#FlipMyFunnel Atlanta! Live with Account-Based Marketing

December 8, 2016 Lauren Patrick

#FlipMyFunnel with Account-Based Marketing — Atlanta Conference 2016

It’s time to #FlipMyFunnel with account-based marketing!

The biggest account-based marketing conference has been on the road this year, hitting Austin, Chicago, San Francisco, and Boston (twice) with seven conferences in 15 months! Today, December 8th, #FlipMyFunnel is back home in Atlanta, our hometown and headquarters for Terminus. We’ll be live blogging throughout the day here on Terminus.com.

#FlipMyFunnel brings together the B2B marketing innovators

Throughout the day, we’ll discuss the future of account-based marketing and delve into how marketers and sales professionals are winning with #ABM. Follow along with #FlipMyFunnel on social media. While you’re at it, follow @Terminus.

So what’s happened so far at #FlipMyFunnel Atlanta?

8:30 a.m. – Welcome
Nikki Nixon, Director of #FlipMyFunnel took the stage to welcome the hundreds of attendees who convened at the Marriott Marquis in Downtown Atlanta. Nikki shared the story of how Sangram Vajre, CMO and Co-Founder at Terminus and Founder of #FlipMyFunnel, came up with the idea of how to flip the traditional B2B sales funnel on its head.

In 2015, Sangram was on a plane home from the #MarTech conference in San Francisco. He was sitting in the middle seat between two rather intoxicated people.

Sangram Vajre #FlipMyFunnel Slide

Sangram was frustrated by the inefficiencies of lead generation and how “leaky” that traditional B2B funnel could be. So he flipped the funnel on its head.

#FlipMyFunnel Account-Based Marketing: Draw a traditional funnel and then flip it!

And that’s how the #FlipMyFunnel model for account-based marketing was born. Throughout the day, the funnel-flipping presenters will discuss how marketing, sales, customer success, and every department in the organization can get aligned on ABM and provide an awesome customer experience.

After Nikki’s warm welcome, Sangram took the stage.

2016 has been the year of account-based marketing. Sangram authored the first-ever book on #ABM! In April, Account-Based Marketing for Dummies debuted!

Account-Based Marketing for Dummies book by Sangram Vajre

You can download Chapter 1 of #ABM for Dummies here!

One of the coolest ideas Sangram had when he was writing the book was how B2B marketers need a “mix” of technology and personalization to do account-based marketing. He presented this scatter chart of high and low tech and touch on how to make the biggest impact in your accounts.

Miss you at #FlipMyFunnel. Check out this slide! @Terminus @sangramvajre @MarriottMarquis #ABM pic.twitter.com/SuzTYg2trW

— Attack Digital Media (@attackdigitalm) December 8, 2016

Sangram clearly has some fans in the audience, like Matt Benati, CEO of LeadGnome.

So damn creative and impactful – thanks for sharing @sangramvajre #ABM #FlipMyFunnel pic.twitter.com/7UTKubNIbJ

— Matt Benati (@mattbenati) December 8, 2016

Here’s what’s in store for #FlipMyFunnel Atlanta 2016

ABM Success Invoca’s Journey from Implementation to Optimization

Julia Stead, Director of Demand Generation at Invoca

Basically the holy grail of the #FlipMyFunnel conference here in Atlanta. pic.twitter.com/GmFEPqjZPJ

— Drew Brucker (@DCBruck) December 8, 2016

Taking ABM to the Next Level with Content and Account-Based Advertising

Travis Wright, CMO / Chief Marketing Technologist at CCP.Digital and Co-Author of “Digital Sense”

Ask Me Anything with the ABM University Professors

Tyler Lessard, Maria Pergolino, Craig Rosenberg, Matt Senatore, Koka Sexton, Justin Gray, Julia Stead

The Account-Based Marketing Technology Stack

Matt Senatore, Service Director, Account-Based Marketing at SiriusDecisions

The Alignment of Social Selling and ABM

How social networks can be used by sales to support ABM strategies, with Koka Sexton, Founder at Social Selling Labs, Inc

Personalized Video Content: The Secret Weapon of Remarkable ABM Programs

Tyler Lessard, CMO at Vidyard

What’s Working with ABM Content?

Bill Kent, Senior Manager of Product Marketing at Act-On

ABM Isn’t New: How to Align Your MarTech Tools to Fuel Growth

Aya Fawzy, Marketing Manager at Captora, and Kim Hajec, Head of Global Brand, Buyer and Supplier Marketing at Tungsten Network


Sunshine Through the Clouds: ABM at Salesforce

Jim Hopkins, Senior Manager, Product Marketing at Salesforce Data.com

Account-Based Marketing and Sales Development – ALIGNED

Jon Miller, CEO and Co-Founder at Engagio

ABM Live: A Crowdsourced Session with Feedback from You!

Maria Pergolino, SVP Global Marketing at Apttus

How ABM Can Help Your SDRs and Sales Organization Win

Stephanie Kelly, Director of Marketing Operations at Terminus (Moderator);
Morgan Ingram, Sales Development Representative (SDR) Lead at Terminus
Chuck Jones, Manager, Sales Development at SalesLoft
Phill Keene, Manager of Demand Generation at Octiv
Joshua Schwartz, Director of Sales at BizLibrary

Marketo Case Study — Scalable ABM for SMBs

Anastasia Pavlova, Senior Director of Marketing at Marketo

Leveraging Customer Reviews for a #WINNING Marketing Program

Michele Aymold, Director of Marketing at G2 Crowd (Moderator)
Rahim Kaba, Director, Product Marketing at eSignLive
Eric Martin, Director of Demand Generation at SalesLoft

Why Web Personalization is the Key to Effective Account-Based Marketing

Case Study & Discussion, Andy Zimmerman, CMO at Evergage, and Ben Alvord, Web Marketing Manager at Mendix

Marketing-SDR Orchestration: The Fast Track to Success

Craig Rosenberg, Chief Analyst at TOPO, Inc

Grow Pipeline: A Proven Process to Implement ABM/ABS and Reach Decision Makers

Steve Bryerton, VP of Sales at DiscoverOrg

Synthio Case Study

Data Doesn’t Have to be Difficult: 5 Hacks You Need to Know: Joe Mckenna, Director, Enterprise Sales at Synthio, and Eileen Chow, Demand Generation Ops Manager at Evergage

PFL Case Study

Netgain Technologies Uses Fine Bourbon and ABM to Sink Deals
Megan Reed, Director of Digital Marketing at NetGain Technologies; and Daniel Gaugler, CMO at PFL

A Funnel Flippin’ Happy Hour

The post #FlipMyFunnel Atlanta! Live with Account-Based Marketing appeared first on Terminus.

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