ABX Week2017-08-08T21:27:26+00:00

Coming Your Way August 10-18, 2017 

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ABX Week is a week long series of activities in celebration of all things account-based, and also #FlipMyFunnel’s 2nd Birthday. Activities will include a 2nd birthday celebration for #FlipMyFunnel in Atlanta, a webinar for each stage of the flipped funnel and circles and gatherings meeting throughout the week. You can join in online or in person in a city near you.

Over the past two years, we’ve seen an explosion that extends well beyond the realm of account-based marketing. You might have even heard some of these terms:

  • Account-Based Marketing
  • Account-Based Revenue
  • Account-Based Everything
  • Account-Based Sales Development
  • Account-Based Sales
  • Customer Success
  • Account Management
  • Account Development

And the truth is, nobody can agree on what to call this account-based approach that we all know makes the most sense for creating a phenomenal customer experience and driving revenue in our organizations.

So we’re calling ABX and the “X” in this acronym is whatever it means to you. 🙂

ABX Week content is perfect for B2B professionals in these roles:

  • Demand Generation Managers
  • Account-Based Marketing Managers
  • Account-Development Reps
  • Sales Development Reps
  • Account Executives
  • Director of Sales
  • Director of Sales Development
  • Director of Marketing
  • Director of Customer Success
  • VP of Marketing
  • VP of Sales
  • VP of Customer Success
  • Chief Marketing Officer
  • Chief Revenue Officer
  • Chief Sales Officer
  • Chief Customer Officer

Not doing practicing account-based strategies? No worries. Come and learn anyway so you can be on the cutting edge of the latest strategies. 

Speakers and Leaders

Kelly Ford

Partner, Sales and Marketing Acceleration

Edison Partners

Michael Redbord

VP, Services and Support

Hubspot

Deborah Holstien

CMO

Everstring

Morgan Ingram

Manager, Sales Development

Terminus

Sangram Vajre

CMO & Co-founder at Terminus

Founder of #FlipMyFunnel

Catie Ivey

Director of Commercial Sales

Marketo

Nate Skinner

VP Product Marketing

Salesforce

Joe Quinn

Section Manager Account-Based Marketing, Americas

National Instruments

Jon Miller

CEO and co-founder

Engagio

Todd Eby

Founder and CEO

SuccessHacker

Andre Yee

CEO

Triblio

Peter Herbert

VP of Marketing

Terminus

Anadelia Fadeev

Senior Marketing Manager, Demand Generation

InfluxData

Daniel Day

Senior Marketing Manager, ABM

Snowflake

Sarah Shelnut-Rossborough

Marketing Operations Program Manager

Elekta

Kristen Wendel

Senior Director, Marketing Operations

LeanKit

Paul Teshima

CEO

Nudge.ai

Samantha Suarez

Digital Strategy Manager

Varex Imaging

Katie Bullard

Chief Growth Officer

DiscoverOrg

Riaz Kanani

Joint MD and Co-founder

Radiate b2b

Anneka Hicks

Owner/Founder

Cloud10 Marketing

Matty Squarzoni

VP of Integrated Digital Solutions

National Payment Solutions

Kyle Johnson

Director, Demand Generation Marketing

Workfront

Ethan Bynoe

Business Development Executive

Uviaus

J. Robert Slaughter

Executive Advisor and Consultant

The Slaughter Pen

Tabitha Adams

Demand Operations Manager

Alteryx

Ryan Reisert

Sales Acceleration Consultant

Zen Prospect

Mollie Bodenstiener

VP of Marketing

Funnelwise

Samantha Stone

Founder and CMO

The Marketing Advisory Network

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ABX Week Events

Webinar Series – Flipping Your Funnel Like A Pro

We’re excited to be hosting a series of video webinars as part of ABX week. Each day will cover a different stage of the flipped funnel and feature real world practitioners and industry experts from marketing, sales and customer success. Check out the tabs below to see descriptions and speakers for each session. 

Cost: $100

*If you send us an email to [email protected] and tell us why you love flipping your funnel, we just might hook you up with a promo code. 🙂

“Identifying Revenue Generating Accounts”

Identifying your best fit accounts is at the top of the flipped funnel for a reason and that’s because you need to nail this stage for all the other stages to proceed effectively. Simply put you need to know which accounts are most likely to buy from or expand their business with you.

In this 60 minute video webinar, you’ll learn about: 

  • Creating an ideal customer profile (ICP) based on best fit criteria
  • Using your existing CRM data to determine your best customers
  • Coordinating with your sales team to ensure they support your model
  • And much more!

