Out Of The Box

Sendoso’s Lauren Barraco sits down with Tipalti ABM Manager Peter Tarrant to talk through how Tipalti has closed $2 million with their ABM Programs. Join this session to find out how to:

• Create efficiency between sales and marketing teams to drive ABM initiatives using your tech stack
• Segment and determine your audience using data and engagement tools
• Enable your sales reps to have personalized outreach and messaging to the accounts you care about in order to turn them into opportunities

Tessa Barron CMO, ON24

There’s often a misconception that webinars are a one-size-fits-all tactic. But the level of engagement and customization that’s required in your ABX strategy makes digital experiences the perfect fit for personalizing across the entire buyer’s journey.
Join Tessa Barron, VP of Marketing at ON24, for a deep dive into the 5-steps for driving your ABX activity with webinars.
In this live strategy session, you’ll learn:

• Where ABX fits in your go-to-market strategy
• How to pick the right vehicle for your ABX activity
• The importance of making webinars a part of your full content strategy
• How webinars can help identify key account opportunities
• How to create highly-personalized an

Russell Banzon Senior Director, Marketing, Gong.io

Ernest Owusu Sr. Director of Sales Development, 6sense
Courtney Smith Sr. Field & ABM Manager, 6Sense

B2B sales and marketing looks a lot different today, but we know the revolution is far from over. Customers tell us they want to unplug legacy platforms and consolidate their tech stack, and analysts are predicting a not-too-distant convergence of ABM, Marketing Automation Platforms, and revenue platforms. Here at 6sense, we believe that the manifesto for the future of B2B revenue teams will be based on a few key principles: no spam, no forms, no cold calls. In this session, we’ll detail how 6sense’s sales and marketing teams are forging that future today to achieve breakthrough results.

Get the inside scoop on how these experts are adapting their sales approaches to deliver relevant, personalized outreach to their target accounts not just in prospecting but throughout their sales journey from BDRs to AEs and on to customer success.

Join the discussion to learn actionable ways you can:

• Humanize and personalize your sales process with video
• Effectively prospect on LinkedIn with video
• Use personalized video in your cadences to get results

To succeed in a newly-remote world, MarketStar needed to stand out in a competitive market. With Sendoso, MarketStar was able to incorporate personal ABM touchpoints with buyers at enterprise accounts, increasing marketing contributed revenue by 333%. 

Sendoso’s Lauren Barraco sits down with MarketStar Senior Manager of Demand Generation and ABM, Amy Wilde to talk through how MarketStar saw a 333% increase in marketing contributed revenue from ABM Programs. Join this session to find out how to:

• Connect through unique remote events that prospects actually want to attend
• Get the first foot in the door with a 1:1 ABM personalization play
• Create impactful experiences that resonate with target accounts to drive further engagement.

Building irreplaceable relationships with your target accounts is every sales and marketing person’s dream! Yet so many GTM organizations struggle to successfully build and execute Account-Based “Everything” strategies.  Join the individual who spearhead the ABX engine at Outreach and get a sneak peek into some of their most successful playbooks.

In this talk, newly-minted Sr Manager, Enterprise & Partner Marketing, Jamie Bradley (Ambition) will walk you through how she wrangled leadership across the entire revenue org, broke down operational silos, and established a clear business case for formalizing an ABX go-to-market strategy in only a few weeks.

The lineup of sending wizards: 

• Maggie Mace, Senior Sending Executive, Sendoso
• David Dember, Enterprise Sales Development, Sendoso
• Katie Pawlik, Executive Sending Specialist, Sendoso
• Richard Phan, Executive Sending Specialist, Sendoso
• Ezzy Flores, Executive Sending Specialist, Sendoso
• Amanda Purcell, Account Executive, Mid-Market
• Paige Jackson, Account Executive, Sendoso
• Ken Malave, Enterprise Account Executive, Sendoso
• Lauren Axworthy, Sr. Account Manager, Sendoso
• Morgan Harris, Onboarding Strategist, Sendoso
• Skylar Hogan-Vansickle, Account Strategist
• Brian Brumme, Customer Success, Manager, Sendoso
• Sarah E. Lowry, Operations Manager & Chaos Wrangler, Sendoso

Join RollWorks’ Director of Demand Generation, Jodi Cerretani, as she shares 6 tactical ways ABMify your marketing programs by tweaking the approach to traditional channels you likely already have in play.

During this session, you’ll learn:

• 1 commonly overlooked way to increase qualified leads from sponsored content
• 3 easy tactics to increase webinar registrations from target accounts
• 1 digital marketing secret to make SEM more target account focused
• 2 proven hacks to help your SDR team re-engage their targets with direct mail

• The impact of gifting on Customer Success and retention
• Harnessing usage data to identify and celebrate specific customer segments
• How Customer Marketing teams can utilize gifting to generate content  

Traditional sales and marketing channels are limited and we have no choice but to rethink, improvise, and improve the playbook. Those who embrace new ideas will ultimately be the pace setters and the benefactors in the marketplace.

Hear from a panel of entrepreneurs, founders, and investors who have all taken a leap into the unknown and can share a unique perspective on both recognizing and seizing opportunity.

• Aligning sales and marketing teams to best leverage ABX
• Understanding the roles of both teams
• Using Bottom-up approach to build the narrative
• Using content in context

Sales can no longer think like sales.

The dynamics of the roles within the go-to-market team are changing and in order to be successful at ABX, you need to adjust for new styles of alignment. Starting with a strong foundation, alignment on the right metrics, and with a little bit of creativity, you can take your ABX strategy to the next level. Gong’s sales and marketing leaders will share the insider tips on how they do this successfully.

Recess is a fully integrated virtual fitness platform for instructors and consumers. Recess offers consumers an experience that is built for remote fitness needs including the ability to participate in live group classes in the Recess marketplace. The Marketplace experience, “Netflix meets Airbnb,” emphasizes the power of the community and is supported by unprecedented discoverability and deep personalization through analytics.