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We read an article recently that asks the following question: What if we’ve been doing account-based marketing (ABM) backward this whole time?

Effective account-based marketing (ABM) requires ample, timely and accurate account and contact insights. In this brief, SiriusDecisions highlights the insights required throughout each of the ABM process steps.

In this research brief, SiriusDecisions describes the three ABM strategy options, including when each works best, their primary focus, as well as detailed resource considerations.

Interana knew what characteristics made for qualified leads. But the information necessary to identify those accounts isn’t something you can get from the usual data sources. Now, with OppID™ they know exactly which companies fit the bill.

Pinpoint exactly which companies in your target audience meet your unique criteria—and then get face time with decision-makers within those accounts.

The most important letter in ABM is the ‘A.” The Accounts. The accounts you’re targeting with your ABM program and what you know about those organizations.

There are prospects out there who are unhappy with your competitors. And accounts using the competition whose contracts are expiring this quarter and next. But locating them can be a challenge.

Welcome to Destination Pipeline, where leads are maximized, new sales reps are productive and your ABM programs make a difference. It’s where you get insight into which accounts are buying now and which ones are dissatisfied with your competitors.

BAO recently surveyed 289 B2B tech companies about Account-Based Marketing to understand how ABM is being planned and practiced today, particularly in the areas of target selection and the role that account insights play.

82% of marketers are currently doing or planning ABM programs. But only 12% of organizations are confident that they have the insights they need to succeed with ABM. . .