ROI Driver #3: Shareable Account-Based Marketing (ABM) Pipeline Expansion Using RELAYTO earlier in the customer buying process via account-based marketing techniques can increase sales pipeline. For example, one customer shared how a buying group member forwarded a sales presentation link, including an email-gated implementation plan, to a colleague who became interested. Despite being late in the sales cycle, the observable interactive features helped their salesperson expand the deal size. Notably, one RELAYTO customer interviewed as part of this True ROI study implemented a tactic to drive new buyer stakeholders to the sales process. Speci fi cally, the customer included an interactive slide for a buyer to envision - and even type in - additional stakeholders that the product post-implementation would impact. This led to a more customized presentation that engaged a broader universe of buyer stakeholders and picked up deal expansion momentum as the buyer stakeholder group expanded. Given the size of B2B buying groups, this can be a particularly impactful tactic: ● Gartner: The average buying team size is between 14 and 23 people ● Forrester: 66% of B2B buying groups are more than six people 6