net New” Contacts
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Mintigo : Download Lists Of Contacts For High
Scored Accounts
…but don’t
batch & blast!
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Mintigo : Generate Leads From Target Accounts
Through Content Syndication
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Predictive Data Helps Identify Relevant Messages & Offers
Discover
Target
Accounts
Engage
Multi-Channel
Driven By Data
Personalize
Content From
Predictive Insights
AWSShopping Cart
Retail
Global
CRM
High Web
Traffic
Identify
Decision Makers
& Influencers
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Mintigo : CustomerDNA™ Shows Important Characteristics Of Your ICP
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Predictive Data Unveils “Non-Intuitive Insights”
5X
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Insights From Predictive Data Can Help Personalize
Your Value Proposition
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Engage With The Right Contacts At The Right Accounts
With The Right Message Through Multiple Channels
Discover
Target
Accounts
Engage
Multi-Channel
Driven By Data
Personalize
Content From
Predictive Insights
AWSShopping Cart
Retail
Global
CRM
High Web
Traffic
Identify
Decision Makers
& Influencers
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Timely & Personalized Messages Are Driven By
Having Predictive Data In Other Marketing Systems
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Timely & Personalized Messages Are Driven By
Having Predictive Data In Other Marketing Systems
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Timely & Personalized Messages Are Driven By
Having Predictive Data In Other Marketing Systems
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Mintigo : Don’t Forget Your
Most Important Channel – SALES!
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© Copyright 2016. Mintigo Inc. All Rights Reserved. @tones810 | @mintigo | #FlipMyFunnel
“For my ally is the Force, and a powerful ally it is…Its energy surrounds us and binds
us.” ―Jedi Master Yoda describing the Force to Luke Skywalker
Data, Like The
Force, Connects
All Things
data
our martech stack
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Mintigo MarTech Stack
Marketing
Attribution
Tool
Direct
![Page 27: How To Integrate Predictive Marketing Into Your ABM Strategy](https://reader033.fdocuments.us/reader033/viewer/2022051404/5a64c1297f8b9ac21c8b5697/html5/thumbnails/27.jpg)
4 Ways To Integrate Predictive Into Your ABM Strategy
Discover
Target
Accounts
Engage
Multi-Channel
Driven By Data
Personalize
Content From
Predictive Insights
AWSShopping Cart
Retail
Global
CRM
High Web
Traffic
Identify
Decision Makers
& Influencers
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Thanks!