CHAPTER 3 ABM Technology What are the essential tools you can’t do ABM without? More companies than ever are investing in Account Based Marketing (ABM) technology. CRM 81.65% Marketing Automation 70.64% This year, 80% of organizations are planning to purchase LinkedIn 49.24% new solutions in four or more ABM technology cate- gories — a 28% increase according to TOPO. Engagio 30.58% DiscoverOrg 20.18% According to TOPO, “As organizations move from pilots to repeatable, scalable programs, technology investments in Other 12.54% account-based platforms, data sources, and account Terminus 11.31% insights are required to achieve expanding expectations.” Sandoso 10.40% Demandbase 10.09% LeanData 9.79% 0% 23% 45% 68% The top 3 tools that people can’t do ABM without are CRM, Marketing Automation and LinkedIn ABM TACTICS AND DETAILS 29