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Edition #35 | Published April 28, 2025 Tariffs are rising, sales cycles are stretching, and buyer behavior is fragmenting faster than most GTM teams can react. But resilient organizations are reinventing how they execute ABM, use GenAI internationally, and rethink go-to-market fundamentals. In this week's edition, we dig into how the best teams are evolving their ICP strategies, building ABM motions and GTM systems that are designed to adapt and thrive in uncertain markets . 🚀 The Pulse: Must-Know Industry News Forrester B2B Summit Recap: Rethink Buyer Networks and ABM Execution One of my favorite takeaways from this year’s Forrester is that buyers are complex networks . The average B2B deal now includes ~13 internal stakeholders  and 12 external influencers  according to Forrester. Keynote speakers also urged marketers to move beyond MQLs and shift toward group-based buying signals . Beyond this, roughly 90% of tech buyers consult AI tools during research, making AI literacy and unified data critical for personalizing across all network members​.  Relevant reading: Buying group augmentation DemandScience is Consolidating Personalization at Scale.  Their recent acquisitions bring Bound (for AI-powered website personalization) and DemandJump (for search-behavior content strategy) into one platform, letting GTM teams turn anonymous visitors into high-intent account signals . In a budget-tight environment, precision matters more than volume. Relevant reading: AI driven personalization for better ROI in ABM Demandbase Unveils Marketplace to Make ABX Composable and Agile  Demandbase launched an in-platform Marketplace  and Developer Portal in April to help GTM teams unify their tech stacks. The Marketplace provides a centralized hub with 110+ certified integrations (including new TechTarget , Workato, and Adobe Real-Time Customer Data ) to plug directly into  account-based workflows .  Relevant reading: ABM on a Budget? Yes you can. Salesloft Rolls Out GenAI Agents for Email + Chat Spring brings two AI-driven GTM agents: The Email Personalization Agent  (writing human-sounding, account-specific   emails  using brief-level insights ), and, The Chat Agent  (Delivers intelligent, conversational experiences for site visitors, routing qualified leads directly to sales for conversational ABM).  With velocity declining and SDR headcount frozen, Salesloft’s new agents aim to automate the repeatable process to make it more efficient.  Seismic x ZoomInfo: AI Copilot Drives 54% Rep Productivity Gains In a recent case study , Seismic reported using ZoomInfo’s AI-powered Copilot across its sales organization to surface account insights and tailor outreach. The integration identified or influenced 39% of Seismic’s active sales pipeline  through AI signals, and sales reps became 54% more productive  on average​. More teams are using GenAI to cut response time and eliminate generic outreach.  🎙 Voices of Influence: Insights from Industry Icons CMOs Tackle Trade Turbulence and Pipeline Decline (from Pavilion C-Level Roundtable Recap ) Tariff volatility has pushed U.S. trade-weighted average rates above 27%, causing deal velocity to plummet (down from 43% to 29%) and triggering procurement freezes across verticals.  Pavillion’s executive roundtable laid out the key strategic GTM plays for executives to navigate the new tariff landscape. I find those following strategies highly relevant to account-based GTM, and would recommend reading the elaborated strategies on Pavilion C-Level Roundtable Recap . Rebalance ICPs  based on at-risk verticals and identify the second prioritized ICP.  Focus on Anticipator and Translator rep personas  over classic Challenger models. Apply GenAI internally  to build enablement playbooks and coaching frameworks. Get surgical with pricing  to improve ACV and defend margin. 🔥 What’s Trending: Hot Picks This Week According to Bain & Company, Marketing now has a new middleman   - AI agents . It is now the first touch for many buyers. Expect more "zero-click" journeys  as AI engines summarize, compare, and shortlist products before your site even loads. Reddit Answers (Beta) : AI that pulls Reddit user insights into digestible summaries. Think of it as GenAI powered by real conversations from Reddit users, a new signal source for audience insights . 🔦 Case Study: BlueBotics's Multi-Layer ABM Strategy and Campaign Success A hybrid ABM play from BlueBotics  (an ANT navigation tech) combined one-to-many digital tactics with one-to-few personalization  to drive real results: 400 target accounts identified; 12 received deep personalization. $4.5M+ in pipeline; $1M closed-won. 160 new relationships and wins with Michelin, ABB, Toyota Forklift.  Our key takeaways: Scale and depth aren’t mutually exclusive, consider a multi-layered ABM strategy to combine personalization / depth with scale for a well balanced reach and account engagement.  🛠 Martech Spotlight: Cool Tools & Innovations Clay + Gong AI Integration : Use AI to mine Gong call transcripts and push key signals into automated workflows, finally putting unstructured conversation data to work. Claude x Google Workspace : Claude can now access your Gmail, Calendar, and Docs to prep emails and meetings with personalized AI support. Marketer’s productivity matters!  📚 Knowledge Vault: Must-Read Resources How Learn how early stage startups are building resilience  in uncertain economic environments using AI in GTM playbook. Fixing ABM’s fatal flaws  with Jay Saling, Demand Gen Lead @ Pipe was such a killer event last week. Worth watching!  2025 Database Strategy Report : 66% of marketers say data quality is a top-3 GTM priority. ⚡ Execution Tips & Tricks for ABM Success  Build a Dynamic ICP : Start at 10:55 for real-world examples that outperform static segmentation. Analysing your LinkedIn Ads performance without the pain of manually pulling performance data into LLMs? Recently the industry has coalesced around the possibility to allow you to connect an LLM to an external data source . Join the waitlist. 🎤 ABM Insider: Must-Attend Events Salesloft Virtual Summit  - An event that focuses on both strategy and tactical framework to drive predictable and scalable revenue growth – April 29, 11:00 AM - 12:30 PM EST Madison Logic: ABM Content Best Practices Webinar  – April 30, 11:00 AM – 12:00 PM ET Inside the Shift to a Modern B2B Content Operating Model   – May 7, 2:00 PM ET  💬 Quote of the Week Praise-Led Marketing – when you make others look good, they’ll happily promote you. - Tom Orbach ( Head of Growth Marketing @ Wiz) All content in this newsletter was written and edited by Océane Li—not AI 🤖 🧠 Ready to revamp your strategy? Check out our past editions  or let’s chat . 🎯 Until next time— stay bold, stay targeted. 📩 Subscribe here  | Read more insights → http://www.nextgenabm.io/insights

Edition #34 | Published April 21, 2025 Are you still targeting buyers based on industry, job title, and company size? Does your ICP still look like a basic spreadsheet filter exercise? You’re not alone, but you might be getting left behind . The most forward-thinking B2B teams are moving beyond outdated targeting strategies and into a new era of AI agent powered, signal-driven targeting strategies . This week, we’re spotlighting the voices shaping the future of ABM and revenue growth, diving into emerging trends like ABM Audio Ads, GTM/ABX Unique Signals Identification by AI Agents, and much more.  🚀 The Pulse: Must-Know Industry News 🎧 ABM Goes Audio Madison Logic just launched ABM Audio Advertising . Your future customers are listening, literally. 75% of Americans stream audio monthly, and 70%+ of B2B buying groups  - prefer podcasts and audio content . Audio is now a strategic ABM channel  to engage full buying committees where they stream and scroll. Pro Tip: Audio offers low competition and high engagement , making it a must-have in your multichannel ABM motion. I ran a quick test last week using headliner  to repurpose a podcast clip  into an audio-style sponsored ad on LinkedIn - and the engagement was noticeably higher than our usual static creative.  🔥 Outbound Cadence Meets Ad Precision Ads can now be integrated into your outbound cadence to warm up out-of-market accounts  and turn them into in-market buyers. With Salesloft x Influ2 Integration , marketers can now run contact-level ads triggered by outbound sequences .. Just like emails from a cadence reach a prospect's inbox, ads will pop up in their social media feeds on a specified day. This blend of sales engagement + intent-based advertising  is pure ABX gold. 📊 Executive Social Engagement as a Signal Imagine tracking which decision-makers from your top accounts are engaging with your executives’ posts on LinkedIn. Sounds like a top-tier ABM tactic, right? With Clay’s new integration with LinkedIn Community API , you can monitor company mentions, sentiment, and individual reactions, giving you a deeper understanding of how execs from top accounts engage and perceive your brand pre-opportunity . 🤖 HubSpot Doubles Down on AI in GTM HubSpot is turning its AI assistant vision into reality  by acquiring Dashworks. Dashworks connects data from across your stack (docs, emails, apps), and by combining it with HubSpot’s Breeze Copilot , marketers and sellers can now ask questions in natural language  and get rich, contextual answers.  🎙 Voices of Influence: Insights from Industry Icons GTM Alpha: Unique data + Unique plays + GTM engineering (by Clay's GTM Innovation ) In today’s crowded market, surface-level targeting won’t cut it . Teams need unique data signals, real-time triggers, and constant experimentation to stay competitive. This is one of the best ABX insights I recently read. A very refreshing perspective!  