SEVEN STRATEGIES TO GET STARTED WITH ABM terminus.com/abm-is-b2b © 2019 Terminus Software, Inc.

STAGE
ACQUISITION ACCELERATION EXPANSION

STRATEGY Create TOF Create New Accelerate Revive Stalled Retain More Cross-Sell
Land & Expand
Engagement Opps Deals in Pipe Opportunities Customers New Products

› High fit net new › Upcoming › Intent in new › Intent for

› Light › Overdue
accounts renewals offices adjacent solutions
AUDIENCE engagement › Open opportunities
TARGETING
› In-market intent opportunities › Competitor › Likely to use
› High fit › Lost deals › New
signals intent more departments

AB Display, 1-to-1 Retargeting, Retargeting, Ads + Email

IP and persona New product
ENGAGEMENT & Retargeting, + Advertising, Personalized High-touch Feature Comms,
ACTIVATION PLAYS - based 1-to-1 awareness, AB
LinkedIn targeted email Email, Direct mail, tactics, Precision Exec awareness
advertising success outreach
Events 1-to-1 advertising

Engaged Closed-Won
Opportunity Closed-Won
KPIS Accounts (#) Accounts (# & $)
Accounts (#) Revivals (#)
(SUCCESS Account Account Win Rate Gross Retention Net Retention (%) Expansion
METRICS) Opportunity Rate Account Win Rate
Engagement Rate (%) (%) Win Rate (%)
(%) (%)
(%) Velocity, ACV