Name: The Four Sins of ABM and How to Overcome Them
Start: 2024-10-23T16:00:00Z
End: 2024-10-23T16:00:36.000Z
Location: BrightTALK
Rating: 4.8

Informa TechTarget (Nasdaq: TTGT) informs, influences and connects the world’s technology buyers and sellers, to accelerate growth from R&D to ROI.

With an unparalleled reach of over 220 highly targeted technology-specific websites and over 50 million permissioned first-party audience members, Informa TechTarget has a unique understanding of and insight into the technology market.

Underpinned by those audiences and their data, we offer expert-led, data-driven, and digitally enabled services that deliver significant impact and measurable outcomes to our clients.

• Trusted information that shapes the industry and informs investment

• Intelligence and advice that guides and influences strategy

• Advertising that grows reputation and establishes thought leadership

• Custom content that engages and prompts action

• Intent and demand generation that more precisely targets and converts

Informa TechTarget is headquartered in Boston, MA and has offices in 19 global locations. For more information, visit informatechtarget.com. 

As many marketing teams move away from MQL and lead-based demand gen models, the focus has shifted to understanding what drives an account and the unique buying teams within it. Informa TechTarget’s Media Consumption survey data can serve as a helpful guide for marketing and sales leaders looking to better understand how role and function dynamics can affect content creation and outreach.  

Join us as Senior Director of Research and Market Insights, Corey DeFreese, and VP of Product Innovation, Research and Insights, Katie Graybeal, illuminate the path with actionable tips for marketing and sales leaders looking to break through. They’ll cover:  

-The latest insights on how job level, function and other factors should influence how you look to engage buyers throughout the buy cycle.  
-Ways Marketing can enrich content to better bridge the buyer-seller divide. 
-A behind-the-scenes look at how tech buyers actually conduct research and how you can leverage the resulting data and insights to reach your objectives.

Decision-Making Dynamics: Roles, Buying Teams and the Tech Purchase Process

Part of what makes creating great content so challenging for marketers is the need to continuously engage and excite buyers. Finding new story ideas within the confines of a market, topic or product can feel near impossible – and failed attempts often result in decreased engagement. Similarly, journalists are constantly on the hunt for their next story or angle within the confines of their beat. What if there was a way to shift our thinking from merely creating to discovering compelling stories, much like a journalist does? 

In this episode of B2B Content Brilliance, Fiona O’Connor (Sr. Manager, Informa TechTarget) sits down with Bridget Botelho (Editorial Director, News Department, Informa TechTarget) to learn more about a journalist’s approach to finding stories and how B2B marketers can adopt a similar mindset to elevate their content, drive more engagement and convert buyers.

Think Like a Journalist: Finding Great Story Ideas

Every time we communicate with prospective buyers, we’re making promises, consciously or unconsciously. Get them right, and you’ll grow buyer trust and brand affinity. Get them wrong, and you risk losing confidence and consideration. If your content isn’t delivering on your marketing goals, there’s a good chance that you’re either missing the mark on what your target audience is seeking or your content isn’t coming from a source that they trust.

In this webinar, Susan Smith (Sr. Director, Product Marketing, TechTarget) and Dave Gruber (Principal Analyst, Enterprise Strategy Group) will build on the research-proven “customer promise” concept (discussed in our Creating a Memorable Marketing Message that Lasts webinar), and provide actionable steps on how to improve your content and messaging. They’ll share proven near-term content options to bolster any tech marketing program, strategic approaches for developing promises that will resonate with target audiences, and a “good, better, best” framework you can put to work immediately to better understand and engage buyers, and build buyer trust in your customer promise.

Good, Better, Best: How to Deliver Great Content Marketing Outcomes

According to a Forrester survey, 85% of marketers using intent data see results. However, as their demand engine grows, so can the potential challenges evolve and change. Whether it's struggling to reach the right audience, delivering content that resonates, or boosting brand visibility, these roadblocks can hinder ROI and slow growth if not addressed. With 2025 approaching, now is the time to tackle these challenges and fine-tune your demand generation strategy for the new year. 

