Get Your ABM on at Dreamforce!

Dreamforce is nearly here, and companies and attendees from across the globe are gearing up for the big event. Four days packed with keynotes, sessions, parties, meetings and concerts, planning your Dreamforce schedule is nothing short of Herculean! With all the events and sessions to choose from, the fear of missing out can’t be ignored.

With ABM (Account-Based Marketing) increasingly becoming a must-have in every B2B Marketer’s toolkit, the number of ABM-focused sessions continues to grow at Dreamforce. Whether you’re new or ready to take the next step in your ABM journey, there’s something for everyone in this year’s lineup.

Here are five sessions Demandbase is participating in which you can bookmark on your Agenda Builder:

Full-Funnel ABM: Aligning Across Your Tech Stack

ABM, marketing automation and CRM are the core pillars of an effective B2B marketing plan. When the three pieces are seamlessly integrated, their value surpasses their individual ROI. Join us to learn how Demandbase, Pardot and Salesforce join forces to help customers create wildly successful ABM strategies.

  • Date: Tuesday, September 25
  • Time: 9:00 AM – 9:40 AM
  • Location: Marriott Marquis, Nob Hill A-D
  • Speakers: Dom Lindars, VP of Product, Demandbase; Meredith Brown, Senior Director, Product Management, Salesforce

Measure Marketing ROI: Best Practices from the Experts

Data-driven marketing has long moved on from novel to necessity. Are you keeping up? Does your organization have a direct line of sight from MQL to closed won? Have one source of truth for marketing ROI data? Maintain a real-time pulse on how many closed-won dollars marketing sources? Only spend time on the activities that generate revenue? If you are not sure how to answer these questions, join this panel of metrics-obsessed marketing leaders and find out how they built their own data-driven marketing teams and systems. #DF18Partners

  • Date: Tuesday, September 25
  • Time: 1:00 PM – 1:40 PM
  • Location: Park Central Hotel, Olympic
  • Speakers: Jessica Fewless, VP, ABM Strategy, Field & Channel Marketing, Demandbase; Josh Weckesser, Director Business Development Strategic Alliances, Xactly; Sofia Tulchinsky, Senior Director, Industries & Partners Strategy, Salesforce

The Rise of Revenue Ops: How Sales, Marketing and Business Ops Drive Growth
Sales, marketing and business ops are coalescing to form the rise of revenue ops. However, the challenge remains: How can these teams integrate to optimize for growth? How do you justify your technology stack? Learn from industry-leading professionals on how they built and executed go-to-market strategies to accelerate revenue growth.

  • Date: Tuesday, September 25
  • Time: 2:00 PM – 2:40 PM
  • Location: InterContinental Hotel, Union Square
  • Speakers: Jessica Fewless, VP, ABM Strategy, Field & Channel Marketing, Demandbase; Kevin Raybon, VP, Global Sales Operations, Thomson Reuters; Linda Fitzek VP Business Operations EverString; Fred Shilmover, CEO, InsightSquared

Achieving Success with ABM: Your 10 Step Checklist
What is standing in your way to getting to ABM success or even getting your ABM initiative off the ground? Alignment? Orchestration? Change Management? Fortunately, it is not as hard as you think to get started! This session will give practical advice on how to align your organization around ABM, from metrics to your target account list to your marketing mix and more, so you too can realize the efficiency and revenue promises of an ABM strategy!

  • Date: Wednesday, September 26
  • Time: 8:00 AM – 8:20 AM
  • Location: Palace Hotel, East Theater
  • Speaker: Jessica Fewless, VP, ABM Strategy, Field & Channel Marketing, Demandbase

Make Salesforce Your ABM Engine

Join last year’s Dreampitch winners and learn how Effective ABM strategies extend beyond user acquisition and impact the customers’ full experience with your company. The CEO of Loop & Tie and the VP, ABM Strategy, Field & Channel Marketing at Demandbase will help you harness the power of the Salesforce Platform to deliver scalable, personalized ABM and gifting strategies with minimal effort and maximum impact. We’ll share consumer case studies and implementation tactics that ensure your strategies scale easily, delight customers, and generate the data you need to assess program efficacy.

  • Date: Thursday, September 27
  • Time: 5:00 PM – 5:40 PM
  • Location:  Palace Hotel, Ralston Room
  • Speakers: Jessica Fewless, VP, ABM Strategy, Field & Channel Marketing, Demandbase; Sara Rodell, CEO, Loop & Tie

Other ABM sessions worth checking out at Dreamforce 2018:

Rethinking B2B Buyer Engagement With ABM, AI, and Analytics
There’s no denying it, we have officially entered the Age of Intelligent B2B Marketing. With continued advances in ABM, AI, and Analytics technologies, today’s marketers have the tools to think beyond account segmentation, persona preferences, and individual behavior to also assess the context of the buying group before planning the mix of interactions and content needed to engage them. But how do you effectively leverage these tools to drive breakthrough performance? Join Kristin Farwell, Research Director of Demand Creation Strategies at SiriusDecisions, as she dives into today’s marketing technology and discusses what you should be investing in to create the ultimate B2B marketing growth stack.

