“Jumpstart Account-Based Marketing with Predictive & Outbound Demand Generation”

House Keeping

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Our Speakers For Today

Tony Yang VP of Demand Gen

@tones810

Atul Kumar Chief Product Officer

@atkumar47

Scott Vaughan Chief Marketing Officer

@ScottAVaughan

Poll: Where Are You on the ABM Journey?

A.  Thinking about deploying/doing research

B.  We are piloting ABM

C.  We are in full deployment

D.   Tried and bailed or maybe in the future

Poll: What Are Your Biggest ABM Challenges?A. How or where to get started

B. Resources and budget constraints

C. Developing a target list of ABM accounts

D. Generating targeted, quality leads

E. Setting and measuring impact

ABM: How Do You Tie Everything Together?

VS

Predictive Outbound vs Inbound Marketing

FlipMyFunnel  

Demand Waterfall/Funnel

Account Based Marketing (ABM) in 3 Steps

Discover Target Accounts

Identify & EngageDecision Makers

Measure &Optimize

Account Based Marketing (ABM) in 3 Steps

Discover Target Accounts

Identify & EngageDecision Makers

Measure &Optimize

Is This How You Identify Your Target Accounts?

ABM 1st Step – Identify Accounts & Decision MakersBuild A Predictive Model

Ideal Prospect

150-250 MIs

Customers

Prospects

Prioritization, Scoring & Insights

2,700+ Marketing Indicators 9.7 MM Companies 150 MM Contacts

Data as is . . Enriched Validated Appended

Identify Your Best AccountsABM 1st Step – Identify Accounts & Decision Makers

Expand Your Total Addressable MarketABM 1st Step – Identify Accounts & Decision Makers

Expand Your Total Addressable Market

2210 Accounts

ABM 1st Step – Identify Accounts & Decision Makers

ABM 1st Step – Identify Accounts/LeadsSegment Your Accounts/Leads

Fit Intent Behaviors

Customer

Prospects

Education!

Consideration!

Solution!

Buy!

Buyer Research!(out of your funnel)!

Account Based Marketing (ABM) in 3 Steps

Discover Target Accounts

Identify & EngageDecision Makers

Measure &Optimize

I’ve Identified the Right Accounts Now What?I can… •  Reach out/execute programs to my

existing database of contacts?

•  Alert sales to call all their contacts they know within that account?

Or….

Accounts are Critical. Also Remember…”People” Scope and Sign The Checks

Identify Decision-MakersTurning accounts into people!

Engage NEW Decision-Makers & Personas At Target Accounts Using Your Content

Ensure Decision-Maker Data Is Accurate & Actionable

Account Based Marketing (ABM) in 3 Steps

Discover Target Accounts

Identify & EngageDecision Makers

Measure &Optimize

Measure & Optimize to Ensure Maximal ROI

End Result: Decision-Makers Within Target Accounts

Key Takeaways: Jump-Starting ABM

•  ABM takes planning, resources and constant testing and tweaking – the tools are available today for marketers !

•  Use Predictive for target account identification!

•  Combine with Outbound Demand Marketing programs to generate the right decision makers (people!)!

Q&A

Let’s Talk!Oracle Modern Marketing Experience!

•  Best Practice Session - Predictive and ABM !Tues, April 26 11am – 12 noon!!

•  Visit the Mintigo and Integrate booth in the expo hall!!Marketo Marketing Nation Summit!!•  Visit the Mintigo and Integrate booth in the expo hall!!!

Or Contact Us…!

Thank You!

Tony Yang VP of Demand Gen

@tones810 tony@mintigo.com

Atul Kumar Chief Product Officer

@atkumar47

Scott Vaughan Chief Marketing Officer

@ScottAVaughan