Gripped | B2B Digital Marketing Agency for SaaS & Tech’s Post

In the recent CMO Council report - "Fire Up Your B2B Revenue Generation Engine - Boosting Yield in the #AccountBasedMarketing Field", Mark Ogne -- CEO of The ABM Consortium mentioned: “How can large-scale primary research still show that 75% of ABM practitioners can’t create the impact they thought their programs should? For far too many, ABM scales the wrong approach and scales bad outcomes.” I've been saying this for a long time -- GTM teams are just doing better targeting with technologies like RollWorks, a division of NextRoll, 6sense, Terminus, Demandbase, Triblio (a Foundry company) and others. But they are not changing the account experience across the buyer's journey and customer lifecycle. That's why many ABM tech clients (like Uniphore -a Demandbase customer) come to us saying that they are building their pipeline but it's not translating to revenue. Accounts are going dark after engagement. When you look at the image below from the CMO Council Report, you'll see that moving accounts from contact to closure is a big challenge. Teams are only getting a C- at best! You can read the CMO Council Report at: https://lnkd.in/e_7raf3A You can read the article below that shows why teams are underperforming with current ABM tech platforms - even though it's not the tech's fault: https://lnkd.in/eN2uy-mU You can read our case study on how Uniphore went from accounts going dark to driving more $500K wins: https://lnkd.in/g6y9gDW9 You can read our case study on how Sumerian (now part of ITRS ) accelerated status quo accounts and their CIOs to revenue: https://lnkd.in/g9QReNRm If you'd like to discuss how you can optimize your ABM program to drive revenue performance (the goal of ABM) vs. just building your pipeline, please connect with me -- Kristina Jaramillo or connect with my partner Eric Gruber You can also listen to our #ABMDoneRightPodcasts at: https://lnkd.in/guHhgKqi

🗝 Key Components of B2B SaaS Marketing 🎯 Target Audience: Know who you're speaking to. 📈 Sales Funnel: Tailor your content to different stages. 💎 Value Proposition: Highlight how your solution adds value. ✅ These components form the backbone of a successful B2B SaaS marketing strategy. Keep them in mind as you craft your next campaign! 🚀 #b2bsaas #b2bmarketing #b2bsaasmarketing #sales #growth

Inbound vs. Outbound: Why Are We Still Fighting This Battle? One of the most heated debates in #B2B #SaaS? Attribution. 👉 Who gets credit for the pipeline? 👉 Was the lead sourced by inbound or outbound? 👉 And most importantly: Who gets the budget? Here is what we see day in day out in our projects: A marketing team not running a campaign, because it wouldn't count toward their goals. A sales team rewriting the source of an opportunity to claim ownership. This actually happened. Nobody wins. It's just missed opportunities for growth. The future of Go-To-Market isn’t about who gets credit. Imagine this: 👉 Marketing and sales both contributing to revenue generation - ONE Team. 👉 Attribution debates are replaced by clear data on what's driving revenue. 👉 Everyone rallies around the same goals: How do we drive more demand? It’s time to stop the blame game. Stop obsessing over inbound vs. outbound. Start aligning on what really works. We had a pretty heated debate the other day. What are your thoughts? #GTM #DemandGeneration

To navigate the digital landscape effectively, B2B SaaS companies need a strategic transformation. Beyond traditional broad targeting, it's crucial to evaluate efforts for revenue impact. 💡 Our focus shifts from acquiring leads to generating business-critical demand, directly contributing to revenue growth. There are three fundamental aspects of revenue-generating marketing: ✨Creating demand ✨Capturing demand ✨Converting demand. Do you want to read more about it? Find the link to the blog post in the comments👇 #B2B #SaaS #growth

