ABM Blogs

Introduction

Partner ecosystems create mutual distribution. Your partner network sells solutions alongside yours, reaching accounts you couldn’t reach alone and shortening deal cycles by bundling complementary products. A demand generation platform bundled with an ABM solution is more valuable than either sold separately.

Introduction

Nearbound selling is the practice of leveraging your existing customer relationships to identify and land net-new revenue opportunities. Unlike outbound ABM, which starts with intent data and prospect lists, nearbound ABM starts with customers you already have and their networks.

Introduction

Multi-threading is the practice of building relationships with multiple stakeholders at a single account. Instead of relying on one contact who understands your solution, you cultivate relationships with the economic buyer, technical buyer, user buyer, and other influencers. When one contact leaves the company, your deal doesn’t die. When one stakeholder has objections, others advocate for you.

Introduction

IP targeting is the foundation of account-based advertising. By identifying which accounts visit your website and showing them tailored ads on LinkedIn, Google, and programmatic display networks, you control how your company is perceived by high-value prospects.

Introduction

B2B deals close when all buying committee members align. Yet most sales and marketing teams engage only one contact per account, missing the other 5-8 stakeholders who influence or approve the decision.

Introduction

Programmatic advertising uses automated bidding to buy ad placements at scale across publishers and networks. Unlike search advertising (where you bid on keywords) or social advertising (where you target by behavior or demographics), programmatic advertising lets you target by company, account, and buying intent.

Introduction

B2B events (conferences, workshops, user groups, virtual webinars) are high-intent environments. Attendees are in learning mode, surrounded by peers and competitors, and actively evaluating solutions. Events create unique opportunities for relationship-building and deal acceleration.

Introduction

Account-based retargeting bridges the gap between intent detection and conversion. Where traditional retargeting shows ads to anyone who visits your site, account-based retargeting (ABR) re-engages target accounts that have already shown buying signals or entered your funnel. This playbook walks you through setting up a multi-touch ABR campaign that drives qualified pipeline and shortens sales cycles for accounts you’ve already identified as high-value.

Introduction

Expansion revenue, also called net revenue retention (NRR), comes from existing customers. The most profitable growth comes from customers you’ve already sold to, have support relationships with, and understand deeply.

Introduction

The dark funnel is the research and discovery happening outside your visible marketing channels. It includes LinkedIn searches, Slack conversations, private Discord communities, internal Slack chats about your company, peer reviews on G2 and Capterra, Quora threads, Reddit discussions, and countless other spaces where prospects evaluate solutions without ever visiting your website.

Account penetration strategy is a framework for systematically expanding your footprint within an existing customer account across departments, roles, decision-makers, and use cases. While land-and-expand focuses on growing revenue from a single department, account penetration is about comprehensive account saturation: ensuring every relevant team, every stakeholder, and every use case has adopted your solution.

Introduction

Partner ecosystems create mutual distribution. Your partner network sells solutions alongside yours, reaching accounts you couldn’t reach alone and shortening deal cycles by bundling complementary products. A demand generation platform bundled with an ABM solution is more valuable than either sold separately.