Last time on the ABM Done Right Podcast, when he was at Clari, Tyler Pleiss shared why he was taking a 1:1 ABM approach to penetrate 3 markets that were years behind when it came to RevOps.
Now, Tyler is at Movable Ink and is shifting the perspective on ABM and the triangle. So, we invited him back onto the podcast. Check it out below to see how the ABM triangle is no longer relevant:
Key Ideas From This Podcast with Tyler Pleiss:
- The ABM pyramid, which was created 10+ years ago, puts ABM as a tiering, segmentation, and prioritization strategy when ABM should be much more.
- The ABM pyramid shows 1:1, 1: few and 1: many as 3 separate programs as the 3 should blend to create an account-based GTM. The ABM pyramid doesn’t show the account acceleration that needs to happen and how 1:1, 1:few and 1: many should work together to create an account experience where there’s more relevance along the way to create the greatest revenue streams possible YoY from future and existing customers.
- The ABM pyramid doesn’t guide you to which accounts you should prioritize. It doesn’t guide you to which accounts matter to your business. It’s a misleading indicator of how to best look at and execute your ABM approach.
Additional Discussions on the ABM Pyramid:
- Phases of ABM
- Flipping the Script on How Most GTM Teams Operate
- Going Beyond Tiering, Segmenting, Prioritizing and Targeting
Check Out Tyler’s Previous ABM Done Right Podcast Episode on 1:1 ABM: