Sharebird
Sign Up / Sign In

What are common metrics that drive different types of marketing strategies like ABM or PLG?

Answer
2 Answers
Data and Analytics
  1. Moon Kang 🚀
    Moon Kang 🚀

    Showpad Director, Growth Marketing | Formerly a child • 3y

    I think strategies like ABM are decided upon when you identify a strong, core ICP that you can trust both quantitatively and qualitatively. ABM requires a solid ICP to understand who to go after but strong qualitative feedback from sales leadership validates and supports that ICP. When you have that ICP and both sales & marketing believe in that profile, you decide that your tier 1 and 2 accounts are the only accounts that meet the ICP.  Some things that I'd look at to determine ICP (which w ...Read More

    1,533 Views
  2. Erika Barbosa
    Erika Barbosa

    Counterpart Marketing Lead | Formerly Issuu, OpenText, Webroot • 3y

    From my perspective, ABM and PLG are two different approaches and while the associated metrics will have some overlap, they will largely differ. There is a complementary framework from a product-led sales and ABM perspective, but that’s a separate topic. Example metrics within the context of this question: ABM metrics: Marketing qualified leads (MQLs) Conversion rate Customer acquisition cost (CAC) Target accounts in pipeline Average deal size PLG metrics: Product-driven revenue (PDR) Time to va ...Read More

    334 Views

Related Ask Me Anything Sessions

Erika Barbosa

Counterpart Marketing Lead, Erika Barbosa on Funnel Science

March 5 @ 10:00AM PT

View Answers
Mike Braund

Iterable Sr. Director, Marketing Operations & Digital Marketing, Mike Braund on Tech Stack

November 20 @ 9:00AM PT

View Answers
Erika Barbosa

Counterpart Marketing Lead, Erika Barbosa on Tech Stack

June 26 @ 10:00AM PT

View Answers
See All Upcoming AMA's

Top Demand Generation Mentors