On-Demand Webinar - Orchestrating B2B Business Processes Around Buying Groups to Deliver More Revenue

Webinar On-Demand

Orchestrating B2B Business Processes Around Buying Groups to Deliver More Revenue

What you’ll get:

Everyone knows there’s more than one decision-maker in a complex B2B sale. But too often, companies don’t have insights into what the broader buying group is thinking and doing because they don’t have the right processes in place. As a result, revenue suffers.

Join Forrester's Kerry Cunningham and Openprise’s Allen Pogorzelski to hear how you can orchestrate your business processes to get a more robust picture of the individuals behind your target accounts, and automate those processes at scale.

Avoid 2nd lead syndrome that causes companies to miss critical decision-makers.
Unify data to gain that elusive Customer 360-degree view.
Optimize campaigns by tracking the right metrics to understand buying group behavior.

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The B2B marketing space is buzzing about Account-Based Marketing (ABM).

The concept isn’t new. B2B selling has long been an account-based activity, and most B2B marketers have been practicing some level of ABM in supporting their sales teams. The current interest in ABM is simply the next maturation of marketing automation practices and technology.

But, ABM is impossible without quality data. ABM is a way to scale down while improving the precision of your target outreach, which means you must ensure the quality of the data that enables these activities and analysis.

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