The success of a demand generation marketer is no longer measured in just the quantity of news leads generated.
“A successful [demand generation] program is measured by the quality of those leads, what you’re able to convert to revenue, and the ability to prove your contribution to your company’s bottom line.”
B2B marketers are facing increased pressure to successfully orchestrate demand generation across multiple channels, generate new qualified leads that convert to opportunities, and attribute new revenue to marketing actions. While effective demand generation requires marketers to maintain a full-funnel mindset, knowing the specific actions and tactics to use isn’t always simple.
73% of B2B marketers interviewed by Forrester stated the term, “Account-Based Marketing,” (ABM) is used “inconsistently.” When the majority of B2B marketers are confused by the state of ABM, it’s not easy to understand which softwares to include for consideration in your technology roadmap for the year to come.
Let’s start by drawing some lines with Forrester’s own definition of Account-Based Marketing.
They write it’s a “B2B “strategy through which marketing and sales jointly obsess over how to pursue, establish, and grow long-term, highly engaged revenue relationships with specific customer accounts.”
ABM software is, for this discussion, any marketing app or technology which supports B2B marketing team’s execution of an Account-Based Marketing strategy. Specifically, all activities related to the identification and engagement of target customer accounts.
Feel like you’re drowning in marketing technology? You’re not the only one.
In 2011, only 150 companies identified as martech vendors. By mid-2017, MarTech Today reported the number had jumped to 4,891. Almost five thousand vendors now offer software and tools for marketing automation, CRM, lead generation, and many other processes and tactics.
Fast forward to 2018, and the tools needed to support a complex, full-funnel demand generation program can include several different integrated and specialized apps.