Join Kristin Prosowski, VP of Products (TechTarget), as she reveals the key aspects of demand generation strategy that shouldn't be overlooked, whether you’re building for 2025 or beyond.  Get the tools you need to solve the day-to-day marketing challenges you are seeing now and head into the new year with a foundational GTM strategy that combines TechTarget’s content, intent, and audience offerings to drive real demand.

Assembling Your Demand Gen Toolbox for 2025

Whether it's struggling to reach the right audience, delivering content that resonates, or boosting brand visibility, these roadblocks can hinder ROI and slow growth if not addressed. Watch this interview with T-Mobile Marketing leaders as they discuss how they're tackling these challenges and fine-tuning their demand generation strategy for the new year.  

Featuring:
  - Ben Bradley, Sr. Director of Customer Success (Informa TechTarget)
  - Jessica Mallick, Sr. Segment Marketing Manager (T-Mobile)
  - Madeleine Bertch, Segment Marketing Manager (T-Mobile)

How T-Mobile Assembled Their Demand Gen Toolbox for 2025

“Quality might not always be the right answer, but it’s always the right question.” As B2B buyers’ hunger for video content continues to grow, many marketing teams are looking for better ways to fuel their video content engine – and, often, the search for quality is a driving force. Yet there are other factors to consider in the quest to create video content that meets your objectives, whether you’re creating video in house or looking for a partner to fill the gaps.

Join Susan Smith and Jeff Kunken (Informa TechTarget) and BrightTALK's Greg Johnson as they discuss how video quality and content goals intersect and what you need to know to choose the right video services. They’ll tap into decades of combined experience to share how to set the right objectives for your video content and set your team up for success. Plus, they’ll break down different types of video services and budgeting strategies, how a good vendor compares to a true partner, and when to engage them.

The Quality Question: Vendors, Partners and Understanding Your Video Objectives

Join Mark Beccue, principal analyst for AI at Enterprise Strategy Group, for a unique conversation with Enterprise Strategy Group market experts as they discuss how generative AI (GenAI) is impacting the markets they cover. Mark will share some insights from his new study, The State of the Generative AI Market: Widespread Transformation Continues, to address how GenAI is moving into a phase of rapid market adoption. Then you’ll hear from four leading analysts on what their research and discussions with technology providers suggest about how GenAI will impact the evolution of networking, network security, data management and data security technologies and markets.

How GenAI Will Impact Your Markets, Buyers and Solutions

An intent platform is not only about setting up and exporting accounts and names, but also about understanding the data and learning how to build awareness and brand within the community.  In this video listen to the advice of Ginger Swann, Senior Marketing Manager, Upland Interfax and Ellie Mancini, Manager, Customer Success at TechTarget, on how creating a holistic approach in your intent campaign is so very important.   Ellie and Ginger review the importance of taking steps that create wins and building within the organization to achieve success.

Introducing Intent: Building Success from Day 1

Getting started with any intent data tool can be beyond overwhelming and intimidating.  There is so much information that it is impossible to know where to start.  Watch Ginger Swann, Senior Marketing Manager at Upland Interfax talk about how working with the TechTarget Customer Success team helped her and the team guide their way through the first 18-months in Priority Engine from integrations to robust understanding of their product.

Introducing Intent: TechTarget's Customer Success Gets You Started

If you want an intent tool to be effective for your team than it is so very important to make it easily accessible.  In this video we hear from Ginger Swann, Senior Marketing Manager, Upland Interfax and Ellie Mancini, Manager, Customer Success at TechTarget, on how to build up the sales team, communicate internally, and utilize data in the best way possible.  Watch as they cover why quality checks and asking for feedback are important factors in creating intent data success.

Introducing Intent: How to Approach an Effective Sales Rollout

When it comes to B2B video content production, design and marketing folks often throw around the saying, “perfection is the enemy of progress.” But when we think about visual content, great execution goes hand-in-hand with success. Creators must then find a way to balance quality with scale, amidst the pressures of limited time and budget.  

