Ep. 2 - Scaling ABM: How Large Companies and Startups Differ | Salesforce (Slack) Artwork

ForgeX Files

Companies that adopt an account-based approach throughout the entirety of their GTM strategy outperform those who don’t.

ForgeX Files is forging the future of Account-Based GTM.

Davis Potter, CEO & Co-Founder @ ForgeX welcomes thought leaders, fields AMAs, critically evaluates vendors, and shares research-backed insights for you to elevate your programs and career.

Join us as we explore the latest trends and strategies in ABM, and learn how to build a holistic go-to-market strategy that drives growth.

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ForgeX Files

Ep. 2 - Scaling ABM: How Large Companies and Startups Differ | Salesforce (Slack)

October 29, 2023 • Davis Potter

In this week's episode of the ForgeX Files, host Davis Potter welcomes Ashton Wright, Sr. ABM Manager at Salesforce (Slack). They dive into her journey and the intricate evolution of Account-Based Marketing (ABM) tactics she championed at two tech industry frontrunners.

Key Takeaways:

At Salesforce, substantial resources catalyzed a culture of experimentation, leading to remarkable ABM achievements and paving the way for data-driven account selection and robust growth.
Upon her transition to Slack, Ashton deftly adapted to a leaner budget, placing emphasis on specialized targeting and streamlined program frameworks to optimize reach and efficacy.
The shift from Salesforce's comprehensive 1:1 approach to Slack's scalable 1:Many strategy underscores the adaptability essential in ABM, catering to diverse organizational magnitudes.
Securing executive buy-in proved instrumental in anchoring ABM initiatives
Emphasizing the necessity for Demand Gen and ABM to partner, capitalize on emerging digital trends, and maintain resilience amid industry upheavals, notably the COVID-19 pandemic.

Closing Note:

Ashton Wright's insights into ABM are a treasure trove of strategic artistry, revealing the malleability and inventive solutions that drive success in diverse enterprise contexts. Whether you're a startup or an established enterprise, these revelations provide a valuable roadmap to architecting a world-class ABM framework.