  • Date: Tuesday, September 25
  • Time: 12:30 PM – 1:10 PM
  • Location: Marriott Marquis, Yerba Buena Salon 8
  • Speaker: Kristin Farwell Research Director, Demand Creation Strategies, SiriusDecisions

5 Ways to Personalize Your ABM Content Strategy at Scale

Account-Based Marketing is high-touch and extremely targeted; its very nature, however, creates challenges for personalizing content experiences, which can be time intensive and resource heavy. Join Uberflip’s CMO Randy Frisch, and learn how to build a content strategy that delivers personalized, account-based marketing interactions at scale.

  • Date: Tuesday, September 25
  • Time: 2:30 PM – 2:50 PM
  • Location: Palace Hotel, East Theater
  • Speaker: Randy Frisch President & CMO, Cofounder, Uberflip

#1 ABM: Top CXOs on Account-Based Marketing Delivering Customer Success

Join us for Dreamforce’s most popular ABM session, 3 years in a row! ABM has been transforming Sales & Marketing — and most importantly has been enabling on companies’ ability to deliver Customer Success and happiness. For the 3rd year in a row we have assembled top CEOs and CMOs to give you an inside view on “what’s worked” and “what hasn’t worked” for them so that you are equipped to leverage ABM to transform your business and win the hearts of your customers! Come prepared to be inspired and leave with a winning ABM strategy you can start executing successfully within 30 days!

  • Date: Wednesday, September 26
  • Time: 1:00 PM – 1:40 PM
  • Location: Palace Hotel, Ralston Room
  • Speakers: Jay Gaines CMO and Research Fellow SiriusDecisions; Jason Jue, CMO, Triblio; Fred Studer, CMO, FinancialForce; Robi Ganguly, CEO and Co-Founder, Apptentive; Jonathan Miller, CEO, Engagio; Fred Tsai, Senior Director, Salesforce

The ABM Playbook for World-Class Marketing Teams
To execute ABM you need to coordinate personalized Marketing, Sales, and Customer Success efforts to open doors and deepen engagement at target accounts. But how do you organize and execute on so many moving pieces at once? It can be a little overwhelming… but it doesn’t have to be. Join us as we reveal our proven ABM plays – complete with scripts, players, timing, templates, and directions.

  • Date: Thursday, September 27
  • Time: 11:20 AM – 11:50 AM
  • Location: Palace Hotel, East Theater
  • Speaker: Charm Bianchini, Head of Global Demand, Engagio

The ABCs of ABM (Account-Based Marketing)
Customer expectations have changed and you can no longer take a broad-based marketing approach. Account-Based Marketing (ABM) is marketing that is suited to today’s always-on customer: targeted, efficient, and right on message. Learn the secrets of ABM from Pardot VP Nate Skinner and FullStory CMO Peter Herbert, and take your marketing to a whole new level.

  • Date: Thursday, September 27
  • Time: 1:00 PM – 1:40 PM
  • Location: Marriott Marquis, Yerba Buena Salon 1-3
  • Speakers: Kirk Crenshaw, CMO, Traackr; Nate Skinner, VP Product Marketing, Salesforce; Peter Herbert, CMO, FullStory

Einstein Account-Based Marketing: Salesforce’s Complete ABM Solution

In the Age of Intelligent Marketing, B2B marketers are looking for ways to super-charge their ABM strategy with AI. Join us as we dive into what it takes to create a successful Account-Based Marketing strategy with Einstein Account-Based Marketing, the complete ABM solution powered by AI and built on the world’s most intelligent CRM. You’ll see firsthand how Einstein ABM helps marketers identify the right accounts, improve customer engagement, align sales and marketing, and measure and optimize campaign performance.

  • Date: Friday, September 28
  • Time: 11:00 AM – 11:40 AM
  • Location: Marriott Marquis, Nob Hill A-D
  • Speakers: Kirk Crenshaw, CMO, Traackr; Carrie Smith Senior Manager, Product Marketing, Salesforce Pardot

Sriracha for ABM: 3 Ways to Spice Up Your ABM Initiatives & Skip the Heartburn

In this session, you’ll get an inside look at real-world ABM programs that have achieved from 20% to 80% meeting-to-conversion rates. We’ll ease the pain of getting started by revealing a blueprint for effective collaboration between Sales, Marketing and Customer Success teams.

  • Date: Friday, September 28
  • Time: 11:15 AM – 11:35 AM
  • Location: Marriott Marquis, Golden Gate – Expedition Theater
  • Speaker: Sandra Freeman, Head of Strategic Marketing, Engagio

Also check-out these off-campus sessions:

Powered by Innovation – Dreamforce Lounge

BrightTALK @ Dreamforce Panel
Data. It rules everything around us. From identifying intent signals to engaging your ideal audience, marketers are steeped in collecting, enriching, and sanitizing data to deliver a connected experience. It informs who, what, where and how professionals audiences want to discover insights, learn to solve complex challenges and succeed in making better business decisions. Delivering a point of view that inspires and acquires new customers, is the currency in an economy powered by data.

