How To Integrate Predictive Marketing Into Your ABM Strategy
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Mintigo provides a predictive marketing technology stack that uses machine learning models and signals from the web to identify target accounts and contacts for account-based marketing (ABM) strategies. The stack discovers accounts that fit an ideal customer profile, scores accounts predictively, identifies decision-makers within accounts, and enables engaging accounts across channels with personalized content driven by predictive insights. The goal is to engage with the right contacts at the right accounts through the right messages and channels to generate leads and drive sales.
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How To Integrate Predictive Marketing Into Your ABM Strategy
- 3. Starting Off With ABM & Predictive – A Simple Approach Discover Target Accounts Engage Multi-Channel Driven By Data Personalize Content From Predictive Insights AWS Shopping Cart Retail Global CRM High Web Traffic Identify Decision Makers & Influencers
- 4. Predictive Models Identifies Accounts That Fit Your Ideal Customer Profile Discover Target Accounts Engage Multi-Channel Driven By Data Personalize Content From Predictive Insights AWS Shopping Cart Retail Global CRM High Web Traffic Identify Decision Makers & Influencers
- 5. Is This How You Select Your Target Accounts?
- 6. Your ICP: Low-Res or HD?
- 7. 1 0 0 1 1 1 0 0 1 0 1 1 1 0 0 1 0 1 1 0 0 1 1 0 1 0 1 0 1 1 1 1 0 0 1 0 1 1 1 1 0 0 1 0 1 1 1 0 0 1 0 1 1 1 0 0 1 0 0 1 0 1 1 1 0 0 1 1 0 0 1 0 1 1 1 0 0 1 0 1 1 0 1 1 0 0 1 0 1 1 1 0 0 1 0 1 1 0 1 1 0 0 1 0 1 1 1 0 0 1 0 1 1 0 1 1 0 0 1 0 0 1 1 1 0 0 1 0 1 1 0 1 1 0 0 1 1 1 0 0 1 0 1 1 0 1 1 0 Ideal Customer Profile (aka “CustomerDNA™”) Customers (“Positives” List) Prospects Predictive Models/ Machine Learning Signals From The Web (i.e., tech, org/hiring, financials, intent, etc.) How Predictive Modeling Works
- 8. Ideal Customer Profile (aka “CustomerDNA™”) Selecting Target Accounts via Predictive Account Scoring • Revenue: Above $1B • Industry: Software & Manufacturing • Marketing Tools: Marine Software, Ensighten, BazaarVoice • CX: ForeSee, OpinionLab • PPC Spend: Above $5K • Alexa Rank: < 100K • CDN: Akamai • Analytics: Adobe Omniture • Hires Demand Gen roles … Initech Corp. Aviato Inc. Cyberdyne Systems Predictive Score 75 or Rank B Predictive Score 54 or Rank C Predictive Score 92 or Rank A
- 9. Mintigo : Create A Predictive Model In As Quick As 15 Min
- 10. Mintigo : Identify High-Propensity-To-Buy Accounts “In-Funnel” “Net New”
- 11. Find The Best Contacts From Your Target Accounts To Engage With Discover Target Accounts Engage Multi-Channel Driven By Data Personalize Content From Predictive Insights AWS Shopping Cart Retail Global CRM High Web Traffic Identify Decision Makers & Influencers
- 12. Accounts are Critical… But Remember “People” Scope and Sign The Checks
- 13. 1 0 0 1 1 1 0 0 1 0 1 1 1 0 0 1 0 1 1 0 0 1 1 0 1 0 1 0 1 1 0 0 1 0 1 1 1 1 0 0 1 0 1 1 1 0 0 1 0 1 1 1 0 0 1 0 0 1 0 1 1 1 0 0 1 1 0 0 1 0 1 1 1 0 0 1 0 1 1 0 1 1 0 0 1 0 1 1 1 0 0 1 0 1 1 0 1 1 0 0 1 0 1 1 1 0 0 1 0 1 1 0 1 1 0 0 1 0 0 1 1 1 0 0 1 0 1 1 0 1 1 0 0 1 1 1 0 0 1 0 1 1 0 1 1 0 Ideal Customer Profile (aka “CustomerDNA™”) Customers Prospects Predictive Models/ Machine Learning Signals From The Web (i.e., tech, org/hiring, financials, intent, etc.) Your Data Records (those already in your funnel) “Total Addressable Market” • Data for tens/hundreds of millions of accounts & contacts • Score all of these accounts & against your ICP • Download net new into your MA or CRM systems, or use in named-account campaigns Predictive Platforms Finds “Net New” Contacts
- 14. Mintigo : Download Lists Of Contacts For High Scored Accounts …but don’t batch & blast!
- 15. Mintigo : Generate Leads From Target Accounts Through Content Syndication
- 16. Predictive Data Helps Identify Relevant Messages & Offers Discover Target Accounts Engage Multi-Channel Driven By Data Personalize Content From Predictive Insights AWS Shopping Cart Retail Global CRM High Web Traffic Identify Decision Makers & Influencers
- 17. Mintigo : CustomerDNA™ Shows Important Characteristics Of Your ICP
- 18. Predictive Data Unveils “Non-Intuitive Insights” 5X
- 19. Insights From Predictive Data Can Help Personalize Your Value Proposition
- 20. Engage With The Right Contacts At The Right Accounts With The Right Message Through Multiple Channels Discover Target Accounts Engage Multi-Channel Driven By Data Personalize Content From Predictive Insights AWS Shopping Cart Retail Global CRM High Web Traffic Identify Decision Makers & Influencers
- 21. Timely & Personalized Messages Are Driven By Having Predictive Data In Other Marketing Systems
- 22. Timely & Personalized Messages Are Driven By Having Predictive Data In Other Marketing Systems
- 23. Timely & Personalized Messages Are Driven By Having Predictive Data In Other Marketing Systems
- 24. Mintigo : Don’t Forget Your Most Important Channel – SALES!
- 25. © Copyright 2016. Mintigo Inc. All Rights Reserved. @tones810 | @mintigo | #FlipMyFunnel “For my ally is the Force, and a powerful ally it is…Its energy surrounds us and binds us.” ―Jedi Master Yoda describing the Force to Luke Skywalker Data, Like The Force, Connects All Things data our martech stack
- 27. 4 Ways To Integrate Predictive Into Your ABM Strategy Discover Target Accounts Engage Multi-Channel Driven By Data Personalize Content From Predictive Insights AWS Shopping Cart Retail Global CRM High Web Traffic Identify Decision Makers & Influencers
- 28. Thanks!