Data Snapshot ABM benefits How does ABM return on investment (ROI) compare % Reporting improvement from ABM to traditional marketing initiatives? % of respondents 84% % % % About the same 74 69 11 15% Somewhat higher Reputation Relationships Revenue Significantly higher (Brand perception, (Number of relationships (Annual revenue per account) awareness, and knowledge) across accounts) % ITSMA and ABM Leadership 30 Alliance Account Based Marketing Benchmarking Survey, July 2017 % The 3Rs: ABM provides benefits beyond revenue, also 66 improving reputation and relationships. ITSMA and ABM Leadership Alliance ABM Benchmarking Survey, July 2017 Benefits of ABM vs traditional marketing approach 55% Alignment Between Sales & Marketing 4.64 % Overall LTV 4.31 23 Upsell/Cross-sell 4.2 Return on Sales & Mktg. Investment 4.14 ABM beats traditional Close Rate marketing in every New to ABM Experienced 4.02 measured category, ( 2 years experience) ( 2 years experience) Initial Contract Value TOPO 2016 = < > 4 (N=35) (N=20) Customer Retention Rate 3.98 A whopping 85% of respondents with more than 1 2 3 4 5 two years of experience said ABM delivered a Traditional approach ABM and traditional ABM provides a much higher ROI than traditional marketing. benefit is much greater are the same greater benefit than the traditional approach 15