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Panel: How the ABM Revolution Will Fix Your B2B Marketing & Sales Problems for Good & All

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Sangram Vajre
Co-founder at Terminus
+ 3 speakers
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Global Growth Marketing Conference 2019
December 10, 2019, San Francisco, USA
Global Growth Marketing Conference 2019
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About the talk

By now, most B2B marketers know about account-based marketing (ABM), but too many don’t appreciate the hard, deal-closing, account-retaining power of it. And with so many exciting new ABM developments coming over the horizon, there’s never been a better time for B2B marketers to invest in an ABM-centric approach. Join this panel to hear real-world ABM success stories from industry leaders, including how they’ve solved their most stubborn marketing and sales problems - once and for all.

00:01 Introduction

03:58 Why ABM is such a hot topic?

08:56 The best ABM examples

16:57 How to advance in ABM

21:22 What is revenue operations?

21:52 Q&A

About speakers

Sangram Vajre
Co-founder at Terminus
Alon Waks
VP of Marketing at Bizzabo
Dan Frohnen
CMO at Sendoso
Katie Martell
Consultant at On-Demand Marketing

Sangram is the co-founder and Chief Evangelist of Terminus, an account-based marketing platform. He is also an international speaker and host of the top 50 business podcast called #FlipMyFunnel, with guest like Seth Godin, Daniel Pink, and Kim Scott. Prior to co-founding Terminus, Sangram ran marketing at Pardot through the acquisition of ExactTarget, which was then acquired by Salesforce for $2.5 billion dollars. He wrote the very first book on account-based marketing (ABM) and has been recognized as one of the top 21 B2B Influencers in the world by DMN Network and 40 under 40 by DMNews. He is on a mission to build the largest and most engaged community of B2B professionals in the world.

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Alon is a marketing and GTM executive and startup advisor, having helped B2B and SaaS companies scale and expand their GTM over 20 years. Alon has lead Marketing and Business Development organizations at Kustomer, 8x8 and LivePerson, and many roles at Avaya. Alon holds a dual degree from Tel Aviv University and an MBA from Duke University.

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Dan Frohnen has more than fifteen years of sales and marketing experience from previously working as the Vice President of Global Demand Generation and Sales Development at Apptus and most recently the Executive Vice President of Marketing at Skedulo, where he drove two consecutive years of triple-digit growth and played a key role in the company’s $28M in Series B funding. Frohnen was previously a Sendoso customer and has a deep understanding of the value the platform provides.

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Named “one of the most interesting people in B2B marketing,” a "marketing expert to follow" and a top marketing writer on LinkedIn, Martell has been a millennial CMO, in-house rabble rouser, and the world’s first “Director of Buzz." She now advises high-growth brands as an on-demand marketer.

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Hello everybody. Welcome back to RB to be track. You are in for a treat today. We have an AVM panel, full of a BMR, has three men who have been obsessed with a VM. I say coming along now, who's five years? Nine years because I didn't even know it was when I was doing it. And I have heard that. I think if you asked a question who invented categorize, Pioneer, the category of ABM, you get many people that say I did it, and that's not a discussion. So we're not. But I did. However,

we do have some good questions for a pedal assist me. Actually, I'm busy. As always think of some hard-hitting questions, let's get started, please. It's kind of introduce yourself to tell her. I didn't say, who the heck, you are, where you work and where'd you get these Amazing shoes? So if you go to actually custom cam, Clearly smart, brilliant, bright Custom Cakes. Are, they elect an ATM card? ATM is B2B, and I wanted that to be the whole real estate on the bus on the shoe. Because it's like two acronyms, like, who

does that anyway. So you go to Nike or you go to a dance and they were like, well, we will give you on the back like the small sliver. I'm like, no, no, I want to hold real estate. So anyway, the custom kicks off, they actually can create any kind of brand of shoes so they're pretty cool. I'm saying I'm here, the co-founder of terminus talking about wrote the very first book on a VM call album by Public Square rallies and in September launch, my second book which will talk about in the transition of like how EVMS evolved call Eva's Beauty Bay,

Everyone alone for invisible. We are in events of a company that focuses about the success of events and Powerful example. This event happy to be the power behind it through the app and the registration and all the date, on all that. And for me ABM is not about you as a mother.

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Sangram Vajre
Alon Waks
Dan Frohnen
Katie Martell