Personal ABM: An Account-Based GTM Firm

New ABM Case Study: KeyShot Dock (formerly Digizuite) increases enterprise win rates by 200% and doubles their deal sizes along with driving new logo ARR and expansion ARR revenue growth. Read the case study here: https://lnkd.in/ep4g2Uj5

New #ABM case study added - See the ABM readiness that helped OpenWorks | Facility Management stop month-over-month, quarter-over-quarter and year-over-year revenue misses. https://lnkd.in/ef3nnZqP

#ABM Case Study: Apptricity Corporation Wins Largest Deal Sizes Ever with Enterprises Like Verizon Even though marketing leadership repositioned the company and its solutions -- and they put an ABM program in place, the company was challenged to break into and win large enterprise accounts. They were challenged to make their new positioning, messaging, and content relevant to target accounts, their strategic priorities, and the human buyers within those accounts. By looking at the interactions across the complete buyer’s journey and realigning the firm with its target enterprise customers, Apptricity was able to create a buying vision with some of the largest Fortune companies and government organizations in the world. In the video below, Roger Sanford - Apptricity's former CMO and current CEO of Hcare Health talks about the impact that Personal ABM had on Apptricity.

Personal ABM Case Study - Digizuite - A Digital Asset Management Company: Digizuite came to Personal ABM wanting stronger pipeline growth with their existing ABM program to fuel 4X revenue growth over a 4-year period. However, after reviewing the business, we saw that the real issues didn’t lie with the pipeline as the firm faced heavy discounting pressures from competitors like Bynder and they continually lost enterprise deals to trusted legacy platforms like Sitecore and Adobe. #GTM teams focused on marketing departmental pain points just like their competitors, so they were not able to drive engagement across the organization. They failed to teach to differentiate and show target accounts how Bynder, legacy platforms and other competitors do not integrate into the enterprise organization even though Forrester and Gartner reports show that most DAMs are under-utilized and are not leveraged outside of marketing. They didn’t show gaps and impacts across marketing, advertising, PR, eCommerce, sales, operations, customer service, CX, account management, finance and business leadership teams. By changing their approach to content, the interactions that GTM teams have and the account experiences they deliver, Digizuite increased new logo ARR by 55%, expansion ARR by 114%, enterprise win rates by 200% and deal sizes by 2X,

Personal ABM Case Study: How Sumerian an ITSM Firm Accelerate Accounts to Revenue and Positioned Itself for Acquisition. While Sumerian (an ITSM firm that is now part of ITRS GROUP LIMITED) drove awareness and pipeline growth with PR and ABM tech, they were failing to drive an urgency with status quo accounts, CIOs, and business leadership teams. In our video and written case study, you will see #ABM approaches that enabled large enterprise wins and accelerated revenue growth that led to an acquisition by ITRS Group. https://lnkd.in/et3qkjAr

Personal ABM Case Study: How CNBS Software went beyond pipeline with ABM to drive a consensus and wins with stuck B2B manufacturers.

#ABM Case Study: RGL Logistics protects Procter & Gamble account from being taken by Ryder System, Inc. -- and then expands the account. ' When leadership and #GTM teams think about ABM, they think about putting new logos into the pipeline even though GTM teams struggle with accounts going dark. They think of building the pipeline even though the reality is that there is a much better use of the ABM lever with existing customer accounts where you can maximize your revenue. Within this case study, you’ll see how a regional warehouse services and technology provider used ABM to protect their P&G account that informed leadership that the business will most likely shift to a larger national provider. https://lnkd.in/eiAX4xf7

Personal ABM Case Study - Ascension. Read this case study to see how the supply chain IT services firm was providing the wrong account experience that led to lower-value deals. You'll see how the firm drove 25% more profitable growth with existing accounts like Sephora.

Personal ABM Case Study - DAT Freight and Analytics. Read this case study to see how DAT almost wasted $1M on their ABM program and how we set them up to double their ACV and win Top 25 Gartner Supply Chain accounts.

Personal ABM Case Study - Uniphore. Read the client story to see why the conversational AI firms struggled with accounts going fark -- and how they were able to win with Bank of America, which previously went unresponsive to sales and marketing.