4th Edition
Happy July 4th Week!
This edition is packed with exciting updates from industry leaders! This edition features innovations from Demandbase, Gong, and Treasure Data in sales efficiency and real-time data management, as well as HG Insights' revealing new IT buyer spend trends. You'll also gain valuable insights from revenue leaders on sales' evolving role in the buyer-empowered journey and winning strategic accounts. Plus, explore helpful resources like LinkedIn's guide to B2B analytics and an on-demand webinar with Chris Walker on next-gen GTM strategy.
Discover how you can leverage these advancements to elevate your ABM strategies.
Industry News
Maximize Sales Efficiency with Demandbase and Gong’s New Powerful Integration
Starting June 26, Demandbase One™ and Gong users can act on shared data integrated into the places where they work. This means sellers will be able to access Demandbase for sales insights like intent, website activity, and overall engagement specific to their target accounts and contacts from within Gong, as well as opening possibilities to powerful automated workflows for savvy ABM marketers. Discover how Demandbase’s new partnership with Gong aims to cut down non-sales activities and ensure your revenue team operates efficiently on a single platform.
HG Insights Releases IT Spend Report 2024
HG Insights has published their comprehensive 2024 IT Spend Report, providing an in-depth analysis of the global B2B market. The report projects global IT spending to reach $3.8 trillion in 2024, reflecting a 3.8% year-over-year increase. Notably, for the first time, global software spending is expected to exceed $1 trillion. Key trends include the rapid growth in AI-related investments and software spending, with software being the fastest-growing category among IT services and hardware. Within this, Sales & Marketing software spending is projected at $78.3 billion, with Sales software at $23.3 billion and Marketing software at $50 billion, signaling robust growth for the ABM/ABX industry.
Treasure Data’s New Solution for Real-Time Data and Hyper-Personalization
Treasure Data has unveiled Live Connect, a groundbreaking solution designed to address common challenges in data movement across marketing stacks. By leveraging zero-copy and easy sync technology, Live Connect minimizes technical risks, costs, and inefficiencies. This innovative tool is set to transform how enterprise IT and marketing teams manage data, enabling real-time decision-making and unified customer profiles for true hyper-personalization. B2B marketers, in particular, will find this development impactful for optimizing ABM strategies and enhancing customer experiences throughout the entire customer lifecycle.
ABX Insights
Rethinking the Role of Sales in the Age of the Empowered Buyer
6sense’s latest research shows that buyers educate themselves on B2B solutions—and make crucial vendor selections—long before they ever speak to a vendor sales rep. This webinar discusses the changing role of sales, ways to engage with accounts before they contact you, and leveraging content to influence buyers.
Don’t have time to watch the entire webinar? No worries. Read the key takeaways here.
Buyers educate themselves on B2B solutions and make crucial vendor selections, typically reaching 70% of the buying journey before speaking to a vendor sales representative. The first vendor to make contact wins the selection process 84% of the time.
To increase your chances of being the chosen vendor, it’s essential to identify and engage with accounts before they reach out to you. Focus your budget on accounts that are in their active buying process, while still nurturing others with valuable content.
Marketers must identify these “active in-market” accounts. Pre-human interactions, such as rich content, educational resources, ecosystem, voices from analysts, are crucial as customers guide themselves through the buying journey.
Growing 40x: Insider Strategies for Dominating Strategic Accounts
Learn from Vinod V., VP of Sales from Amkor Technologies, about understanding customers, offering a diversified portfolio, and building strong relationships. This article shares strategies and tips that helped Amkor achieve 40x growth, emphasizing the importance of understanding customers' businesses and maintaining diversified solutions.
Don’t have time to watch the entire webinar? No worries. Read the key takeaways here.
Understand your customers thoroughly by learning about their business, market position, goals, challenges, and future plans
Offer a diversified portfolio of solutions to manage risk and provide solutions for multiple customer needs
Build strong relationships through mutual respect, acting as a problem solver rather than taking sides, and having open conversations
Stay informed by reading competitors’ reports, listening to industry podcasts and talks, and regularly networking with contacts in your field
Resources
LinkedIn’s Guide to B2B Success Tools - Discover how B2B marketers are leveraging LinkedIn Marketing Partners to achieve success. LinkedIn’s guide offers insights into reporting on brand awareness, facilitating account-based marketing with account-level engagement analytics, and improving ROI through comprehensive attribution reporting. Advanced analytics help identify the most effective campaigns, while revenue attribution links marketing costs directly to sales revenue. The guide also highlights the importance of reaching new audiences and testing full-funnel advertising strategies, as demonstrated by Velocity Global, to continuously optimize and prove the ROI of marketing efforts. Download Here
Listen to the Industry Thought Leader (On Demand Webinar) : The Next Gen GTM Strategy for ROI with Chris Walker - In this on-demand webinar, Chris Walker, LinkedIn's Top Voice, shares insights on the next-generation go-to-market strategy that focuses on maximizing ROI. We summarized the key insights of this on-demand resource in our last newsletter.
Upcoming Events
Improving Pipeline Inspection & Management July 10 at 8 AM PT/11 AM ET. Join this event to learn how Salesloft can help improve your sales pipeline management, which is crucial for sustained growth and revenue optimization. Register here
Uniting Frenemies: Crafting a Unified Revenue Engine with ABM July 23rd at 10 AM PT/1 PM ET. Join Stephanie Quinn from Demandbase and Corey Goldstein from Salesloft for a lively webinar on how ABX can turn these frenemies into power partners. Learn about aligning on shared metrics, data being the single source of truth, and key steps to alignment through planning and execution. Register here
Thought Leader Recommendations
Follow Chris Walker, CEO @ Passetto | Chairman @ Refine Labs | GTM Strategy & Analytics for High-Growth B2B Companies. Gain valuable insights from his vast expertise and serial entrepreneurial experience in GTM strategy, analytics, and scaling B2B companies by Following Chris on LinkedIn.
Thank you for reading the Weekly ABM/ABX Insights Newsletter! I’d love your feedback, ideas and tips: oceane@nextgenabm.io. If you think someone else might enjoy this newsletter, please pass it forward or they can sign up here. Subscribe to our Weekly Newsletter and follow us on LinkedIn to get the latest insights on industry trends, tips, and useful resources on ABX.
About Us
NextGenABM is a consulting and solution firm aiming transforms B2B marketing and sales strategies with ROI driven pipeline results through account-centric pipeline marketing. Looking to start your ABM journey or need help with your current program? Let's talk.
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