My Top Takeaways: ABM is about custom signals  that reveal real buying intent . Tools like Clay’s AI agent uncover hidden insights at scale .  The next evolution is GTM Engineering (foundation of successful ABM/ABX execution): building internal teams focused on unifying sales ops, data enrichment, and play deployment.  📌 Top teams now run GTM like product development - with hypotheses, data inputs, and continuous play optimization.  🔥 What’s Trending: Hot Picks This Week 🧠 HubSpot SVP says websites may become obsolete  as AI Agents handle discovery - your data must be AI-readable, omnichannel, and verifiable , because that’s what agents will prioritize when making decisions. 📉 Only 45% of CMOs exceed exec expectations , says Gartner - those seen as cross-functional innovators  drive real business impact.  🔦 Case Study: How StarTree Achieved a 3.17x Conversion Rate Boost in Pipeline Generation StarTree  faced a familiar ABM challenge: too many irrelevant contacts, not enough actionable intent data . They flipped the script based on this newly featured case study by Influ2  by building personalized and dynamic Ads journeys with funnel-stage content (love this!) that target only buyer persona-fit contacts in their ABM accounts, and triggered real-time ad engagement alerts to Sales.  🔁 The result? 3.17x lift in conversion rates from influenced opportunities. This is how true sales-marketing alignment + contact-level personalization  scales the pipeline.  Full Case Study → 🛠 Martech Spotlight: Cool Tools & Innovations Clay’s Signal Hub : Your new favorite toy for real-time ABM signals all centered into one Hub. Marketers can have full control over the frequency and cost of signals! Brand24  & Sprout Social : Monitor target account’s social interactions across the web. Pretty cool!  📚 Knowledge Vault: Must-Read Resources Cognism’s ABM Playbook L: They just achieved the highest marketed generated revenue in a single quarter in Cognism history, and this playbook is one of the key drivers. This behind the scenes look will give you tactical insights you can act on.  Top B2B Buyer Personas of 2025 : Smartest marketers are shifting from static persona decks to dynamic persona activation —using real-time data, behavioral insights, and content targeting to engage buyers on their terms. Real AI vs. Fake Automation : Cut through the hype. Understand what makes an AI solution actually smart . ⚡ Execution Tips & Tricks for ABM Success Buyers not acting after reading your content? Try video sales letters  as follow-up touchpoints to boost your conversion at a fractional cost of a SDR follow up, and more personalized. They scale authenticity without the SDR price tag. Running LinkedIn ABM ads? Start with carousel insights , then retarget with document ads that dive deeper. Here’s why it works. 🎤 ABM Insider: Must-Attend Events Buyer Intent Secrets: Crack the Code to B2B Sales Succes s (9am PT, April 24)   Join  Demandbase 's   Jay Tuel   &   Informa TechTarget 's   Dara Such   as we pull back the curtain on buyer intent Fixing ABM’s Fatal Flaws (10am, PT, April 24) Learn how to uncover hidden buyer intent signals, align Sales + Marketing , and integrate AI agents  into your workflows. 2025 Campaign Optimization Series (April 22–24) Discover AI-driven campaign strategies  and hyper-personalized execution tactics . G2’s AI in Action Roadshow A half-day deep dive on real-world GTM applications of AI  in NYC and SF. 💬 Quote of the Week “The same person who approves the PO for your SaaS company also binges Selling Sunset. In B2B, we’ve gotten into this habit of acting like people are so different. This artificial separation makes our marketing feel stiff—and ineffective.” — Heike Young , Head of Content, Microsoft “Buyers don’t want to jump through hoops just to understand your product, get pricing, or book a demo. They expect an intuitive experience where they can self-educate and move forward in their journey on their own terms.” — Alice de Courcy , CMO at Cognism “Ignoring the decision-making unit is one of the biggest reasons deals fall apart. These decisions are rarely made by one person. Even if a contact is leading discussions, there’s usually a group behind them......if those people aren’t part of the conversation early, the risk of internal objections grows.” — Spencer Romenco , Chief Growth Strategist at Growth Spurt (via HubSpot)  🧠 Ready to revamp your strategy? Check out our past editions  or let’s chat . 🎯 Until next time— stay bold, stay targeted. 📩 Subscribe here  | Read more insights

AI isn’t just transforming how we run campaigns - it’s beginning to reshape the skills companies are hiring for. In a recent article published on MarTech , I explored how AI proficiency is quickly becoming a key differentiator for B2B marketing roles, especially in Demand Gen and ABM. While a few voices are starting to surface around this shift, we still don’t see enough conversation on the practical side: how do marketers actually build this skill set? In the article, I dive into: The emerging skill categories companies are hiring for Real job examples (like Tabnine’s leadership posting) that reflect the AI-savvy marketer trend How I’ve personally built my own " Agents Team " to experiment with and learn from AI in action 👉 Read the full article on MarTech What it means for you If you're leading ABM, Demand Gen, or GTM strategy, it might be time to rethink how your team is skilling up. AI is no longer optional—and those who master it early will be shaping the future of modern marketing. Need help building AI-powered marketing strategies? That’s what we do at NextGenABM. Whether you need a roadmap, hands-on experimentation, or an AI audit of your funnel, we can help. Let’s chat about what’s next. Or subscribe to our newsletter to get weekly ABM x AI tips straight to your inbox.

Edition #33 | Published April 14, 2025 AI proficiency is now a key marketing career and GTM differentiator. ➡️ I unpacked this in my latest piece for MarTech:📖 Why AI Proficiency is Today’s Must-Have Marketing Skill   This week, we’re exploring how AI is redefining ABM, GTM strategy, and the very skills hiring managers now prioritize . Let’s dive in. 🚀 The Pulse: Must-Know Industry News Forrester B2B Summit Highlights ABM Success Stories At the Forrester B2B Summit held on April 1-2, 2025, Demandbase showcased how top brands like Equifax and Paycor are leveraging ABM strategies to drive growth. Equifax discussed automating account-based strategies , while Paycor highlighted executing a full end-to-end account-based GTM strategy . 🔗 Read more ​ 6sense Launches ABM Intelligent Workflows 6sense just introduced Intelligent Workflows, a new feature designed to streamline marketing operations and enhance campaign performance. This tool brings together data management and omnichannel engagement in a single canvas , integrating with major platforms like Salesforce, HubSpot, Marketo, Eloqua, Salesloft, and Outreach. Explore more Salesloft Identifies Critical Sales Skill Gaps Salesloft's April 2025 research revealed significant gaps in sales skills, highlighting underused AI tools, misaligned coaching, and inconsistent processes. The study emphasizes the need for AI proficiency training , data-driven insights  to enhance coaching and talent development. ​ Read more 🎙 Voices of Influence: Insights from Industry Icons How AI Agents Are Revolutionizing ABM 🧠 Insights from 6sense + Forrester’s Revenue Makers Live AI agents  are emerging as key players in modern ABM: Automate workflows Deliver personalization at scale Reduce manual effort for GTM teams 🔍 Key Stats from Forrester’s Jessie Johnson: 94%  of orgs use chatbots or assistants 75%  will increase investment in conversation automation this year #1 automation tech investment in 2025?  AI agents “AI agents are business applications of agentic architecture—trained to act invisibly on behalf of a human or enterprise.”— Jessie Johnson, Forrester Read the Full Article  🔥 What’s Trending: Hot Picks This Week AI Agents & AEO (Answer Engine Optimization)  are going mainstream in B2B. Read more ​ Reddit for B2B? Yes. Early-stage tech companies are leveraging Reddit's niche communities for bottom-funnel research  and insights into buyer pain points. Do you know that 40% of Reddit users use Reddit for Product reviews and recommendation s, and 40% of people find a Reddit recommendation most influential to their decision  to buy — more than reviews and influencers. See the data 🔦 Case Study: AI Proficiency as a Marketing Differentiator AI is becoming a practical, everyday part of how I work. From account segmentation to campaign strategy, I use GenAI tools to move faster, personalize better, and think more strategically for my own startup and my clients. This hands-on experience mirrors what I recently shared in my article for MarTech: Why AI Proficiency is Today’s Must-Have Marketing Skill .  My digital agents team for prospecting and inbound lead processing When I built a targeted demand gen marketing motion for a 50-person startup with only one marketer and a $3K paid media budget, I leaned heavily on AI to make it work: e.g. competitor and keyword research, persona development, rep-ready content tailored to buying groups, and AI-powered contact enrichment and engagement with personalized content. Instead of hiring three different roles, I used AI to fill the gap - acting as my strategist, analyst, and content partner. 