Escaping the Bermuda Triangle of ABM in Energy & Industrial Services

In Episode 3 of The HEX-Files Energy Marketing Podcast, Host Arnaud Dasprez and ABM expert Prajwal Gadtaula discuss the power of Account-Based Marketing (ABM) in the energy sector — and how to prevent your ABM communications from getting stuck in the dreaded Bermuda Triangle. They explore why ABM is more than just a tactic, its key elements for success, and best practices for driving results among high-value accounts.

Prajwala Gatwala is the founder and CEO of Business Brainz, a research and insight company that specializes in helping B2B companies understand their target accounts, personas, and industries. Prajwala is also a Member of the Investment Committee at Alpha Plus Ventures Limited, Chairperson of the Board of Directors at Impact Hub Kathmandu, and a Member of the Board of Advisors at Chakraviu Nepal. Together, they discuss the real deal behind Account-Based Marketing (ABM), why it’s more than just a buzzword, and how it requires a cultural shift within your organization. If you're in energy marketing and looking to make an impact with your ABM efforts, this conversation will give you some valuable insights on how to do it right.

What we’ll explore in this episode:

• What Account-Based Marketing (ABM) really is and how it differs from traditional marketing approaches.
• The key components of a successful ABM strategy and how to align your sales, marketing, and leadership teams.
• How ABM requires more than just tech stacks and automation, it’s about a cultural shift within your organization.
• The common pitfalls of ABM campaigns and how to avoid them.
• The role of research and personalization in driving ABM success.

Episode Highlights:

[00:00] – Teaser

[00:50] – Introduction of Podcast & Guest Prajwala Gatwala

[02:54] – What is ABM? Defining Account-Based Marketing

[05:25] – Is ABM a Strategy, Tactic, or Culture?

[06:17] – Key Elements of a Successful ABM Campaign

[09:16] – Why Leadership Must Drive ABM Success

[10:39] – Measuring ABM Success: Beyond Revenue

[13:39] – ABM vs.Traditional Business Development

[19:08] – Common Pitfalls in ABM Campaigns & How to Avoid Them

[23:43] – The Role of Research and Personalization in ABM

[27:09] – The Importance of Understanding Target Accounts in Detail

[29:26] – How ABM Drives Efficiency and Personalization at Scale with AI

[33:56] – The Need for a Holistic Account-Based Experience Across Departments

[35:24] – The Value of Nurturing Existing Accounts with ABM

[44:54] – Tips on ABM for Small Teams in the Energy Sector

[49:32] – Praj’s Final Insights & How to Connect with Him

Follow our Guest Prajwal Gadtaula on:

• LinkedIn: