ABM Key Performance Indicators: Make them data driven with Intent Monitoring!

Kay Kienast

Head of Marketing Operations, GE Power Digital

GE Power Digital is a new growth engine for the company. We are charged with the significant growth of “new logos” in a compressed time frame. The sales coverage map includes both named accounts (ABM) as well as geographic coverage. We needed a cost-effective solution to identify which targets specified in the coverage map were in the buying cycle. Discovering that would allow us to hit our aggressive key performance indicators. Using InsightBASE® from True Influence® we increased our new logo SALs plus increased the existing customer sales pipeline, exceeding targets.

  • Why you can’t just grow your market with ABM. You need geographic coverage as well.
  • Hear how we identified the global data needed for a highly-targeted market.
  • Learn how to determine prospect and customer purchase intent with Intent Monitoring.
  • How to measure ABM performance improvement.

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