🛠 Martech Spotlight: Cool Tools & Innovations Clay + Upfluence/Modash = Smarter Influencer Sourcing Clay is leveling up its influencer sourcing game. Thanks to new integrations with Upfluence and Modash, you can now find and enrich influencers across Instagram, YouTube, and TikTok—all from one dynamic table. This is perfect for GTM teams looking to amplify reach   with social proof or explore influencer-led ABM tactics . Start with a list of ideal creators. Use lookalike matching to automatically source thousands of similar profiles that fit your brand. Instantly enrich your list with contact details and key insights for outreach. 👉 Explore Clay’s latest influencer sourcing update 📚 Knowledge Vault: Must-Read Resources "18 Best AI Marketing Courses To Take In 2025" – The CMO A curated list of top AI marketing courses to help professionals stay ahead in the evolving landscape. Explore courses Effective ABM Nurture Strategies for an Economic Downturn by Madison Logic (On-Demand Access) Access the event here 6 Myths About Sales Engagement: Omnichannel touchpoints  indicate sellers are using more channels than just email.  ⚡ Execution Tips & Tricks for ABM Success Rethink Your Qualification Criteria:  When qualifying prospects, avoid making title the sole criterion. One company may see "Head of Operations" as a decision-maker for supply chain software, while another might delegate this responsibility to someone else entirely. It's key to assess each person’s role in the context of their organization and not just their title. - Tips by Jeff Hoffman Signal Mapping:  Inventory all available data sources and signals in your organization, and broaden your view beyond basic engagement metrics. Consider leveraging conversational intelligence, content consumption patterns , and product usage data  to inform your ABM strategy. Dynamic ICP Refinement:  Refine your Ideal Customer Profile (ICP) every 90 days to stay aligned with shifts in industry trends. Tools like Clearbit, Mutiny, and 6sense can help you track these changes and dynamically adjust your ABM segmentation. 🎤 ABM Insider: Must-Attend Events Content BP for Evolving B2B Buying Groups by Madison Logic  (Wednesday, April 30 | 11:00 a.m. EST) Register here Campaign Performance: Measuring What Really Matters  (Tuesday, April 22, 2025, at 1 PM EDT) Register here 💬 Quote of the Week “I like to learn about best practices, especially from our industry, that maybe we’re not doing. It’s the fear of missing out. Not knowing what you don’t know.” — Ryan O’Hara, VP of Marketing at LeadIQ ( Quoted from B2B Whales ’s newsletter - How to engage successfully with C-level? ) “We include brand assets in the valuation when we sell a company. Why isn’t investment in brand a line item on the balance sheet that bolsters overall company value?” — Ardath Albee , published “ Why ROI is undermining B2B marketing effectiveness ”  on MarTech. That’s a wrap for this week. Until next time— stay bold, stay targeted. 🎯  Don’t forget to check out our  past resources and guides .  More Insights Like This? For more insights like these,  subscribe  to our weekly newsletter or follow us on LinkedIn for the latest trends, tips, and resources in the B2B marketing space. Ready to revolutionize your ABM strategy with the power of AI Ops? Let's talk .

32th Edition (Published on April 8) This week’s roundup is stacked with new ABM integrations , insights from top conferences , and cool tools to help you stay sharp and ahead . 🚀 The Pulse: Must-Know Industry News Demandbase Doubles Down on ABX Agents Demandbase just launched two big upgrades: A Buyer Groups Heatmap  that helps marketing teams visualize engagement across buying committees A new Account Engagement Agent  that streamlines seller research using AI-powered insights. 👉   Product update here Game-Changer: Demandbase Intent Data x Adobe CDP Integration You know those high-intent accounts  you’re always chasing? Now you can actually see and activate them - in real-time. This new integration combines Demandbase’s keyword-level intent with Adobe Real-Time CDP B2B Edition to deliver a decisive edge in your ABM stack . Smarter segmentation Hyper-targeted campaigns Real-time first-party intent activation 👉 Full breakdown 💬 Curious how to implement it? We've deployed similar stacks— schedule a call . Clay Unlocks Programmatic ABM Pages in Webflow Tired of static landing pages? Clay’s new Webflow integration makes it easy to launch programmatic ABM experiences  at scale, directly from your Clay tables. 💡 Personalized ABM pages now update automatically, without code. 👉   Learn how it works Reddit as a B2B Marketing Listening Tool? Yes, Really. Clay's new Reddit integration unlocks social listening, sentiment analysis, and competitive monitoring in subreddits. 💡 Reddit is where B2B buyers go for advice. It's a hidden intent channel in our perspective, and now, a valuable signal source for ABM success . 👉 Explore the use case (image credit: Clay) 🎙 Voices of Influence: Insights from Industry Icons Key Takeaway from MarTech 25’: Traditional GTM Playbooks Are Becoming Obsolete That was the message from the “GTM Revolution” panel at MarTech. With the rise of AI tools like Perplexity and ChatGPT are shaping buyer research, the result from paid search is a significant decline in click-through rates. Brands need to “ diversify your go-to-market channels . Go to where the users are, and that means you have to shape how the AI tools think of and talk about you and your products. “You need to shape how AI tools talk about you and your product ,” said Whitney Bouck of Insight Partners. 👉 Catch the recap Unstructured Data = The New B2B Marketing Goldmine, Especially for ABM  Both Salesforce and HubSpot are investing heavily in solutions that tackle unstructured data. Why? Because GenAI thrives on it. From meeting transcripts to Slack threads, these data types fuel GenAI  and unlock smarter ABM plays  like persona reclassification and buyer group engagement. Thinking of how those unstructured data could help to validate and update your key contact/persona data, which would be hugely impactful in any ABM (e.g. account qualification, buyer group engagement, etc).  👉 Read more 🔥 What’s Trending: Hot Picks This Week 🔎 Bombora adds 514 new intent topics  to its taxonomy. More precision, better targeting. → Explore the update 📅 LinkedIn + Calendly integration  = Book meetings directly via profiles . 📢 Reddit as a B2B channel?  Marketers are turning subreddits into owned communities, to boost organic visibility and engagement, according to RevGenius.  📈 Winning B2B marketing teams  in Canva and TikTok  use short-form video, AI-augmented workflows, and visual-first storytelling. 🛠 Martech Spotlight: Cool Tools & Innovations 🔹 Creatify.ai : AI-powered video ads that practically build themselves 🔹 Truva : Automate follow-ups and CRM tasks with AI agents 🔹 Databox : Bring all your data together for smarter decisions, faster 📚 Knowledge Vault: Must-Read Resources Building ABX Alignment?  → Pages 10–11 in this LeanData playbook  are gold. It’s important your revenue team understands ABM is a sales influence methodology , and weekly reports are essential for the heads of revenue teams to stay aligned.  Custom video follow-ups are outperforming cold email  → See examples ZoomInfo’s guide  to data-led demand gen → Check it out 🔦 Case Study: Cognism’s Rebrand + Product Launch Cognism’s GTM transformation isn’t just a rebrand, it’s a playbook for modern ABM success : ✅ ICP Refinement Rooted in Data: Instead of assuming who their best-fit buyers were, Cognism used interviews, unstructured data, and real-world usage patterns  to define their ICP. ✅ ABM-Led Product Development: Sales Companion was created with ABM use cases in mind , integrating buyer signals like job changes, intent, and technographics. ✅ European Expansion = A Masterclass in Account Segmentation: Their focus on localized strategies shows how to scale ABM globally without losing relevance . ✅ GenAI + Personalization at Scale: Sales Companion’s launch is also a case study in AI-powered ABX —surfacing the right accounts, enabling 1:1 personalization, and integrating intent directly into GTM workflows. 👉 Read the full story ⚡ Execution Tips & Tricks for ABM Success Use AI to Analyze Competitive Content Strategy? → Here’s how Break down your competitor's ads with AI → Watch this Build your own AI assistant (Claude-style) in 10 mins → HubSpot tutorial 🎤 ABM Insider: Must-Attend Events 🎯 Virtual User Group by Demandbase 📅 April 10 → Real examples from ICE Mortgage Tech on audience nurturing with Demandbase One Register here 🧩 Outwit, Outplay, Outperform: Campaign Optimization in 2025 📅 April 21–23 → Register here 💬 Quote of the Week " No-brainer offers don’t cheapen your services - they reduce buyer fear.  Most prospects aren’t comparing you to a competitor. They’re choosing between taking action or doing nothing. Minimize risk. Prove value fast." — B2B Whales “ Your AI should be looking at how your customers are using the product at scale.  That creates a feedback loop, drives new features, and deepens product-market fit.” — Sangram Vajre, CEO of GTM Partners That’s a wrap for this week. What are you experimenting with Reddit, GenAI, a CDP strategy for advanced ABM?  Let us know. Until next time, stay bold, stay targeted. 🎯  Don’t forget to check out our  past resources and guides .  For more insights like these,  subscribe  to our weekly newsletter on LinkedIn (no paywall) for the latest trends, tips, and resources in the B2B marketing space. Ready to revolutionize your ABM strategy with the power of AI Ops? Let's talk .

