Get to Know Personal ABM and How We Make More Revenue Happen By Changing Your GTM
“Your sales and marketing process matters but what matters the most is how your future and existing clients feel when they engage with you.”
Personal ABM: Your Revenue Growth Partner That
Will Fix Business Issues Beyond Your Pipeline
During an ABM Done Right Podcast with Corrina Owens. Gong’s Senior ABM Manager mentioned that ABM platforms have diluted the market on what ABM is about. Their big selling point is the targeted advertising approach — and it has become the norm, where many (including so-called ABM firms) have forgotten the principles of ABM and how it needs to be hyper-personal to the account, the individual buying committees, and to the human buyers themselves.
This tech focus makes ABM all about campaigns and touches vs. creating differentiated, relevant moments, interactions and experiences that Personal ABM works with clients to create. It’s become a bunch of tactics (retargeted ads, emails, Outreach campaigns, etc.) to get accounts into the pipeline.
But it should not be about getting accounts into the pipeline.
Since 2011, Personal ABM Delivered Revenue Growth vs. Just More Pipeline
Personal ABM was built on the premise that marketing is not broken. Sales is not broken. Customer success is not broken. What’s broken is how the teams are going to market as a whole and how they are interacting with the human buyers in the accounts they want to win, protect and expand.
It’s why Eric Gruber (who had a successful content marketing firm) joined forced with Kristina Jaramillo (who had a LinkedIn marketing firm) to change the experiences that teams deliver via content and social, email and live interactions. By mixing their personal account-based approach with “Challenger” principles of “tailoring for relevance” and “teaching for differentiation” along with “blue ocean strategies” where you create an uncontested market space and make the competition (including the status quo) irrelevant, the Personal ABM team is able to impact more than just the pipeline. The team is impacting ARR, GRR and NRR.
Since 2011, Personal ABM Delivered Revenue Growth vs. Just More Pipeline
Supply chain firm gets largest deals ever!
Digital asset management firm increases deal sizes by 2X.
Supply chain tech firm becomes fastest growing Inc 5000 business.
Revenue management tech firm reverses “no” positions with UPS.
Communications tech firm drives 25% profit growth with existing accounts.
Startup firm displaces Oracle at Fortune 1000 accounts.
Supply chain services firm protects at-risk P&G account.
Adtech firm improves win rates with the largest QSRs despite pandemic shutdowns.
ABM Firms That Are
Mostly Demand Gen
Eric Gruber – CEO
Before joining forces with Kristina, Eric led a content marketing firm since 2004 helping sales and marketing teams influence selling conversations and the internal buying conversations that his clients were not privy too.
Now, as an acting CMO for the firm’s clients when it comes to winning, protecting and expanding strategic accounts, he is applying his “Challenger” approach to improve interactions with tier 1 accounts. Under his direction, GTM teams are effectively engaging VPs and the C-suite to drive larger deal sizes, faster.
Kristina Jaramillo – President
While Eric leads the ABM strategic direction for clients, Kristina manages the execution and operations for both the Personal ABM team and our clients. Her oversight resulted in $2M wins with accounts that were previously unresponsive, 2X to 3X increases in deal sizes, up to 75% win rates with tier 1 accounts, 25% P&L growth, and greater customer lifetime value for mid-market technology and supply chain firms.
Kristina is a popular guest on webinars and podcasts and her articles can be found on top marketing websites and publications including MarketingProfs, CMO Alliance, CMO Council, G2, Crunchbase and others.
Get to Know the Personal ABM Team
Beki Scarbrough – VP of Enterprise ABM Division
Before joining the firm, Beki Scarbrough was the VP of ABX at Demandbase, VP of Demand Strategy and Operations at SecureAuth and VP of Marketing at ForgeRock and CA Technologies. She was also a marketing leader for Infor, RealPage and McAfee. She’s seen first-hand the stupid sh*t that B2B enterprises are doing and why they are not getting maximum returns from their investments in Demandbase and other platforms. As VP and division leader for the enterprise group, she’ll be leveraging her 16 years of marketing and marketing operations experience to identify growth areas that will accelerate ABM programs and revenue performance for B2B tech enterprises.
Kacyn Goranson – VP of ABM – Midmarket SaaS Division
Kacyn Goranson led 1:1 ABM programs at mid-market marketing tech firms like Knak (which has clients like Dish Networks, Microsoft, Google and Citrix) and for CM Group and their full portfolio including Campaign Monitor, Cheetah Digital, Emma, LiveClicker, Sailthru, Selligent and Vuture. While she has driven 44x increases on pipeline creation to program investment using platforms like Demandbase, 6sense and Reachdesk, Kacyn focuses more on the full impact to revenue that she can have vs. a small portion of the buying journey.
Asa Hochhauser – VP of Sales
Prior to joining Personal ABM, Asa Hochhauser led the enterprise sales team for RollWorks that helps companies like Salesforce.com, Okta, and Snowflake stop wasting money going after the wrong accounts. As he was responsible for both new customer acquisition and expansion, Asa learned about the challenges that companies face once they get accounts into the pipeline. As VP of Sales, he will help midmarket and enterprise tech companies reshape their ABM vision so they can accelerate their programs for next-level growth.
Catherine Robles – VP of Sales Canada
As a sales director for VanillaSoft, Catherine Robles focused on building memorable end-to-end customer experiences to earn the right for customer-driven growth. Reporting to the CRO, she enhanced the company’s GTM strategy to elevate moments of impact and meet new ARR, renewal and expansion goals. It’s through her account-based selling approach that helped the company improve the customer experience throughout the entire customer journey. Now as VP of Sales for Personal ABM, she’ll help Canadian B2B organizations integrate sales, marketing and customer success teams so they can win as 1 team.
Rich Oswald – ABM Content Leader
Through his firm, ContentRich, Rich Oswald created strategic content for more than 19 years for technology brands like PayPal, IBM, and Samsung and he Introduced the world to the first Internet-specific punctuation mark: the sarcastic tilde. Now, he’s joining forces with Personal ABM to lead the content division under Eric’s guidance and support clients in their efforts to create, capture, accelerate and close demand.
In addition to the team members above, Personal ABM has a team of content writers, account managers, account-based researchers and ABM strategists that support the firm’s clients.
Let’s Talk ABM and How You Too Can Win, Protect and Expand Key, Enterprise Accounts
Whether you are looking to start a new ABM journey or need help with your existing ABM program, let’s talk so you can become part of the 33% of programs that outperform in delivering business outcomes.
During our call we’ll discuss we’ll discuss…
- NYour business goals
- NYour revenue challenges
- NYour ABM readiness – and the steps you need to take
- NOur personal account-based approach that is driving stage progression, improving win rates and increasing deal sizes for clients.
After, you fill out the form to the right, we will email you with next steps, our availability for your ABM strategy call and additional ABM resources to review before we talk.