"Rock Your ABM and Sales Partnership" presented by Kristen Novak at the 2018 #FlipMyFunnel B2B Marketing and Sales Conference. To learn more about #FlipMyFunnel, visit flipmyfunnel.com.

1. Rock Your ABM
and Sales Partnership
KRISTEN NOVAK, NATIONAL INSTRUMENTS

2. #FlipMyFunnel 2018 B2B Sales and Marketing Conference
INTRODUCTION
KRISTEN NOVAK
Principal Account Based Marketing
Manager National Instruments
• 18 years B2B marketing experience, 6 in ABM
• Manage ABM for our global strategic accounts
• Drive $4.5M in influenced pipeline (10% of sales
projected pipeline)
• Large Account ABM for semiconductor,
transportation and aerospace / defense
• Austin, TX – based leader in Test and
Measurement ($1.3B revenue)
@TwitterHandle #FlipMyFunnel

3. #FlipMyFunnel 2018 B2B Sales and Marketing Conference
ABM is a critical part of our sales
team integral to delivering first class customer
engagements
and driving new business for the organization
@TwitterHandle #FlipMyFunnel

4. #FlipMyFunnel 2018 B2B Sales and Marketing Conference @TwitterHandle #FlipMyFunnel
#1: Sing in Harmony
Aligned Approach
ABM
Support

5. #FlipMyFunnel 2018 B2B Sales and Marketing Conference @TwitterHandle #FlipMyFunnel
#1: Sing in Harmony
Aligned Planning
Account Opportunity Achievability Cooperation
Intel
ADI
Qorvo
Sandia National Labs
Oak Ridge National Labs
Continental
Lockheed Martin Space Systems
Northrop Grumman Electronic Systems
Honeywell Aerospace
Qualcomm
Eletrobras
Metro São Paulo
Space Exploration Technologies
UTC
Pratt & Whiney Canada
Tyco
FCA
Rockwell Collins
Schlumberger
Valeo
Thales
Tesla
Bombardier
Raytheon
Cummins
Motorola Solutions
Visteon
Baker Hughes Brazil

6. #FlipMyFunnel 2018 B2B Sales and Marketing Conference @TwitterHandle #FlipMyFunnel
#2: Play the Same Instruments
Work from the Same Tech Stack

7. #FlipMyFunnel 2018 B2B Sales and Marketing Conference @TwitterHandle #FlipMyFunnel
#2: Play the Same Instruments
Measure and Report the Same Way

8. #FlipMyFunnel 2018 B2B Sales and Marketing Conference @TwitterHandle #FlipMyFunnel
#3: Band Together
Share Account Relationships

9. THANK YOU!
@austinmarketer