New Account-Based Marketing Enhancements Facilitate Deeper Engagement within Accounts

SAN FRANCISCO – September 14, 2017 – Today InsideView announced InsideView Target with ABM, a new, powerful solution for the B2B marketer’s account-based marketing (ABM) Toolbox. Target with ABM is a fully redesigned version of InsideView Target with new ABM workflows that facilitate more successful ABM sales and marketing programs. The solution allows marketers to search for or upload a list of companies and find contacts that look like their best customers, or use predetermined lists to suppress competitors or current customers.

“ABM isn’t just about selecting accounts to target, it’s about building relationships with people,” said Marc Perramond, VP of product at InsideView.  “We’re doing everything we can to make ABM easier and more successful for our customers, and that includes finding the right contacts at the right companies. This summer we announced Expert Services and Target Market Analytics that specifically support customers who are working on initiatives such as Total Addressable Market (TAM) expansion, Ideal Customer Profile (ICP) definition, and ABM. Target with ABM continues our focus on helping customers get better at selecting accounts and operationalizing ABM.”

Today most B2B marketers are moving to targeted engagement programs that focus on reaching the right targets with the right message at the right time, but often underestimate the work needed to select accounts and find the right contacts within those companies. A recent Forrester report by Laura Ramos highlighted the importance of information-rich targeting, stating, “To make sure marketing dollars and sales activity focus on the accounts with the highest potential, leading ABM practitioners [use] rich information to match the right contacts to target accounts. Marketing and Sales are often tempted to skip or rush through the painstaking process of adding contacts to and verifying them for each key accounts.” (“Retro Yet Revolutionary: Demystifying Account-Based Marketing,” Forrester Research, Inc., September 19, 2016)

InsideView Target is a sophisticated list-building engine that identifies decision makers, zeroes in on the ideal prospects, and expands a company’s market by adding more prospects based on the characteristics of its ideal customers. With the new ABM features, marketers and sellers can quickly find contacts at specific companies by typing a company name, or uploading a list or lists, of companies to search. InsideView Target then provides a list of contacts, actionable compelling business events, and information on the technologies used in the company so that marketers and sellers can understand deeply what is happening in the accounts and ultimately focus on the people at those companies.

Target with ABM allows users to import new targeted prospect lists into their existing sales and marketing system or save lists to allow for easy future access. The solution also supports programs focused on acquiring net new customers. For this goal, marketers and sellers can upload a list of companies to suppress (such as current customers or competitors) to arrive at a highly-customized list of net new targets. InsideView Target is integrated with Marketo, Eloqua and Salesforce.com.

“InsideView Target is already fantastic for generating precise target lists for campaigns,” said Brea Manguno, Marketing Automation and Demand Generation Specialist at Stratix Corporation. “Now we can simply upload lists of specific companies to find contacts, saving my team a lot of time. We’re also getting  more insight into our target companies. Now that Target includes information on technologies our prospects use we can refine our campaigns even further.”

The new InsideView Target with ABM is available today. For more information, go to: www.insideview.com/target

About InsideView

InsideView powers the world’s business conversations, helping more than 20,000 companies redefine their go-to-market strategies from a volume-based to more targeted approach. Its leading Targeting Intelligence platform helps sales and marketing teams quickly identify and qualify the best targets, engage with more relevancy, close more deals, and retain and expand accounts. InsideView is the only company that begins with the industry’s most accurate company and contact data and enhances it with relevant, real-time business insights and authentic connections. InsideView’s headquarters are in San Francisco. For more information, visit InsideView at www.InsideView.com, twitter, or read the InsideView blog.

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Kim Abreu
AquaLab Public Relations
kim@aqualabpr.com
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