In this webinar, join Fiona O’Connor (Sr. Manager, TechTarget) and Ben Hillman (Executive Producer, Paddle) as they discuss the realities of B2B video production and what it takes to create great videos. Discover how Ben and his team at Paddle build high-quality content to attract and engage their target audience, so you can bring these tactics into your own video program to generate real ROI, no matter your budget.

Perfection vs. Scale: Achieving Balance in B2B Video Production

To have any chance of driving more revenue from a set of target accounts, you first have to engage them better somehow. And because today’s self-directed buyers prefer digital content, the challenge really comes down to whether you’re able to make the necessary content to meet your engagement needs. So how do you know what’s needed for better engagement? And how do you fill any critical gaps in what you’re doing today?

Join John Steinert, CMO (TechTarget) and Greg Anderson, SVP of Client Relations (Enterprise Strategy Group) as they think together about determining what content a given buying group requires and how to help ABM teams deliver exactly that. Using real-world examples, they’ll explore insights into buying teams, proven content types for specific use cases and blind spots that many teams unfortunately fail to address before they go live. These tips are sure to fortify your ABM content foundation so you’ll be able to improve what you’re already doing and strengthen new programming from the start.

Success Drivers: Two Essentials for ABM That Wins

Research indicates that while only 2% of sales conversions are made during the first point of contact, roughly 80% develop between the 5th and 12th contact attempt. To generate the most ROI from lead gen activities and increase conversion rates, demand generation marketers must drive quality engagement with priority contacts and enable their sales colleagues to orchestrate personalized outreach and lead follow-up to create more quality touchpoints during this window of opportunity. 

If you are facing continuous pressure to build sales pipeline, listen in as members of TechTarget’s award-winning Customer Success team share a proven blueprint for effective lead follow-up. You'll learn how to engage buyers by incorporating nurture programs, optimizing SDR motions, and empowering tailored sales outreach with intent data. You'll also get insights into how marketing automation, integration platforms, and even artificial intelligence can help boost ROI and increase conversions at scale. 

Source: https://www.conversica.com/blog/inbound-lead-follow-up-stats-for-2023/

Your Roadmap to Driving Conversions with Effective Lead Follow-Up

With lean teams and increasing pressure to drive revenue growth through their partner ecosystems, Alliances professionals need to center their Partner Marketing and Partner Sales efforts on the accounts that are most likely to convert into registered opportunities.  

Account-Based Marketing (ABM) is a perfect complement to traditional joint go-to-market activities, helping alliance teams achieve better ROI by targeting the right accounts with their co-marketing campaigns and co-selling activities. 

Pooja Golechha, Field and Partner Marketing Lead at Pegasystems, is an expert in both Account-Based Marketing and Partner Marketing. Join us as she sits down with TechTarget’s Anita Covelli to: 

- Explore why ABM is a perfect fit for Partner Marketers looking to build pipeline 
- Share her hands-on experience using ABM to drive better Partner Marketing outcomes  
- Highlight the real-world results she has achieved by applying ABM to Partner Marketing 
- Discuss how Partner Marketing and ABM teams can best collaborate 
- Present a practical framework to help you get started with ABM in Partner Marketing

A Practical Guide to Getting Started with ABM in Partner Marketing

Today’s buyers consume, on average, 12 pieces of content when researching a purchase. When producing relevant and valuable messaging is this critical, how do you create the right assets to address every prospective buyer’s needs at every stage?

As the leading B2B webinar and video provider, the BrightTALK team has learned a thing or two about creating content that converts. Join us as we demonstrate how to build a well- balanced asset library that blends rich and static media throughout the buyer’s journey. We'll teach you to leverage different content types and demonstrate how to build a robust editorial calendar to create meaningful marketing touches as your buyers progress deeper down the sales funnel.

Mapping B2B Content to Each Stage of the New Sales Funnel

As a revenue marketer steeped in your own organization’s ideas, positioning and challenges, it’s easy to develop blind spots and an affinity for the familiar. This can make it incredibly difficult to drive organizational change, innovate your campaigns, test new messaging and evolve your overall go-to-market strategy. Maura Ginty, a leading fractional CMO and GTM advisor, has a unique vantage point. Since she works with a mix of B2B organizations at any given time, varying in size, industry and maturity, Maura is an expert at digging deep into each org’s strategy, revenue processes and tech stack, to unearth new opportunities for growth.  

