"ABM: Winning With A Human Touch" presented by Malachi Threadgill at the 2018 #FlipMyFunnel B2B Marketing and Sales Conference. To learn more about #FlipMyFunnel, visit flipmyfunnel.com.

1. ©2018 Masergy. All rights reserved.
Masergy
ABM: Winning with a Human Touch

3. 25,000+
Leads!!!!

4. ©2018 Masergy. All rights reserved.
25,000+ Leads!!!!
Results May Vary
”These leads are bad”
”Wrong Person”
”We’re not interested”
“Remove me from your list”
”These guys are competitors”
“We just signed a contract”
“I don’t manage that”

5. <insert pivot slide here>SALES MARKETING

6. <insert pivot slide here>

7. ~50%Brand Recognition
within
Fortune 500

8. ABM

10. ©2018 Masergy. All rights reserved.
Find The Early Adopters

11. ABM Committee
• SVP Marketing
• SVP Sales
• Director – Demand Generation & Biz Dev
• Director – Sales Ops
• Director – GTX Ops
• Director - Training
• Manager – BDR
• Digital Marketing Manager
• Sales Analyst

12. Burn the Boats

13. Lesson 1:
Fail Fast, Fail Often

14. Lesson 2:
ABM is Iterative in ALL
organizations

15. Lesson 3:
We not Me

16. ABM is a Team Sport

17. Lesson 4:
If you hire for culture,
fire for culture

18. Lesson 5:
Don’t be afraid of the
unknown
(GDPR)

20. CONVICTION

21. ©2018 Masergy. All rights reserved.
100% ABM Focused Team
Director - Demand
Generation / Biz
Dev
Digital marketing
Manager
ABM Strategist Manager BDR
US BDR (8 Reps)
EMEA BDR (2
Reps)
Creative Manager
Director Content
Development
VP Direct Sales
(Central, West)
11 Direct Reps
Director GTX
Sales Strategy
Analyst
Director Sales Ops
Salesforce
Manager

22. ©2018 Masergy. All rights reserved.
250%+ Account Penetration
~7X Opportunity Creation
50% Higher Opportunity MRR
10% Sales Cycle Reduction
Results
0
10
20
30
40
50
60
70
80
90
Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr
NonTarget Target Account

23. ©2018 Masergy. All rights reserved.
It Takes a Village

24. Thank you!