Full Circle Insights

OCTOBER 1, 2022

That’s why monitoring activation rates should be a top priority. The Forrester B2B Revenue Waterfall provides a helpful context for analysis, and from a marketing perspective, effective campaigns are those that move targeted accounts through the opportunity funnel to the prioritized stage, where the sales handoff occurs.

Account Based Marketing 52

Account Based Marketing ABM Sales Management Webinar Metrics 52

Full Circle Insights

SEPTEMBER 23, 2022

The Forrester B2B Revenue Waterfall provides an excellent framework for ABM. Then marketers can monitor account activation, tracking when the account shows intent and engagement and working with the sales team to prioritize buying groups for qualification. So are attribution tools to evaluate campaign effectiveness.

Account Based Marketing 59

Account Based Marketing ABM Full Circle Insights Top of Funnel 59

Full Circle Insights

JANUARY 31, 2023

Another eye-opening statistic from the study: Eighty-one percent of marketers said quantifying ABM program results is a top challenge. Metrics that are rooted in the Forrester B2B Revenue Waterfall framework, such as detected to engaged conversion rates , can help marketers monitor account activation.

Account Based Marketing 52

Account Based Marketing Ideal Customer Profiles ABM Trends 52