How to Apoproach ABM When You're in IT Services or an Integrator
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How to Apoproach ABM When You're in IT Services or an Integrator
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Due to the nature of the business, sales cycle time, and how teams buy, when you are in IT services, or you're an integrator, you need to approach ABM differently than if you were a SaaS company. In this podcast episode, Eric Gruber (CEO of Personal ABM) and David Myer of Clarify (a 1:1 ABM firm that focuses on getting strategic enterprise accounts to the pipeline while Personal ABM specializes in moving pipeline accounts to revenue) speaks to Marc Fuentes (Head of Commercial for Eclipse Automation about his vision for his upcoming ABM program and how it differs from the past where he ran ABM for SaaS firms.
You'll see how Marc plans on engage and win multi-million dollar deals with life sciences/pharma, industrial, and nuclear enterprise accounts within the Fortune 1000 and Nasdaq.