Our latest thinking from across the Agent3 Group.

In this episode of Unboxed, Greg Salmon. Chief Commercial Officer, Agent3, and Michael Taylor, Associate Director, RevTech, Agent3 discuss the possible convergence of thoughtful, yet resource-intensive ‘precision’ ABM approaches, with broader demand generation tactics.

Is it possible to achieve a best-of-both-worlds Utopia? Together, the pair discuss the need for a ‘less is more’ approach, keeping tightly aligned to the ICP in order to drive better results.

While pipeline quantity and velocity have always been key, persuading teams about the importance of quality, is often a shift at a more philosophical level.

Join Agent3 Group’s Chief Commercial Officer, Greg Salmon, and Fractional CMO, Chris Blaik, as they discuss the need to pivot from looking at individuals as buyers, to focusing on buying groups within organizations. How does this shift in mindset redraw engagement patterns between Sales, Marketing and BDR teams within the organization, and how important is trust throughout?

There are many business challenges that can be addressed by renewing focus on value proposition development: recategorization, for example, when firms break into new markets, post acquisition integration…..and more.  In this video, Mark Wiseman-Smith, managing director of Agent3, discusses some of these scenarios with Nat Sones, Chief Strategy Officer, Agent3, and the challenges from a value proposition perspective.

Precision ABM typically requires significant investment in time and resource, but pays dividends for large, often complex deals. ABM at Scale programs, conversely, work better for a larger number of smaller deals. Which flavor of ABM would work best for your organization? In this video, Greg Salmon, Chief Commercial Officer of Agent3 Group, and Clare Noble, SVP of Agent3 North America, discuss some of the types of ABM program, different types of program structures, and suggest which might be right for different organizational challenges.

Sales and marketing alignment has long since been – and often still is – a challenge for B2B organizations.  But for ABM at Scale programs in particular, there’s a new alignment challenge in town: marketing on marketing.  In this video, Clare Noble, SVP of Agent3 North America, and Greg Salmon, Chief Commercial Officer, Agent3 Group, discuss the importance of having the buy-in from, and alignment of, all marketing team members, including Marketing Operations, Content and Field Marketing teams

In this video, Mark Wiseman-Smith, managing director of Agent3, defines Value Proposition Development and discusses its importance with Nat Sones, Chief Strategy Officer, Agent3.

Is deal-based marketing the same as 1:1 ABM, or are there points of differentiation? Where do they overlap? Which approach works best for which deal, team or organization? Greg Salmon, Chief Commercial Officer of Agent3 Group, discusses some of the implications of each approach with Clare Noble, SVP, Agent3, North America, and shares thoughts on the pros and cons of each.

What’s the difference between a dedicated insights function and a well informed sales team? In this video, Roger Marshall, Partner, APAC, Agent3, joins Peter Lundie, Managing Partner, Agent3 Group. to describe the importance of having data analysts to provide a truly valuable interpretation of insights data to inform marketing programs. 

In this video, Roger Marshall, Partner, APAC, Agent3, joins Peter Lundie, Managing Partner, Agent3 Group to discuss how insights inform 1:few programs by identifying red threads in specific vertical sectors so that groups of accounts feel as if they’re being spoken to on an individual basis and programs can move from personalized to hyper personalized at speed.

Building a robust MOPs team within your RevTech department is akin to setting the stage for a high-impact performance.