31st Edition (Published on Mar 17, 2025) 🚀 The ABM Pulse: Must-Know Industry News ✅ ZoomInfo’s WebSights Visits Now Power Salesloft Rhythm Workflows [March Release] Sales teams can now automatically capture and act on targeted accounts' website visitor insights, along with accounts "No Decision Maker" and "Low Active Contacts" key signals through Workflows  within Salesloft Rhythm . ZoomInfo can also identify key contacts  from visiting accounts and push them into Salesloft , making it easier than ever to capitalize on high-intent traffic.  ✅ B2B Intent Data: Forrester’s 2025 Market Leaders are Announced Advances in LLMs have fueled intent data capture across 150+ languages, making it possible to extract insights from unstructured sources  like audio and video. Identity resolution is evolving, expanding capabilities to parse account-level intent signals by contact persona . 📖 Full Report Here ✅ HubSpot's Breeze: AI Integration to Optimize GTM Efforts HubSpot unveils how they are building Breeze , an AI-driven engine that enhances GTM strategies by integrating structured and unstructured data, enabling smarter customer journey mapping. ✅ Top 3 ABM Trends to Watch in 2025 1️⃣ Omnichannel Personalization is a Must  – Seamless, multi-platform engagement is becoming essential for maximizing ROI. 2️⃣ Thriving with ABM on Leaner Budgets  – Marketers are focusing on efficiency and prioritization on ABM tech-stack. ​ Full Trends Here ✅ Lead Gen Providers Disappear from LinkedIn Two major sales engagement platforms (Appollo, SeamlessAI) have vanished from LinkedIn. Grabbing data from LinkedIn appears to be against LinkedIn’s terms of service prohibiting third-party tools from scraping LinkedIn data .🔗 Source 🎙 Voices of Influence: Insights from Industry Icons The ABM Optimization Playbook from Demandbase Podcast ABM Mix Matters : Balancing 1:1, 1:Few, and 1:Many ABM strategies  is the key. AI-Driven Personalization : While tech helps scale ABM, marketers must strategically define engagement signals for flexibility and impact. Check out our coverage on Intent Signals. Proving ROI : Using intent data and phased investments secures buy-in for a full funnel ABM strategy.  🔥 What’s Trending: Hot Picks This Week According to Forbes, ABM is Now the Foundation of B2B Marketing – Omnichannel campaigns and real-time personalization are key to success. Future of B2B Marketing B2B Buyers Trust Thought Leadership Over Sales Pitches  – Brands investing in credibility through content and expert-led discussions are gaining a competitive edge. Future of B2B Marketing AI Governance & Data Security are Rising Priorities  – As AI adoption surges, companies are focusing on compliance and risk mitigation. Entrepreneurship Trend in 2025 🛠 Martech Spotlight: New Tools & Innovations 🔹 Creatify  – AI-powered video ads for smarter engagement ( Try It Here )  🔹 Folloze  – Dynamic landing page personalization for ABM 🔹 Sendoso  – Direct mail automation for high-value ABM touches  🔹 Boardroom Insiders  – Executive profiling tool for precision-targeted outreach 📚 Knowledge Vault: Must-Read Resources HG Insights + Clay Webinar:   Finding the Best-Fit Customers Using Tech Stack Data   Omnichannel ABM by Data Axle:   How to Map Intent Data Across Channels   6Sense’s GTM Dashboard Guide:   Best practices for leveraging AI-driven targeting 🔦 Case Study: ABM & Demand Gen Convergence A mid-sized tech company aligned sales and marketing through unified KPIs and co-developed content strategies . Quarterly cross-functional workshops  improved collaboration, leading to a 25% increase in marketing-qualified leads . Result:  More streamlined outreach and greater ROI by integrating demand gen with ABM strategies. 🔗 Full Case Study ⚡ Execution Edge: Tips & Tricks for ABM Success Go Beyond Lead Scoring  – Provide sales reps with a complete outreach package , including templates, scripts, and recommended content. Expand the Sales Funnel  with High-Intent Non-Qualified Leads (Pre-MQLs)  – Identify leads showing strong behavioral intent (through actions like demo requests or trial sign-ups), even if they haven't requested a demo or signed up for a trial, by running regression analysis on closed deals.  🎤 ABM Insider: Must-Attend Events 📅 Demandbase at Adobe Summit 2025  – March 18–20, Las Vegas. Stop by Booth #390A for exclusive insights into ABM strategy.   Details 📅 Beyond Intent: Automating RevOps for Growth  – March 24, 2025. Live Workshop   📅 AI, Sales & Personalization Masterclass  – April 3, 2025. Learn how to leverage automation to scale 1:1 outreach. Register Now 💬 Quote of the Week “For B2B products, power acquisition channels are focused on converting users with an existing need, or otherwise convincing them of a need over time......Demand generation channels like paid performance or passive product shares through watermarks, can convince people of a need over time.” - Kyle Poyar That’s a wrap for this week’s newsletter! Don’t forget to check out our  past resources and guides . Which of these ABM, ABX/GTM, and GenAI trends will you integrate into your strategy? Let us know your thoughts and join the conversation. More Insights Like This? For more insights like these,  subscribe  to our weekly newsletter or follow us on LinkedIn for the latest trends, tips, and resources in the B2B marketing space. Ready to revolutionize your ABM strategy with the power of AI ABX/GTM Ops? Let's talk .

30th Edition (Published on Mar 10) ✨30 Editions & Counting! This week marks the 30th edition of our Weekly ABM/ABX Insights , and we couldn’t be more excited to keep bringing you the latest in AI-driven marketing, ABM innovations, and GTM strategies. Thank you for being part of this journey! 🚀 Did you know that according to a top exec at 6sense, 25% of their pipeline is now generated autonomously through AI agents ? ( source ) From groundbreaking AI-powered tools  to innovative marketing and sales tactics , we’ve gathered the most compelling news and expert insights from the past week. Let’s dive in! 🚀 The ABM Pulse: Must-Know Industry News 🤖 Agentbase is setting new standards in ABM  – Demandbase has launched Agentbase ,  a system of connected AI agents designed to enhance B2B advertising, marketing, and sales execution. The first agent, Campaign Outcomes Agent , optimizes campaigns, while the upcoming Account Engagement Agent  will summarize account activities and key engagement insights. Meanwhile, 6sense continues to lead with its Revenue AI™ platform. ✉️ SalesLoft has introduced AI Generated Email Steps in Cadences , allowing teams to craft uniquely tailored emails  in seconds by combining prospect data with personalized and contextualized product information . This is a dream of every sales development rep! 🧠 ZoomInfo’s AI-Powered GTM Intelligence latest report  explores how AI is transforming GTM frameworks beyond traditional B2B buyer journeys. Try their Copilot . 📈 HubSpot’s analyzed how AI is reshaping Go-To-Market strategies   for startups . The research highlights how AI-powered marketing and sales tools are helping startups engage audiences more effectively. 🎙 Voices of Influence: Insights from Industry Icons MadisonLogic’s recent piece, 5 Ways Marketers Can Achieve More Success With Their ABM Strategy in 2025 , is full of actionable insights: 🌟 Break Down Data Silos:  A unified ABM platform can centralize account insights, ensuring both marketing and sales have real-time access to data. This transparency paves the way for more precise targeting and better alignment across teams. 🔍 Capitalize on Intent Signals:  Recognizing when and why a prospect engages is vital. Tracking these signals lets teams tailor their messaging to the right moment—accelerating conversion and expansion opportunities. 🎥 Embrace Emerging Channels:  From Connected TV (CTV) ads to leveraging platforms like TikTok and podcasts, expanding beyond traditional channels can amplify your ABM efforts. 🔥 What’s Trending: Other Hot Picks This Week 🤖 G2 Crowd reviews reveal that small businesses are increasingly adopting AI agents  - heralding a future where autonomous AI becomes your new coworker.  🔬 Cognism’s new AI Incentive Program (internal)  encourages employees to test AI tools, fueling innovation from the ground up. 📈 According to a new report published by Business Insider , the most utilized AI features are AI Audience Identification (43%) , AI-driven reporting (41%) , and AI personalization (36%) .  🛠 Martech Spotlight: New Tools & Innovations 🤖 ​​ Demandbase’s Agentbase  is revolutionizing how teams execute intent-based targeting.  💡 WebSights  from ZoomInfo:  Identify which contacts (could be anonymous visitors to your CRM for now) are visiting your website and where they’re spending the most time to fine-tune your engagement strategies. Marketer's dream! 🎥 mmhmm :  Transform your meetings with dynamic speaker views and on-the-fly video updates . I’ve tried it and it’s really COOL!  📚 Knowledge Vault: Must-Read Resources 📖 Marketing Budget Guide in 2025 :  A recent HubSpot survey  reveals that B2B tech companies allocate an average of 9.1% of their revenue to marketing - with 16% of that going to ABM. Short-form videos and images are driving the best ROI, and budgets are set to evolve in 2025. 🔑 LinkedIn Ads Optimization Guide :  Struggling with ad performance? Explore common pitfalls such as expanding to Ads network without optimization and improper setup of website actions to boost your campaign’s effectiveness. 🌟 B2BMX West Recap :  Review key takeaways from MadisonLogic’s session and discover actionable insights for your next campaign. ⚡ Execution Edge: Tips & Tricks for ABM Success Ready to put these insights into action? Here are some practical strategies: 👉 Supercharge Your Cadences:  Use SalesLoft’s AI tools to streamline email personalization. Start with detailed product and value proposition descriptions to ensure your AI-generated drafts hit the mark. 👉 Unconventional Prospect Research:  Follow industry expert Marcin Pienkowski’s advice - monitor online complaints and social threads to uncover real pain points. These insights are invitations to start the right conversations. 👉 Leverage AI GTM Agents:  When B2B buyers avoid traditional sales channels, an AI GTM agent ensures that no inbound lead is left behind. ( Source )  🎤 ABM Insider: Must-Attend Events Don’t miss out on these key events: Webinar with Clay & HG Insights:  Learn how to supercharge your prospecting by qualifying accounts up to 3x faster. When:  March 13th, 11 AM EST Join the Webinar Forrestor B2B Summit North America:  Catch the latest trends and insights in Phoenix, AZ from March 31 to April 3, 2025. Register Now 💬 Quote of the Week "Successful ABM is about seamlessly guiding target accounts from first touch to final conversion. It means aligning marketing and sales with a unified, multi-channel strategy that nurtures prospects at every stage ." - MadisonLogic "Repositioning products for better clarity – rather than talking about it as a product, we talk about it as a use case . That was a light bulb moment." - Latané Conant (Chief Market Officer at 6sense)  That’s a wrap for this week’s newsletter! Which of these ABM  and GenAI  trends will you integrate into your strategy? Let us know your thoughts and join the conversation. More Insights Like This? For more insights like these, subscribe to our weekly newsletter or follow us on LinkedIn for the latest trends, tips, and resources in the B2B marketing space. Don’t forget to check out our past resources and guides . Ready to revolutionize your ABM strategy with the power of AI Ops?   Let's talk .

