PART ONE > INTRODUCTION TO ACCOUNT-BASED MARKETING KEY BENEFITS OF ACCOUNT-BASED MARKETING Companies that have implemented ABM have achieved faster pipeline growth, Additional key findings from industry leaders higher close rates, larger average deal sizes, and greater customer retention. that support the move to ABM: Here are a few ROI metrics from real Terminus customers: “Companies leveraging “40% of our new business Terminus see a 313% “$10 million in sales pipeline was generated “Almost 50% of marketing budgets is wasted on ROI, 60% increase in revenue in a four month from target ABM generating leads that companies don’t contact.” opportunities set by their period can be attributed accounts. And we saw a Conversica sales development team, to ABM with Terminus.” 45% increase in average 40% reduction in customer Daniel Englebretson, opportunity value.” acquisition cost, and 20% Khronos, Founder & Head increase in close rate.” of Client Services Sr. Manager, Marketing Forrester Consulting Operations, digital.ai “Almost 85% of marketers measuring ROI say that ABM outperforms other marketing investments, while 72% reported an uplift in revenue growth.” “31% of our target ITSMA “I cut my costs by half accounts progressed to and more than doubled the next stage of our “ABM shortened our my results.” sales funnel in the first sales cycle by 40%.” Head of ABM at a VP of Customer “Accounts that see both targeted brand and month.” acquisition messaging are 6x more likely to business services Sr. Manager, Marketing Acquisition, SOASTA convert.” provider Operations, digital.ai LinkedIn Research Blueprint to Account-Based Marketing | © 2020 Terminus Software, Inc. All rights reserved. 7