How Field Marketing is Leading ABM for DigiCert and How the Team is Taking a Crawl, Walk, Run Approach to Drive ABM Success

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.

9M ago 51:07

MP3•에피소드 홈

Send us a text

In other ABM Done Right Podcasts, including the one with the CMO of Hushly, we talked about the state of ABM in cybersecurity and other industries that are in a crowded, undifferentiated space where transactional sales are prevalent. In this podcast with Michelle Radlowski (Senior Director, AMS & EMEA Regional Marketing and ABM at DigiCert), we explore:
1. Why most ABM programs in cybersecurity are not leading to higher deals and greater ARR, GRR and NRR growth. There are 4 main reasons!
2. Why many cybersecurity firms report 10% YoY drops in enterprise deals closed.
3. The role field marketing is playing in ABM, especially if you want to move accounts to revenue.
4. How teams should be integrating and taking an account-based GTM approach.
5. How DigiCert is taking a crawl, walk, run approach -- and the testing that the team completed before moving forward with ABM.
6. The account-based enablement that's needed across the board for marketing, sales, field marketing and customer success teams.

97 에피소드