29th Edition (Published on Mar 4) Welcome to the 29th edition of The ABM and ABX Pulse , where we tackle one of the biggest challenges facing marketers today: Digital Fatigue . With buyers inundated by emails, ads, and AI-generated content, how can marketers stand out? This week, we explore innovative solutions - from out-of-home (OOH) advertising  to AI-powered intent data  - so you can drive real engagement with high-value accounts. Let’s dive in. 🚀 The ABM Pulse: Must-Know Industry News 🔎 Demandbase’s Insights on Buyer Intent Demandbase’s latest report,   Buyer Intent Explained: Why It Matters & How To Use It , highlights how intent signals can transform sales and marketing. By analyzing in-market behaviors , marketers can prioritize high-value accounts, personalize outreach, and accelerate conversions. If you’re not leveraging intent data, you’re already behind. 👉 Read more 🎮 6Sense Dominates the AI Powered Sales Tech Landscape 6Sense has been named a top AI-powered account engagement platform  in the 2025 Sales Tech Market Map. It helps B2B companies predict revenue growth by identifying buying behaviors early, ensuring marketers engage the right accounts at the right time. 👉 Read more 🤓 Madison Logic has launched The ABM Certification - Essentials It is a comprehensive course designed to equip marketers with practical strategies for executing high-impact ABM campaigns.  👉 Read more 🎙 Voices of Influence: Insights from Industry Icons 👀 Out-of-Home (OOH) Ads: A Secret Weapon for ABM? Think OOH is outdated? Think again. Charlie Riley, Head of Marketing at OneScreen.ai ,  reveals why OOH advertising is making a comeback for ABM. 🌟 Digital Fatigue is Real : Buyers are overwhelmed with digital ads and emails. OOH cuts through the noise. 🔄 Trackable & Data-Driven : With mobile IDs and geofencing, OOH ads are now measurable and can integrate seamlessly with digital campaigns. 🔍 ABM-Specific Targeting : Want to engage high-value accounts? Map OOH placements near HQs, conference venues, or commute routes. 👉 Watch the full discussion:   OneScreen.ai 🔥 What’s Trending: Hot Picks This Week 📈 AI Search Traffic Surge : Traffic from AI platforms like ChatGPT and Perplexity is skyrocketing . Marketers must adapt content strategies accordingly.  🤖 Meta’s AI Play in GTM : Meta is rolling out AI chatbots to make AI-powered customer interactions available to all sizes of businesses .  🎥 CTV & ABM : Connected TV (CTV) is becoming a powerful tool for personalized, high-impact B2B advertising . 🛠 Martech Spotlight: New Tools & Innovations 💡 HubSpot’s AI-Driven GTM Agents HubSpot has launched three new AI-powered GTM agents  to enhance marketing automation: Breeze Social Media Agent : AI-generated posts optimized for engagement. Breeze Content Agent : AI-driven content creation for blogs, case studies, and landing pages. AI Lead Scoring : Smarter sales prioritization based on AI-driven predictions. 💪 Scalestack: AI for GTM Ops Scalestack is an agentic, enterprise-grade GTM Ops automation platform  that helps revenue teams automate CRM hygiene, data enrichment, and segmentation. Companies like MongoDB and Redis are already using it to scale more efficiently. 📚 Knowledge Vault: Must-Read Resources 📖 2025 CMO Outlook Guide  This newly published guide from Demand Gen Report  covers key B2B trends: 🤖 AI Agents Redefining Workflows : AI-driven assistants are transforming marketing productivity. ✨ The ‘Answer Economy’ is Here : B2B buyers want direct answers, not keyword matches. 🔑 Data Privacy & Personalization : Marketers must balance personalized experiences with privacy compliance. 👉 Read more:   CMO Outlook 2025 🔦 Case Study: Dremio’s 90% Pipeline Boost with 6Sense and ABM Strategy  Dremio integrated 6Sense’s predictive intent data with Google Ads , driving: 🌟 90% increase in pipeline from Google Ads 💡 115% lift in sales-qualified opportunities 👉 Read the full case study:   Dremio x 6Sense ⚡ Execution Edge: Tips & Tricks for ABM Success 🔍 Use Intent Data for Competitive Campaigns : Identify and target competitors' customers actively researching alternatives. Tools like  G2 Buyer Intent data  can help.  📈 Interactive Product Demos Boost Conversions : Prospects who try before they buy are 82% more likely to convert. 🎯 Your Best Audience = Engaged Audience : Retarget social media and site visitors who have interacted with your content in your Paid Social programs. ( Source ) 🎤 ABM Insider: Must-Attend Events 🔬 6Sense Webinar: Intelligences That Work   – March 25, 2025, 8am PDT: AI-powered intent data and automation strategies.  🌟 MarTech Conference (Online, Free) : The latest in marketing technology and innovation. 💬 Quote of the Week “A major blind spot in marketing is assuming everyone knows who you are. Clear messaging is key. Many brands use messaging that already assumes people know who you are or what you offer. ”   — Eric Munn, Director of Marketing, Chicago Transit Authority That’s a wrap for this week’s ABM Pulse ! Which of these trends will you integrate into your ABM strategy? Reply and let us know! More Insights Like This? Subscribe  to our Weekly Newsletter or follow us on LinkedIn for the latest ABX trends, tips, and resources. We appreciate your feedback: info@nextgenabm.io . NextGenABM transforms B2B marketing and sales strategies for ROI-driven results. Ready to start your ABM journey or enhance your current program? Let's talk .