  • Date: Tuesday, September 25
  • Time: 10:00 AM – 10:20 AM
  • Location: Trou Normand, 140 New Montgomery Street
  • Speaker: John Dering, Sr. Director, ABM Technology & Strategy, Demandbase; Joseph Cole, VP, Marketing, AdRoll; Dave Pitta, CMO, BrightTALK; 

Magnet 360

Full-Funnel ABM: Aligning Across Your Tech Stack
ABM, marketing automation and CRM are the core pillars of an effective B2B marketing plan. When the three pieces are seamlessly integrated, their value surpasses their individual ROI. Join us to learn how Demandbase, Pardot and Salesforce join forces to help customers create wildly successful ABM strategies.

  • Date: Wednesday, September 26
  • Time: 9 AM – 10 AM
  • Location: Marriott Marquis, Suite 2929
  • Speakers: Lisa Schuble Ward, Senior Solution Architect, Magnet360; Dom Lindars, Vice President, Product Management, DemandbaseEhsan Ketabchi, Senior Product Manager, Demandbase

Ops-StarsBrought to you by LeanData

AI in the Sales and MarTech Stack: Nothing to Fear

AI is here and is starting to have a significant impact on enterprises. However, revenue-generating teams such as sales and marketing are still hesitant to embrace the machine (AI). Join Menaka Shroff, Global Head of Marketing, Devices and Mobility, Google Cloud, Peter Isaacson, Chief Marketing Officer, Demandbase and Gerry Murray, Research Director, Sales and Marketing Technologies, IDC, to understand how AI is empowering sales and marketing teams to drive increased revenue today, improve team productivity, and how will AI impact integrated sales and marketing technology stacks.

  • Date: Wednesday, September 26
  • Time: 10:50 AM – 11:20 AM
  • Location: Ops Stars, The SF Mint
  • Speakers: Latane Conant (Moderator) CMO, 6Sense; Gerry Murray Research Director, Sales and Marketing Technology, IDC; Menaka Shroff Global Head of Marketing, Devices and Mobility, Google Cloud; Peter Isaacson, CMO, Demandbase

How to Scale an Outbound Prospecting Strategy Using Real-Time Signals
Your competitors know immediately when a target opens a new office, hires a C-level executive, or reaches a new stage of growth. Is your sales team exercising a data-driven approach to outbound sales? Panelists will discuss leveraging both firmographic information and company ‘signals’ to ensure they are reaching out to buyers at the right time.

  • Date: Wednesday, September 26
  • Time: 1:55 PM – 2:25 PM
  • Location: Ops Stars, The SF Mint
  • Speakers: Sean Moroney (Moderator), Head of Accounts & Customer Success, DataFox; Jay Tuel, VP Sales Development, Demandbase; Joe Caprio, VP of Sales, Chorus.ai

Radius B2B Champions Club

ABM: Beyond Demand Generation
ABM is a full pipeline approach, but most marketers stop at the top of the funnel, reducing close rates and placing a drag on revenue. This session will show you how to think like a revenue marketer and then walk you through the strategies and programs you’ll need to capture your full revenue potential.

  • Date: Thursday, September 27
  • Time: 9:00 AM – 9:25 AM
  • Location: B2B Champions Club, One Kearny, San Francisco
  • Speaker: Jessica Fewless, VP, ABM Strategy, Field & Partner Marketing, Demandbase

Leadership Panel: Getting ABM Right and Getting Ready for What’s ABM?
Account-Based Marketing is outperforming traditional B2B marketing on just about every level: from prospecting, through engagement, conversion, retention, cross-selling and beyond. That means it’s not just the next big thing: it’s here and it’s transforming marketing from the ground up. Each of the members of this star-studded panel has their own way of getting it right. Join us for a discussion of what works in ABM, what doesn’t, and what’s going to change everything in the coming year

  • Date: Thursday, September 27
  • Time: 12:00 PM – 12:45 PM
  • Location: B2B Champions Club, One Kearny, San Francisco
  • Speakers: Rob Leavitt (Moderator), Sr. VP, ITSMA; Kristen Alexander, CMO, Certain; Heidi Bullock, CMO, Engagio; Joe Hyland, CMO, ON24; Julia Stead, VP, Marketing, Invoca; Lisa Ames, VP, Demand Gen, Demandbase; Elle Woulfe, VP, Marketing, PathFactory; Justin Keller, VP, Marketing, Sigstr; Marne Reed, Chief Evangelist & VP, Strategic Alliances, PFL; Lori Peracchi, Customer Marketing Director, Optimizely; Katherine Grunert, Director, Revenue & Growth Marketing, Radius

Now that you’ve squared your sessions schedule ready to party?

Get Real. Get Down. And Light Up the night with us Tuesday night at the Demandbase Party at Temple!