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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.

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In this podcast episode. Eric Gruber (CEO of Personal ABM) and Pamela Velentzas (VP of Marketing at Spreedly) discuss:

1. Why does a strategic account-based enterprise sales and marketing approach require a completely different GTM than the GTM for SMB?

2. The sales/marketing foundation that needs to be built from a brand, demand, land, and expand perspective before you can effectively do ABM for the enterprise.

3. How you need to go beyond account-level intent when selling and marketing to the enterprise, and why Spreedly switched to Influ2

4. The enablement that's needed to help sales teams have the right interactions and deliver the right account experiences. Pamela shares the sales enablement processes she put into place, and then Eric talks about the deal-level content and support that will be needed as well. Because of the information Eric shared on the deal level, Pamela asked for a follow-up conversation to see how Personal ABM can potentially support the post-pipeline account experience that Spreedly wants to deliver.

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In this podcast episode, Mike Randall (Head of Enterprise Marketing at Skillsoft and former demand gen leader at JLL and Red Hat) mentioned that leadership, sales, and other parts of the organization thought that they were being taxed by marketing. The budget was being taken by marketing programs that would only drive account awareness and build a pipeline that, in most cases, went nowhere. Revenue was stuck in the pipeline due to acquisition waste, leakage and sales cycle delay as marketing did not proactively work with -- and support sales.

In addition to hearing how marketing was a tax, you'll also learn about the changes that Skillsoft is making and the foundation they are building to drive greater enterprise growth.

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