16th Edition (Published on Nov 4) This week, we explore the power of account-based strategies  and technologies in reshaping B2B digital advertising . From harnessing AI-driven accounts and personas audience engagement in new channels (e.g., programmatic ads, Connected TV, etc.) to using privacy-first approaches, it’s a landscape full of both opportunity and complexity. So, how can we work smarter, not harder, to ensure every engagement is targeted, relevant, and impactful? Let’s dive in and find out. Editor's Notes: Navigating the New ABM Frontier In this ever-evolving digital landscape, two key concepts have resonated with me deeply this week: Defining Account-Based Marketing (ABM) : ABM is a strategic approach  to designing and executing highly-targeted and personalized  marketing programs with specific accounts. ( Insight courtesy of Momentum ITSMA ) Value-Driven BDR Interactions : Did you know that buyers typically complete 70% of their journey before ever speaking to a sales rep? This means our BDRs teams need to rethink their engagement tactics. Rather than pushing for early discovery calls or demos, focusing on educational content and genuine insights  helps guide buyers naturally through their decision-making process. ( Thank you, 6sense )  Editor's Pick: Demandbase Unveils 2024 ABM Trends - How AI and Privacy-First Strategies Are Transforming B2B Advertising Demandbase’s 2024 State of B2B Advertising Report  highlights critical trends like the integration of AI, cross-channel campaigns, and privacy-first advertising. With AI-powered automation leading the charge, programmatic ads  and Connected TV (CTV) have become central to boosting ROI. A cross-channel approach is proving invaluable, especially as businesses navigate evolving buyer expectations. Key Takeaways: Privacy-First Strategies : Marketers must adapt to privacy-centric approaches while maintaining effective targeting. The Rise of Influencer Marketing in B2B : Authentic voices are increasingly crucial for establishing trust. Automation Dominance : Programmatic ads have replaced manual ad placements, becoming the gold standard for precision and ROI . Deep dive our programmatic ads insights .  Cross-Channel Integration : Combining platforms like LinkedIn and Connected TV (CTV) maximizes engagement, as proven by substantial uplift in conversions when used together.  Read the full report   here . Industry News & Research ABM Benchmark Report 2024: Why ABM Leaders Outshine Laggards with CMO-Level Integration The eighth annual ABM Benchmark Report by Momentum ITSMA shows that organizations succeeding with ABM treat it as a company-wide strateg y, led by CMOs  and embedded throughout all departments. These ABM leaders focus on data integration , sophisticated content personalization , and strategic account selection , achieving greater ROI. Notable Findings: 87% of marketers expect ABM budgets to grow by 9%  in the next year. Cross-functional alignment is a key differentiator for top-performing ABM programs. Establish Trustworthiness: subject-matter experts and senior executives are deemed most trustworthy (73%), while salespeople/account managers are less trusted (18%), highlighting the importance of leveraging trusted voices and influencers .  Fully leverage first- and third-party intent data and establish a consistent account selection model  across ABM programs and sales segments.  Customer data platforms  and account intelligence  are weak spots for ABM laggards.  Read more at   Momentum ITSMA . State of Demand Gen 2024: The Shift Towards Precision, Quality, and AI-Driven Lead Strategies The latest Demand Gen Report by Activate highlights a shift towards precision marketing, with an emphasis on ABM and AI use cases for improving ROI. B2B marketers are increasingly leveraging predictive analytics and real-time data to optimize lead nurturing and paid search efforts. Insights to Note: ABM, Lead Nurturing, and Paid Search are expected to see increased investment  in the next 12 months, replacing Content Syndication and Email Marketing as priority areas. High-ROI content like case studies  and in-depth whitepapers  are crucial for mid-to-late funnel success. ( Image courtesy of Activate's State of Demand Gen 2024 report) There’s a growing focus on sharing engagement history  and lead scoring data with sales teams to improve outcomes. Get your copy of the full report   here . Optimizely’s Personalization Breakthrough for Real-Time Targeting Optimizely launched its new personalization product to address the challenges of fragmented data and workflow inefficiencies. It boasts real-time targeting, a flexible audience builder , and predictive content delivery . Yet, it lacks a true account-based view based on our discovery, which may prompt marketers to seek more robust ABM personalization platforms (like for example, Navu ). Check out their interactive demo   here . ABX Insights from Industry Icons: 2025 Programmatic Ads Playbook - Mastering Targeting and Impact in Digital Advertising As programmatic ads gear up to dominate 86% of ad revenue by 2026, top brands are already refining their strategies to stay ahead. We recently attended a session on how investing in cutting-edge targeting and real-time audience engagement can deliver exceptional ROI for your next ABM campaigns.  Key Learnings from Industry Leaders: Programmatic digital advertising  isn't just about automation; it's about strategically placing your message where it matters most. By leveraging Page Context AI , you can align your ads with relevant website content , amplifying engagement and ensuring your messaging resonates at the perfect moment. Persona-Centric Targeting : Develop hyper-relevant messaging tailored to different personas, ensuring maximum impact and resonance throughout the customer journey. Cookieless Future:  Adopt innovative, cookieless targeting techniques to reach your audience effectively as data privacy regulations evolve. NextGenABM  is an official Solution Partner of both Demandbase  and HubSpot . Contact us  to discuss more potential ABM integrated campaigns use cases. Top Tools & Resources for ABM Champions Large-Scale Personalization in Digital Advertising using 6Sense: A Step-by-Step Guide Achieving genuine, impactful personalization at scale is not only possible but a key differentiator in ABM success. With 6Sense, you can achieve genuine, impactful personalization at scale. This guide will walk you through the process of using 6Sense to predict buyer behavior, manage digital ad campaigns, and deliver personalized content to the right accounts at the right time. Step 1: Predict Buyer Behavior Use 6Sense to predict where buyers are in their journey Determine what type of content they should receive and when sales should reach out Measure how much you've influenced them and how strong of a fit they are Step 2: Manage Digital Ad Campaigns Manage digital ad campaigns directly in the 6Sense platform Deliver relevant content via resonated messaging in the right buying timing to the right account 2025 Demand Gen Marketing Planning Strategy Workshops The 2025 planning guide by Demand Gen Report emphasizes agility and responsiveness in marketing strategies. As buyer expectations evolve, traditional annual plans are giving way to more flexible, dynamic frameworks. The guide includes expert advice on how to craft marketing plans that win over CFOs and adapt in real-time. Top Recommendations: Masterclass on securing budget approval with data-driven strategies. Insights on creating adaptable demand-gen frameworks to thrive in 2025.Access the full recordings   here . What Else We're Reading?  HubSpot’s CMO Kipp Bodnar and VP of Marketing Kieran Flanagan are redefining marketing conversations with their video podcast Marketing Against the Grain . In a recent episode, they explore how AI is transforming everything from real-time customer support to the user journey. Their insights are packed with practical takeaways for ABM leaders looking to improve personalization and streamline interactions. Upcoming Events We’re Attending  ICP Master Class: Master Technographics for Account Targeting November 6, 2024, 8:00 am PST – Virtual Dive into the role of technographics in defining Ideal Customer Profiles. This session will highlight how targeting based on technology use can transform your pipeline and enable more personalized ABM campaigns. Register here → CTV Vibe Check: A Performance Channel Masterclass Date: November 19, 2024Discover how CTV has evolved into a crucial performance channel. MNTN’s research outlines best practices and strategies to optimize CTV ads for demand generation success. Join the Event . Thank you for reading the Weekly ABM/ABX Insights Newsletter! I’d love your feedback, ideas and tips: info@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 .