Join TechTarget’s Olivia Dassler as she sits down with Maura Ginty for an in-depth conversation about the trends and common obstacles Maura is observing and helping revenue teams overcome. We’ll discuss Maura’s path to becoming a fractional CMO, the unique skills that help her thrive in this role, and the observations she’s seeing across the board right now. You’ll walk away with insider knowledge on the fractional perspective and fresh ideas for evolving your GTM strategy and driving revenue growth.

The Fractional Perspective: Maura Ginty’s Top GTM Lessons

In a world where AI chatbots are revolutionizing how we live and work, many of us are turning to AI to answer questions, create content, write code, and even brainstorm ideas. But how can we effectively integrate AI into our GTM planning and execution? Will AI enhance or hinder the GTM process? 

Join Pam Didner, B2B marketing consultant, author, and podcaster, as she delves into the transformative ways AI can enhance your GTM strategy. Pam will share insights on the best practices for evaluating and evolving your GTM approach with AI, explore different methods for integrating AI into essential GTM components, and highlight key metrics for measuring the success of AI-driven versus human-led GTM efforts.

Transforming GTM Approaches with AI: From Planning to Implementation

Buying groups are all the rage (or haven’t you heard?). Forrester predicted the death of MQLs and the rise of Buying Groups. And for years this transition seemed aspirational and “future state.” But now? Now it’s starting to become a reality. In a new TechTarget survey of hundreds of B2B IT providers, nearly half said their company is embracing a buying group strategy in the next year. 

In this session we’ll dive deep into the survey data to reveal how your peers are approaching buying groups. We’ll discuss tales from the field: real-life examples of how companies of all sizes are making this transition via people, process and technology. And we’ll talk about how TechTarget’s product roadmap can help you take the next step, whether you’re on the first leg of the journey or already well underway.

Buying Groups: Next Steps to Making it Real (No Matter Where You Are At)

Bringing Together an Integrated MarTech Stack for APAC

Ditch the Distractions: Akamai’s Approach to Integrated Marketing

Adapting GTM Motions to Reflect the Modern Buying Journey in EMEA

A Deep Dive into the APAC Tech Purchasing Team

Innovation Inside Out: Bringing Buying Groups to Life at Palo Alto Networks

A Spoonful of Trial & Practice: How Collaboration and Partnership Can Produce Integrated Marketing

Bring Back the Classics: Why Classic Content Captivates Audiences

What Will Attract Buyers in an AI-Infused Future?

Picking Up What They’re Putting Down: Get the Most Out of Your Buyers’ Signals

Revenue’s Secret Weapon: Unifying GTM Teams Around Buying Groups and Intent Data

Exploring the Art of B2B Video Marketing

How to Activate, Accelerate and Innovate with Intent Data

Retour d’expérience : stratégie ABM et IA chez NetApp EMEA

Reach 2024: Intersections of Intent, Demand & GTM

Account-based marketing has become a critical focus area in B2B for teams looking to build business with high-potential accounts and solidify revenue streams. While the allure of growable ARR and dependable NRR make perfect sense, the path to substantive ABM success trips up many organizations that dive in under-prepared. Go-to-market teams built for volume typically stumble over four major obstacles they haven’t had to contend with before. Until they solve for these, they commonly remain stuck, begin finger-pointing, and not infrequently decide to reverse directions back to where they started from.

In this webinar, TechTarget’s CMO, John Steinert, and leading revenue operations practitioner Josh Hill will discuss four of the major pitfalls they’ve seen derail many ABM efforts. (Hint: neglecting the buying team is a big one.) Join us as we discuss what to watch out for in your own organization, and how to work your way through to the solutions you’ll need to succeed.

The Four Sins of ABM and How to Overcome Them

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The Four Sins of ABM and How to Overcome Them

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