Alex Pappas on Overhauling ABM for Riskalyze and Venafi

ABM Done Right - A Personal ABM Podcast

Kristina Jaramillo and Eric Gruber, Kristina Jaramillo, and Eric Gruber에서 제공하는 콘텐츠입니다. 에피소드, 그래픽, 팟캐스트 설명을 포함한 모든 팟캐스트 콘텐츠는 Kristina Jaramillo and Eric Gruber, Kristina Jaramillo, and Eric Gruber 또는 해당 팟캐스트 플랫폼 파트너가 직접 업로드하고 제공합니다. 누군가가 귀하의 허락 없이 귀하의 저작물을 사용하고 있다고 생각되는 경우 여기에 설명된 절차를 따르실 수 있습니다 https://ko.player.fm/legal.

3M ago 1:10:44

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As most ABM programs deliver minimal improvement to revenue KPIs, Eric Gruber (CEO of Personal ABM) and his guest Alex Pappas (Senior ABM Manager for Venafi) discuss how teams need to stop retrofitting ABM on top of current processes.
During this podcast episode, you will hear:
1. The ABM challenges Alex faced at both Riskalyze and Venafi and how he gave the ABM programs an overhaul.
2. How Riskalyze didn't have the proper foundation for ABM -- and the readiness that was needed before Alex can think about ABM strategy.

3. How Venafi was treating ABM like account-based advertising and account-based targeting and how Alex evolved it.
4. Why Chris Walker is wrong when he mentioned on LinkedIn that ABM is a segmentation, tiering, and prioritization strategy and not a GTM motion (which we whole-heartedly disagree with.) You'll hear how ABM is a GTM motion.

5. How Alex is using 1: many, 1: few and 1:1 ABM and how he's using intent data.

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