28th Edition (Published on Feb 18) The ability to scale personalization efficiently  is now a key differentiator in B2B marketing, especially in ABM/ABX. With AI-driven tools transforming content creation, outreach, and engagement , marketers finally could achieve hyper-personalization without sacrificing efficiency or ROI. This week, we’re diving into how leaders like ZoomInfo, SalesLoft, and Vidyard  are making personalization more automated, scalable, and cost-efficient , as well as discussing the strategic takeaways  from a survey from 300 B2B marketing leaders . If your goal is higher conversion rates, lower cost, and smarter ABM execution , this is your must-read edition! Must-Know Industry News  🎯 ZoomInfo & SalesLoft Unveil AI-Powered Personalization  ZoomInfo and SalesLoft have introduced automated buying signals and AI-powered pre-meeting briefs  - a game-changer for revenue teams. 🔹 ZoomInfo & SalesLoft’s New Signals: AI now automatically detects buyer intent signals and triggers customized outreach sequences in real-time. 🔹 AI-Powered Pre-Meeting Briefs: Compiles data from past interactions, AI summaries, and CRM insights to prepare sales teams before calls.  🔹 ‘Won Deal in Similar Accounts’ signal: Pinpoints accounts that resemble recent closed-won deals. 📖 Try Co-Pilot Now 🎥 AI-Generated Video Messages: The Next ABX Personalization Breakthrough Vidyard’s Video Sales Agent  is taking AI-powered video personalization to the next level. This new solution automatically creates customized, AI-driven video messages  for prospects, driving engagement and pipeline velocity. 🔹 300% higher click-through rates for emails with video, per Vidyard. 🔹 AI avatars automate video creation for lead nurturing, prospecting, and meeting follow-ups.  🔹 Direct integrations with Salesloft, HubSpot, Marketo, and Salesforce ensure seamless execution. 📖 Explore the tool: Vidyard’s AI-Powered Video Sales Agent 🎨 HubSpot & Canva Partner for Streamlined Campaign Creatives Creation A new HubSpot-Canva partnership  brings Canva’s Magic Studio AI tools  directly into HubSpot, enabling marketers to create on-brand content for your campaigns faster  than ever. 🔹 Seamless workflow - no need to leave HubSpot to design marketing assets.  🔹 AI-powered design automation simplifies content creation for emails, social posts, and landing pages.  🔹 Team collaboration: Comment, share, and iterate on designs within one platform. 📖 More details: HubSpot & Canva AI Integration 💡 Hyper-Personalized Omni-Channel Campaigns: Tofu’s $12M Bet on Streamlined GTM Execution Tofu, an AI-powered omni-channel campaign automation  platform, just raised $12M  in Series A funding to simplify martech stacks  for GTM teams. 🔹 12x revenue growth & 36x surge in content generation in one year. 🔹 75% reduction in campaign creation time for marketing teams, per Tofu. 🔹 AI-driven hyper-personalized, omni-channel campaigns improve conversion rates by 230%, according to Tofu. 📖 Check out Tofu: TofuHQ AI-Powered GTM ABM / ABX Insights from Industry Icons 📈 ABM Leaders Outperform by Prioritizing Personalization Strategy & Account Intelligence New research from Momentum ITSMA  - a Leading ABM company, reveals that ABM leaders consistently achieve higher ROI  by focusing on deep account intelligence, personalized engagement, and full sales-marketing alignment. 🔹 39% of ABM leaders fully leverage account intelligence, versus just 25% of laggards. 🔹 ABM leaders prioritize trust, fresh ideas, and innovation—not just relationships with sales reps.  🔹 Personalization wins: 37% of leaders leverage deep content personalization vs. 26% of laggards. 📖 Read the full report: Momentum ITSMA ABM Leadership Insights 🚀 AI Is a BDR’s Best Friend, Not a Replacement 6sense's research on State of the BDR 2025 Report  has confirmed that AI is enhancing, not replacing  sales development roles. Despite concerns about automation taking over, the data shows BDR teams growing, performing better, and hitting higher quotas  thanks to AI integration. 🔹 62% of BDRs say AI increases productivity, jumping to 70% for active AI users.  🔹 High-support BDR teams outperform peers by 15% in quota attainment.  🔹 AI-driven email writing tools are leading the way, with 62.5% adoption. 📖 Read more: 6sense 2025 BDR Benchmark Report 📚 Resources: Insights You Can’t Miss 🎙 Episode 152: Account-Based Content Marketing—Case Study 🔹 Learn how Certn built a content strategy aligned with ABM. 🔹 Key takeaways on hyper-personalization, buyer personas, and real-time iteration . 📖 Listen to the episode 📊 Data Enrichment: Next-Gen AI Insights 🔹 AI is revolutionizing how marketers enrich and utilize customer data. 🔹 Learn the best practices to improve decision-making with AI-powered data insights. 📖 Read more 🎤 Must-Attend Events: Stay Ahead of the Curve 🚀 The 2025 ROI Lab for Marketers 📅 February 18, 2025 | Virtual | 9 AM PST 💡 Focus: Cutting inefficiencies, optimizing marketing impact, and driving higher ROI. 🔗 Register: Demandbase ROI Lab 📍 B2B Marketing Exchange West 2025 📅 February 24-26, 2025 | Scottsdale, AZ 💡 Focus: ABM strategies, GTM innovation, and sales enablement. 🔗 More info: B2BMX West 2025 📍Salesforce Hands-On Workshop 📅 February 25, 2025 | Virtual | 9 AM ET 💡 Learn how to scale sales teams, optimize sales development, and leverage AI for better coaching. 🔗 Register: Salesforce Workshop 💬 Quotes of the Week “ The engagement metrics tell a clear story - the most successful B2B products in 2025  won't be destinations. We're consistently seeing 3-4x higher adoption  when products enhance existing workflows versus asking users to adopt new platforms . The winners are building intelligent layers, not new destinations.” — Founder & CEO of an AI-first sales tech unicorn 📢 Closing Thoughts: The Road to More Efficient Marketing Efficiency is the name of the game in 2025, and B2B marketers who optimize their processes with AI, ABM, and automation  are seeing significant gains in ROI. From AI-powered sales acceleration to data-driven ABM strategies, the smartest marketing teams are automating where it matters, refining targeting with data-driven insights, and leveraging AI to do more with less.   The question is: how are you optimizing for efficiency and ROI in your strategy? More Insights Like This? Subscribe to our Weekly Newsletter or follow us on LinkedIn for the latest ABX trends, tips, and resources. We appreciate your feedback: info@nextgenabm.io . NextGenABM transforms B2B marketing and sales strategies for ROI-driven results. Ready to start your ABM journey or enhance your current program? Let's talk .

27th Edition (Published on Feb 10) As the B2B landscape continues to evolve, the integration of agentic AI and advanced GTM strategies is becoming indispensable for marketing and sales teams. This week’s roundup we focus on how they are reshaping account-based GTM, sales workflows, and customer experiences. From groundbreaking product launches to strategic partnerships, here are the top insights you need to know. Must-Know Industry News - Agentic AI for GTM and More ZoomInfo’s Guided Intent: Connecting the Dots Between Intent Signals and Revenue Ever bothered by too many signals? ZoomInfo’s new Guided Intent innovation eliminates guesswork from tracking buyer intent signals.  By analyzing historical CRM data, this AI-powered dashboard recommends intent topics that correlate with successful conversions. Marketers can hyper-target high-intent prospects, optimize campaign messaging, and time outreach for maximum impact. Try Now.   Why It Matters:  This innovation underscores the importance of leveraging historical data to identify the most relevant GTM signals.  Salesforce Agentforce 2.0: AI Agents in the Flow of Work Salesforce’s new release of Agentforce 2.0  introduces a robust platform for deploying autonomous Sales AI agents within CRM and other systems.  The platform’s enhanced agent builder interprets natural language instructions, enabling teams to onboard AI agents for sales, marketing, and service tasks. Potential use cases include the creation of autonomous AI agents that can nurture leads based on your rules of engagement and provide instant feedback on prospecting calls. Why It Matters:  This is a significant advancement for ABM practitioners looking to scale personalization and prospecting efforts. HubSpot’s Agent.ai : Explosive Growth HubSpot’s Agent.ai platform surpassed 500,000 users within months of its launch ,  signaling a rapid adoption of agentic AI technology. Built to automate multi-step CX processes, the platform empowers teams to test, deploy, and optimize custom AI agents. Why It Matters:  The rise of agentic AI exemplifies the growing trend toward autonomous, proactive systems in B2B marketing. AI Avatars: A New Wave in GTM Agents AI avatars are rapidly emerging as essential tools for augmenting sales and marketing workflows.  Leading video marketing companies, e.g. Vidyyard has seen the adoption of agentic video experience by over 12 x since launch in 2024 . The best sellers are using these tools to unlock personalized videos outreach at scale, aligning perfectly with ABM’s demand for personalized engagement. Quora Partners with Bombora for ABM Targeting Quora’s strategic partnership with Bombora allows B2B advertisers to access 450+ audience segments and leverage ABM targeting capabilities .   Why It Matters:  This integration enables precise targeting of decision-makers within Quora’s highly engaged user base, creating natural engagement opportunities for ABM marketers. Salesloft’s Influence Model: Beyond Attribution Salesloft introduces Influenced Outcomes , redefining sales workflow insights by shifting from traditional last-touch attribution to engagement-based influence measurement. This empowers sales teams to track how Cadences and Plays contribute to revenue outcomes, pipeline growth, and average sales cycle length. Why It Matters:  Understanding engagement workflows’ overall impact helps marketers make data-informed adjustments for maximum revenue impact. ABM / ABX Insights from Industry Icons 2025 CMO Outlook: The Road Ahead for ABM DemandGen Reports highlights the shift toward agentic AI, predictive analytics, and dynamic segmentation for enhanced ABM strategies.  The “do more with less” mantra is driving marketers to consolidate tech stacks while leveraging AI for personalization and efficiency. CMOs are also emphasizing the importance of authenticity and transparency as AI takes a more central role.  Read More Top Tools & Resources for ABM Champions  LeanData’s GTM Trends Report:  Learn how top-performing teams are leveraging agentic AI and PLG models to outpace competitors. Watch Now Salesforce’s Playbook to Unlock Limitless Sales with Agentforce:  Build your own limitless sales team with Agentforce. Watch Now Demandbase Launches New ABM Certifications:  Demandbase introduces two new certifications: Account-Based GTM and Account-Based Measurement & Reporting. Learn More By embracing the power of agentic AI, marketing and sales teams can unlock new levels of personalization, efficiency, and strategic insights. From ZoomInfo’s Guided Intent to HubSpot’s Agent.ai , the tools are here to transform your GTM strategy. The key is to start experimenting and adapting these technologies to fit your unique needs. More Insights and Tips Like This? Subscribe to our Weekly Newsletter  or follow us  on LinkedIn to get the latest insights on industry trends, tips, and useful resources on ABX. Thank you for reading the Weekly ABM/ABX Insights Newsletter! I’d love your feedback, ideas and tips: info@nextgenabm.io . NextGenABM  is a consulting and solution firm aiming transforms B2B marketing and sales strategies with ROI driven pipeline results through account-centric marketing and go-to-market. Looking to start your ABM journey or need help with your current program? Let's talk .