Are you just starting with your 1ToFew ABM journey but looking at your high-priority accounts through a demand generation lens? You need to pause and rethink your strategy because it doesn't work! Trust me, been there, done that. Demand Generation is a different game altogether. The Demand generation team might expect you to expose your accounts to multiple platforms and that will only burn your budgets and you won't even track true engagement. A successful ABM strategy involves adjusting your lens to zoom in on each account, working together with sales to identify the right clusters and magnifying your efforts to personalize the journey to make the maximum impact. Ultimately ABM is not about having a wide-angle view or having multiple tools in your stack, it is only and only about using the right lens for sharper, deeper insights. #ABM #1toFewABM #DemandGen #DemandGeneration #AccountBasedMarketing #LinkedIn #ContentCreator #B2B

A new lead comes in, that takes time and resources! 💸 But how do you determine if this potential customer fits within your company's ICP? For mid- and high ticket SAAS companies, it is important to determine if a prospect fits within their ideal target audience, since onboarding such a customer requires the necessary investment. These 9 yes/no questions will help you determine if a new prospect is worth it. #B2Bmarketing #B2Bsaas #contentmarketing

The buzz around Go-to-Market strategy suggests it's becoming the new focal point for B2B growth, reminiscent of the rise of ABM a decade ago. However, the key is understanding that GTM isn’t a one-size-fits-all solution. Its success relies on integrating sales, marketing, and product strategies effectively, rather than following a trend. Strategic clarity and execution will determine how well GTM can drive growth. Avoiding the pitfalls seen with ABM—such as vague implementation and misalignment—will be essential to achieving meaningful and sustainable results. #GoToMarketStrategy #SalesGrowth #StrategicExecution

Hey B2B marketing Mavericks! 🚀 Unveiling the Secrets of SaaS and B2B Tech Marketing! 🌟 Our latest Unplugged interview session with Adriana Vîrlan, Growth Marketer at Sessions, provides deep insights into effective growth marketing strategies: Adapting to the ever-changing B2B landscape Crafting successful strategies for diverse EMEA markets Implementing top-tier SaaS customer acquisition and retention techniques Leveraging AI and data for smarter marketing decisions Promoting seamless collaboration across marketing, sales, and customer success Explore these strategies to stay ahead in the competitive marketing world. Read Now - https://lnkd.in/d_a5zMNZ #B2BMarketing #SaaS #GrowthMarketing #GTMLibrary #CustomerRetention #TeamCollaboration

B2B SaaS Founders and growth leaders, we're dropping our first research report tomorrow on a top-tier B2B SaaS brand that is executing its GTM strategy to the T on LinkedIn and winning outsized returns, with a lesser known Segment Marketing strategy. Follow us as we reveal their GTM Segment Marketing insider secrets. #segmentmarketing #gtm #linkedin #b2bstartups

A while back I was speaking with a SaaS B2B Marketer (who shall remain unnamed unless she wishes otherwise), and she shared this meme with me. It had circulated their entire marketing dept (Globally!). B2B marketers often find themselves navigating a vast landscape of challenges, much like the meme says, "Everything the light touches is our problem to fix." From understanding complex buyer journeys to staying ahead of competitors in the ever-evolving digital realm, the challenges they face are as diverse as they are demanding. Sales get the glory, they always have. The unsung heroes of many organisations are the Marketing team, tasked with fostering meaningful connections, driving leads, and ultimately, fuelling growth for their businesses. Yet, behind the scenes, they tackle hurdles that often go unnoticed. Whether it's deciphering intricate data analytics, aligning GTM marketing strategies with sales objectives, or adapting to rapidly changing market dynamics, their journey is far from easy. They work tirelessly to illuminate paths to success for their teams and organisations. B2B Marketers who consistently defy the odds, strategise with creativity, and continue to execute with precision, we see you. Thank you! 👏 🎉 #WBFSYD #WorldBusinessForum #MarketingLeaders #CMOProblems #B2BMarketing #SilentHeroes #MarketingProfessionals WOBI #GTMstrategy #ABM #AccountBasedMarketing #DemandGeneration #LeadGenerationStrategies #ChannelMarketing #SaaSMarketing #CloudMarketing