s e s s e c o r M p B III 7 A t e r a h P T Aggregate engagement Measure total minutes across target accounts to understand overall engagement. If this trend is up, you’re likely connecting with target accounts. If this number goes down, the program needs work. Engagement has replaced marketing-sourced pipeline as the top marketing metric at one Target accounts with increasing engagement illuminate ABM’s effectiveness. enterprise company that uses Engagio. Use a ‘heatmap’ to see where the minutes come from, pivoting by different data fields. “Engagement has so many facets: who is engaging, where are they engaging, and how much are they are engaging? How many contacts from one account are engaging? Are [customers] engaging with your SaaS platform (for land and Heatmaps show accounts with executive engagement — and those without. expand opportunities)?” Rebecah Wiegardt, Account Based Marketing Manager, Vyond 116