26th Edition (Published on Feb 3) Editor's Notes:  Account-based marketing often carries a reputation for being complex and costly, being seen as a strategy reserved for large enterprises with extensive resources. But the reality is much different.  Let’s break down some common myths and highlight how even startups and scale-ups can succeed in generating pipelines with ABM strategy without stretching their budgets: ABM doesn’t need to stand alone: Integrating it with your overall growth or go-to-market strategy creates a more balanced and effective approach for pipeline gen.  No Need for Expensive Tech:  SMBs don’t need the latest and greatest tools to get started. Low-cost digital technologies can handle and automate many ABM tasks (e.g. account research, personalization) traditionally done by expensive resources. DIY ABM is Possible:  Many companies are already piecing together unbundled solutions, from intent data sources to email platforms. Emerging Affordable AI Solutions:  With innovations like Deepseek making AI solutions more accessible, we expect startups to develop affordable AI tools that democratize ABM. By focusing on strategy , efficiency , and leveraging emerging technologies , SMBs can tap into the power of ABM without breaking the bank. With new tools like Jasper Studio , PathFactory among many others paving the way, the democratization of ABM is here.  Let’s take a deeper! Must-Know Industry News of This Week Jasper Empower Marketers to Build Their Own ABM App   Jasper’s new AI Studio enables marketers to design and build custom AI applications without needing IT expertise. With a no-code interface and Slack integration, marketing teams can connect to relevant data sources and configure prompts, speeding up time-to-market. Why It Matters:  Marketers can create custom ABM apps  to conduct account research, recommend key accounts, and personalize outreach strategies. PathFactory Streamlines ABM Campaign Launches PathFactory has introduced new out-of-the-box templates  for 1-to-Many and Demand-Gen Starter campaigns. These templates help marketers quickly launch customized campaigns by packaging account-specific content or mapping existing content to the right accounts—all without needing IT. What We Love:  The new AI-powered content journey personalization  features enable marketers to deliver tailored content throughout a target account’s buying journey at scale. Ads in Threads: The Next B2B Frontier for Developer Audiences? Meta begins testing ads in Threads,  their newest, fast-growing social app where technical and developer audiences are active. Businesses can extend campaigns to Threads with minimal creative effort. Community-led growth  is a high-ROI, low-effort strategy for targeting SaaS startups and scale-ups. ABM Implications:  Threads offers a fresh way to engage B2B technical and developer audiences - key internal decision-makers. Check out our take on Threads for B2B marketing. Google Open Sourced Its Campaign Analytics Solution  Google’s open-source marketing mix model , Meridian, helps marketers make data-driven budget decisions by analyzing multi-channel campaign performance and incorporating real-world experiments. Start here .  Why It Matters : Meridian’s ability to integrate incrementality experiments and offer granular insights makes it a game-changer for measuring multi-channel ABM effectiveness. ABM / ABX Insights from Industry Icons ABM on a Budget? A Practical Guide.  Building a successful ABM strategy doesn’t require a massive budget or complex infrastructure. With thoughtful planning and smart execution, companies of any size can achieve meaningful results. Here’s our practical guide to getting started if you're on a tight budget for ABM: 1. Start Small and Strategically Begin with a handful of target accounts for your pilot campaign. Focus on one or two channels that align best with your prospects' behaviors instead of spreading resources too thin. 2. Prioritize Smartly Set Trackable Goals: Define what success looks like - whether it’s increased engagement with decision-makers, booked meetings, or account-to-pipeline conversions. Pick just 1-2 metrics that can be tracked manually. Prioritize the In-Market Accounts: Prioritize accounts showing strong buying signals. Startups often rely on tools like Cognism or 6sense to pinpoint ideal in-market prospects with third-party signals. Demandbase also has a  free Intent data trial . If you lack third-party intent data providers, use first-party insights from your MAP or CRM.  Select 1- 2 Channels: Focus on channels that offer the highest potential engagement based on your target audience's behavior. 3. Leverage AI to Maximize Efficiency AI for Prospect Research: Tools like HubSpot’s Prospect Research Agent  deliver detailed buyer insights quickly, eliminating the need for manual LinkedIn searches and turning surface-level data into actionable insights. AI for Personalized Engagement: Use generative AI tools, as I discussed in a recent blog  published on the Copy.ai website, to craft personalized content and messaging tailored to your target accounts' industry challenges. For deeper engagement, consider building account-specific website experiences with tools like PathFactory . 4. Track Effectiveness Simply Don’t over-engineer analytics during the pilot phase. A simple Google Sheet can be sufficient for tracking campaign metrics and progress until you’re ready to scale. 5. Build Your Tech and Process Foundation Incrementally Fully Utilize Your Existing Tools: Maximize the value of your current tech stack before investing in expensive platforms. For example, rethink how you use the Account object in Salesforce by tracking all activities at the account level, instead of Lead . Map every contact, conversation, and touchpoint back to the Account , Identify and manage buying committees within your CRM, etc. Scale When Ready: Once your pilot program proves successful, consider investing in advanced ABM platforms with scalable pricing and robust features for account identification, intent tracking, orchestration, and analytics. Final Thought: The key to ABM success on a budget is prioritization . Focus on high-quality engagement with a smaller number of accounts, track results manually, and make data-driven optimizations as you scale. Build your tech and process foundation gradually for long-term success. 2025 Full-Funnel ABM Playbook by Madison Logic B2B marketers are increasingly adopting multi-channel ABM strategies to stay competitive. Investment in social media advertising, AI tools, and podcast advertising is on the rise. Read Here Our Take:   To engage Millennial and Gen Z decision-makers who now dominate purchasing decisions, it’s critical to think beyond traditional marketing channels. It is essential for B2B marketers to experiment with  influencer campaigns, Connected TV (CTV), and podcast advertising . Madison Logic’s playbook highlights the need for a balanced approach - leveraging both established channels like LinkedIn and emerging platforms where decision-makers are increasingly active. The Case for ABM on a Budget: Lauren St. Amand, EVP at StarCompliance, emphasizes that strategic targeting and leveraging existing resources are key in budget-constrained environments . She suggests using CRM data to identify target accounts and creating tailored retargeting ads on LinkedIn with as little as $1,000. The Mere Exposure Effect in B2B:  Riaz Kanani from RadiateB2B highlights how repeated, short bursts of messaging help maintain top-of-mind awareness without overwhelming prospects . Decision-making cycles are long, making spaced communication essential. Top Tools & Resources for ABM Champions  Take Full Advantage of Free but Powerful Tool s: 6Sense Sales Velocity Calculator:  Measure and optimize your sales velocity KPIs. Explore Here Demandbase Target Account List Calculator:  Calculate your TAL size based on funnel and sales team dynamics. Try It Demandbase Free Intent Data Trial:  Ideal for SMBs starting with ABM, this tool helps identify “in-market” accounts without a hefty investment. Try It Combine Your Demand Gen and ABM without Tech Stack Bloat:  Explore strategies to integrate demand gen and ABM effectively without overwhelming your tech infrastructure. Learn More Matik.io :  This Chrome extension integrates seamlessly with Google Slides and Sheets, automating report and presentation updates. Actionable Sparks of This Week  Leverage AI for Prospect Research:  Hubspot's Prospect Researcher Agent delivers detailed insights on key buyers in seconds—perfect for personalized outreach. DIY ABM Campaigns:  Start with a small list of high-value accounts, define goals, and prioritize 1-2 channels for engagement. Upcoming Events We’re Attending  GTM Hot Takes Show: Cold Email is Dead—Long Live LinkedIn DMing Thu, Feb 6th | 11:00 AM ET Register Here Inside the C-Suite: Top 5 GTM Metrics CXOs Use to Drive Growth Tue, Feb 13th | 10:00 AM PST Event Details 2025 ROI Lab for Marketers by Demandbase Tue, Feb 18th | 9 AM PT / 12 PM ET Learn More More Insights and Tips Like This? Subscribe to our Weekly Newsletter  or follow us  on LinkedIn to get the latest insights on industry trends, tips, and useful resources on ABX. Thank you for reading the Weekly ABM/ABX Insights Newsletter! I’d love your feedback, ideas and tips: info@nextgenabm.io . 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 .