Revenue Summit 2017: Sneak Peek at 4 Account-Based Marketing Sessions

Revenue Summit 2017 ABM

This might be controversial, but I’m just going to come out and say it: Revenue Summit 2017 is going to rival Dreamforce for the best B2B sales and marketing event of the year.

Look: everyone knows that Dreamforce is a behemoth — the conference to end all conferences. But have you seen the lineup of speakers and sessions at #RevSummit17? If not, prepare to have your mind blown.

With less than a week until the event, which takes place in San Francisco on March 7th and 8th, we’re excited to give you a sneak peek at four account-based marketing (ABM) focused sessions that you won’t want to miss at Revenue Summit 2017.

Ready, Set, Start: Rocking ABM Account Selection from A to Z

March 7th, 10:20 a.m. | K2 Stage

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Rockstar ABM practitioner Lisa Skinner is the VP of Demand Generation at Localytics, the world’s leading mobile engagement platform. At Revenue Summit, she’ll share exactly how she and her team identify their best-fit accounts for ABM.

Localytics started doing account-based marketing in 2016 and they’re continuing to optimize their approach into 2017. They began by identifying a list of target accounts and deploying a pilot program. After running their ABM campaigns for several months, they tweaked their account selection process in order to drive even better results.

In Lisa’s presentation, you’ll learn how Localytics:

  • took a tiered approach to ABM.
  • defined their account-based marketing KPIs.
  • aligned their sales and marketing teams.
  • optimized their ABM strategy based on the results of their pilot program.

Expanding Your Reach in Target Accounts

March 7th, 10:45 a.m. | K2 Stage

Revenue Summit 2017 - Dog reaching gif

All right, allow us to toot our own horns for a sec. Two talented Terminators — Tonni Bennett, VP of Sales, and Stephanie Kelly, Director of Marketing Operations — will be speaking at Revenue Summit about how to reach more decision-makers at your target accounts and succeed with ABM.

One common challenge B2B companies face with account-based marketing is finding enough contacts within their target accounts. In this session, Tonni and Stephanie will share their secrets to expanding Terminus’ reach to connect with not just the contacts in our database, but with other key stakeholders within those target accounts. They’ll also explain in detail how our sales and marketing teams work together and leverage ABM technology to run account-based demand generation, sales pipeline, and customer marketing campaigns.

Closing with Coffee: Energizing and Engaging Target Accounts

March 7th, 11:10 a.m. | K2 Stage

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We’re buzzing with excitement (or is that the caffeine?) for Nate Hurst‘s coffee-themed presentation at Revenue Summit. Nate is the head of account-based marketing at Domo, a data-driven business management software company.

Here’s what you need to know about Nate and his team: they are content. masters. In addition to tiering their top 1250 target accounts, a key part of their ABM strategy has been creating content that lets their customers tell the story of Domo. So when they learned that for many customers, Domo is a part of their daily morning routines — just like coffee — the “Wake Up with Domo” campaign was born.

At #RevSummit17, Nate will explain how Domo’s marketing and sales teams worked together to deploy this successful integrated ABM campaign, and you’ll leave the session feeling inspired to do the same at your company.

Forget the Fluff: Here’s What Your Board Really Wants Hear About ABM Results

March 7th, 11:35 a.m. | K2 Stage

Revenue Summit 2017 fluffy gif

Kristen Wendel is the director of marketing operations at VersionOne, the world leader in agile and dev ops software solutions — and she isn’t a fan of fluff. I’m sure she has nothing against fluffy unicorns (see above), but as a number-lovin’ marketer, she knows that vanity metrics are B.S.

Instead, Kristen and her team at VersionOne are focused on the KPIs that really matter for ABM: awareness, engagement, marketing qualified accounts (MQAs), and opportunities. One highlight of her presentation we’re really looking forward to? She’s going to give us a behind-the-scenes look at what her team’s metrics dashboard looked like when they first started with account-based marketing versus where they are today.

6 More Awesome ABM Sessions at Revenue Summit 2017

B2B Mega Trends

March 7th, 9:20 a.m. | Everest Stage


Sangram Vajre, Co-Founder & CMO of Terminus, Founder of #FlipMyFunnel

Building an ABM Playbook: Lessons Learned from the School of Hard Knocks

March 7th, 2:55 p.m. | Everest Stage


Meagen Eisenberg, CMO at MongoDB


Julia Stead, Director of Demand Generation at Invoca

Avi Bhatnagar, Director of Web Marketing & Strategy at WhiteHat Security

Bassem Hamdy, EVP of Marketing & Enterprise Strategy at Procore Technologies

Fireside Chat: How Facebook Thinks About Sales and Marketing

March 7th, 4:30 p.m. | K2 Stage


Gary Briggs, VP & CMO of Facebook

Falon Fatemi, CEO and Founder of Node

Sangram Vajre, Co-Founder & CMO of Terminus, Founder of #FlipMyFunnel

Put Your Customers In the Driver’s Seat and Go Full Throttle on Growing Revenue

March 8th, 9:45 a.m. | Everest Stage


Lincoln Murphy, Customer Success Architect at Sixteen Ventures

ABM in the Enterprise: Lessons from the National Instruments and Juniper Networks Journeys

March 8th, 10:45 a.m. | Everest Stage


Alisa Groocock, Research Director at SiriusDecisions

Raianne Reiss, Director of Marketing at Juniper Networks

Joe Quinn, Section Manager, Account-Based Marketing Americas at National Instruments

Account-Based Marketing Mastery

March 8th, 11:10 a.m. | Everest Stage


Nikki Nixon, Director of #FlipMyFunnel

Jill Rowley, Social Selling Evangelist

Maria Pergolino, SVP Global Marketing at Apttus

Koka Sexton, Global Industry Principal, Social Selling at Hootsuite

Get Your Revenue Summit 2017 Tickets

Which of these sessions are you most looking forward to? Let us know in the comments — and don’t forget to stop by our booth at the event to grab a free copy of Account-Based Marketing for Dummies by our CMO and Co-Founder, Sangram Vajre.

If you’re not already registered for #RevSummit17, it’s not too late. The hosts, #FlipMyFunnel and Sales Hacker, are even hooking our readers up with discounted tickets to the conference! Simply use the promo code TERMINUS for 20% off your tickets.

Register for the Account-Based Marketing event of the year - Revenue Summit 2017