• EP. 62 - You Need To Change How You Track Account Engagement in B2B Marketing With Davis Potter

  • May 6 2024
  • Length: 31 mins
  • Podcast
EP. 62 - You Need To Change How You Track Account Engagement in B2B Marketing With Davis Potter By cover art

EP. 62 - You Need To Change How You Track Account Engagement in B2B Marketing With Davis Potter

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  • Summary

  • In this episode of Scrappy ABM, host Mason Cosby interviews Davis Potter, CEO and founder of ForgeX, an account-based go-to-market research firm. They discuss key metrics and benchmarks for ABM success, why engagement measurement is important but challenging, and tips for modeling engagement in a scrappy way when resources are limited.


    Best Moments:


    (05:14) Metrics and benchmarks for ABM are difficult because every company defines and measures things differently. There is no standard model or funnel.


    (08:11) Engagement can be measured at the account and contact levels. Important to track buying group engagement for open opportunities.


    (16:39) Since standard benchmarks don’t exist, compare over time or use a control group rather than trying to compare to industry averages.


    (19:34) Marketing, sales, and customer success touches should all be included in engagement modeling. Focus on meaningful interactions.


    (23:10) For scrappy marketers, start tracking engagement manually in Excel while proving out the model before investing in more advanced tech.
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