In Peter’s own words: “We’ve employed ABM to help us target our efforts more effectively, personalize [messaging] and have more success with our ideal customer profile.” When asked what the results of adopting ABM was, Peter replied “Our specific ABM effort where we went through the whole process to select accounts, get alignment with sales, change our marketing stack, and transition all of our campaigns to this new mode; we are about 6 months into it, we converted 20% of our top 100 accounts into pipeline, and we’re currently sourcing about two thirds of the new business.”
Other topics he addresses in this 15 minute video include the reasons why he made the switch to ABM, what processes had to change, what technology stack he adopted to help, and what metrics and KPI changes he had to make.
Peter Herbert has nearly 20 years’ experience in strategic marketing and corporate communications including demand generation, public relations, corporate product positioning, content strategy, and channel development for both global and emerging technology companies.
VersionOne helps companies succeed with Agile software development and they specialize in helping some of the largest organizations in the world scale agile successfully across their entire organizations and succeed with agile transformation.
Watch to learn how VersionOne marketing leveraged ABM to convert 20% of their top 100 accounts to pipeline.
Laura is a native of everywhere U.S.A., as a Navy brat. Upon her move to Atlanta, Laura became a Marketing Specialist / Trade Show Manager for several international companies such as Wilkinson Sword, Norrell, and Scientific-Atlanta/Cisco. Through her work in the national and international marketing sectors, Laura honed her organizational, multi-tasking and communication skills, which she now brings to The Pedowitz Group.
- Posted by Laura Yeste
- On 01/04/2017
- 0 Comments