Presenters:

Sangram Vajre, Co-founder and CMO at Terminus, Founder of #FlipMyFunnel (Moderator)

Deborah Holstien, CMO at Everstring

Morgan Ingram, Manager, Sales Development at Terminus

Nate Skinner, VP of Marketing at Salesforce Pardot

“Expanding Your Reach: Discovering The Buying Committee”

Once you have figured out which accounts are best for you to target, you’ll need to discover who sits on the buying committee. B2B purchases can include upwards of 12 people and you’ll need to influence each other them in order to win the sale or expand the account.

In this 60 minute video webinar, you’ll learn about:

  • Asking the right questions in the sales process to discover who you should be talking to
  • Empowering your champion to influence the other decision-makers
  • Mapping the org chart for each individual account
  • And much more!

Presenters:

Sangram Vajre, Co-founder and CMO at Terminus, Founder at #FlipMyFunnel (Moderator)

Anadelia Fadeev, Senior Marketing Manager, Demand Generation at InfluxData

Sarah Shelnut-Rossborough, Director of Marketing Operations at Elekta

Peter Herbert, VP of Marketing at Terminus

“Engaging Decision-Makers in Target Accounts On Their Terms”

This is where the rubber truly meets the road in ABM. Once you’ve figured out the accounts you want to target and who you need to influence within those accounts, it is time to run the actual engagement strategy.

In this 60 minute video webinar, you’ll learn about:

  • Creating account-specific engagement plans
  • Coordinating marketing and sales outreach
  • Using social media to reach your buyers where they are
  • Utilizing marketing automation to create account engagement journeys
  • And so much more!

Presenters:

Sangram Vajre, CMO and Co-founder at Terminus, Founder at #FlipMyFunnel (Moderator)

Catie Ivey Coutinho, Director of Commercial Sales at Marketo

Andre Yee, CEO at Triblio

Jon Miller, CEO and Co-founder at Engagio

“Turning Best Fit Customers into Advocates”

The beauty of account-based approaches is you get to create the absolute best possibly customer journey that will turn your customers into advocates. The’ll want to tell all their peers about how wonderful their experience is with your team and will readily recommend your products and services.

In this 60 minute video webinar, you’ll learn about: 

  • Increase product adoption by sharing customer stories
  • Reduce churn by putting your customers on a pedestal
  • Grow upsells and cross-sells through amazing customer experience
  • And much more!

Presenters

  • Sangram Vajre, CMO and co-founder at Terminus, Founder at #FlipMyFunnel
  • Michael Redbord, VP, Services and Support at Hubspot
  • Todd Eby, Founder and CEO at SuccessHacker
  • Paul Teshima, CEO at Nudge.ai

“ABM Measurements Your Stakeholders Actually Care About”

Perhaps the hardest part about shifting from a lead-based B2B model to an account-based model is proving success. The metrics are entirely different than what you might be used to. The number of form fills, dials, scans at a tradeshow or followers on social media are no longer relevant. What matters most is how well you are engaging the buying committee and how deeply they are using your product after they buy.

In this 60 minute webinar, you’ll learn about: 

  • What metrics really matter to your executives, board members and investors
  • How to shift from lead-based reporting to account-based
  • Why technology makes a real difference in your ability to prove success
  • And so much more!

Presenters

Sangram Vajre, CMO and Co-founder at Terminus, Founder of #FlipMyFunnel

Kelly Ford, Partner, Sales and Marketing Acceleration at Edison Partners

Kristen Wendel, Senior Director, Marketing Operations at LeanKit

Joe Quinn, Section Manager Account-Based Marketing, Americas at National Instruments

Daniel Day, Senior Manager, Account-Based Marketing at Snowflake

 Circles and Gatherings

*All times are local time to the location where the circle or gathering is taking place

Thursday, August 10, 2017 – #FlipMyFunnel Atlanta Gathering “Birthday Celebration” – RSVP Coming Soon

Tuesday, August 15, 2017 – San Francisco Circle Meeting – 6:00 PM – Details and RSVP

Tuesday, August 15, 2017 – Seattle Circle Meeting – 5:00 PM – Details and RSVP

Wednesday, August 16, 2017 – Portland Circle Meeting – Details and RSVP

Thursday, August 17, 2017 – London Circle Meeting – 3:00 PM – Details and RSVP

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Partners