Data Snapshot ABM momentum Recent research shows that the ABM market is heating up: A recognized need Technology investments surging % of respondents stated that ABM is very % of organizations are planning to purchase important or extremely important in new solutions in four or more ABM 1 93 2017, up from 87% in 2016 80 technology categories in 2018, driving a 28% 2 increase in ABM technology investments Budgets are growing A growing trend % of companies are planning to % of B2B marketers have already implemented increase ABM spending4 or are planning to implement ABM in the 72 73 next 12-24 months3 Account coverage expanding More companies going big on ABM % of companies are planning on % increase in companies allocating at scaling their ABM programs to least 30% of their marketing budgets 5 71 cover more accounts 6 57 to ABM during 2017 Significant investment % of the total marketing budget is spent on ABM (for companies implementing Growing sophistication 7 26 the approach) % of companies reported having ABM programs that were well underway 24 or advanced8 Sources: 1. SiriusDecisions 2017 State of Account Based Marketing Study 2. TOPO Account-Based Technology Report, 2018 3. & 4.ITSMA and ABM Leadership Alliance Account Based Marketing Benchmarking Survey, July 2017 5. ITSMA, 2018 Services Marketing Budget Allocations and Trends 6. & 7. SiriusDecisions 2017 State of Account Based Marketing Study 8. Engagio ABM Outlook Survey 2018