Added tools for account based marketing (cont’d) ools echnology art 13 P SDR tand t Where: Account advertising To run account-targeted display ads to build Sales development technology maturity awareness in specific accounts and support When it comes to technology for sales development, TOPO identifies three levels of maturity the sales development and deal processes. and reflects the usage levels for each: Example vendors: Demandbase, Terminus, Top level Technology Current usage LinkedIn, Madison Logic… Level 1 CRM 100 % Where: (Foundational) Linkedin 100% Website personalization To customize your website experience Sales email applications 97.7% for specific accounts and industries. Contact data 83.7% Example vendors: Demandbase, Evergage, Level 2 Marketing automation 61.5% Marketo, Triblio… (Growth) Dialing automation 49.6% Where: Direct & dimensional mail/physical Level 3 Gamification 29% To send packages, hand written letters, and (Optimze) Reporting and analytics 28.1% other items to key people at target accounts. Predictive analytics 15.0% Example vendors: PFL, Bond… (this can also be done manually with checklists, mail Source: TOPO SDR Benchmarks houses, etc.) 132