Tag: Buying Teams

Drift Sales Seat

Drift Sales Seat can activate SEP sequences in Outreach.

Revenue Acceleration vendor Drift announced a pair of new services last week. I covered Fastlane, its new webforms/chatbot hybrid service yesterday. Today I’ll be discussing Sales Seat, Drift’s entry into SalesTech.

Sales Seat alerts reps when intent and engagement signals have exhibited buying activity.  Drift monitors the website, SEPs, MAPs, and CRMs for buying intent.  Sales Seat is Drift’s first sales product and helps reps with timing, messaging, and discovering the buying committee.  Sales professionals can reach out with personalized messages via chat, email, or video, based on intent and engagement.

Sales Seat is integrated with Outreach, letting reps create sequences from the service.

A mobile app notifies reps, supports conversations, and lets reps record and send Drift videos.

A Chrome extension displays all conversations happening in Drift, monitor engagement (e.g. email opens and clickthroughs, page visits), and drop calendar information in Gmails. Reps can optionally bcc Gmails to their CRM for tracking.

Drift Profile Page

The Drift Profile acts as an online business card with a link that can be dropped into emails and social media messages. Recipients can chat with the rep or book a meeting. The profile contains the rep’s title, location, a short bio, headshot, phone, and social links. The chat supports default messages to display when the rep is available and when not.

“Sales success is all about engaging today’s buyers on their terms: Digitally and immediately when they express interest,” said Drift Chief Product Officer Leo Teneblat.  “With Fastlane and Sales Seat, Drift customers can ensure their best buyers and highest intent visitors receive express treatment without overloading the sales team. Not only that, but sellers have context to engage buyers with a personalized experience on the exact topics they care about in the moment they’re expressing interest.”

“Here’s How to 6x Your Chance of Booking a Meeting,” Gauri Iyengar, Drift Blog (April 13, 2021).

According to Drift, reps are six-fold more likely to book a meeting if they engage with a buyer during the first hour.  Thus, immediately transitioning webform submissions into chats and notifying reps that high-scoring prospects are engaging with the company dramatically increases the likelihood of converting a lead into a meeting.

Sales Engagement vendor XANT has found similar numbers from rapid response times while noting that companies are slow in delivering and prioritizing inbound leads.

“Not all accounts are created equal. Your target accounts should receive the most personalized and high-touch buying experiences. Account-based marketing lets you create this experience while engaging with VIP buyers and connecting them to sales. By cutting through the noise, you can close more deals – faster,” blogged Drift Product Education Marketer Gauri Iyengar.  “When it comes to booking meetings, there is literally no time to waste. Speed is essential to not just set up a meeting but to turn that meeting into revenue.”

The pair of services was released to early adopters that enjoyed an 82% increase in meetings booked, a 77% jump in opportunities created, and a 67% rise in pipeline influenced.

Outreach Closes $200M Round

Sales Engagement Platform vendor Outreach closed on a $200 million financing round that values the firm at $4.4 billion and brings total funding to $489 million.  The round trebled its market cap over the past year.

Premji Invest and STEADFAST Capital Ventures led the round.  Other new investors include Tiger Global Management, Sequoia Capital Global Equities, Vista Public Strategies, and one of the largest U.S. asset managers based on the West Coast.  Existing Outreach investors, including Salesforce Ventures, Lone Pine Capital, Sands Capital, Mayfield Fund, DFJ Growth, and Trinity Ventures, also participated in the round.

Outreach continued its rapid growth during the pandemic, with B2B firms looking to operationalize their sales outreach, improve remote coaching, refine forecasts, and monitor sales activities and engagement. 

The firm more than doubled Q1 ARR year-over-year and has signed 18 of the top 24 fastest-growing public software companies.  ARR is around $125 million, according to Nathan Latka.  LinkedIn shows them adding sixty employees a month over the past three months.

Outreach has grown to more than 871 global employees, with recently opened offices in Prague and London.  The firm is based in Seattle and has a San Francisco office.

Data Collected by Nathan Latka based on a June 1, 2021, interview of Manny Medina.

At their Unleash user conference last month, they released their real-time conversational intelligence platform Outreach Kaia along with Outreach Insights, their buyer emotive signals and sentiment service.

Outreach Success Plans, which is currently in beta, was also unveiled at Unleash.  Success Plans align buyers and sellers to improve action and predictability.  They act as a buying hub that allows buyers and sellers to agree on shared success criteria, objectives, and timelines.  Success Plans also support shared access to project resources, allowing new demand unit members to quickly access project documents.

“This past year represents a true moment of maturity for Outreach – we are now a mission-critical part of the revenue tech stack for customers. The bets we made years ago, including significant investments in artificial intelligence combined with prospecting, closing, and customer success capabilities integrated into one holistic platform, are what revenue organizations need most right now to be successful. We continue to lead and expand the vision for sales engagement. Now, we are poised to deliver more meaningful business outcomes for our customers than ever before – from the rep to the CRO and from small businesses to the enterprise.”

Outreach CEO Manny Medina

Outreach will deploy the additional funds to expand its sales and marketing functions to meet “the growing demand” for its Sales Engagement Platform.  Funds will also be used to build, acquire, and deliver “new revolutionary technologies.”  Finally, the funds will support expansion plans and new market investments.

“Over the past five years as I’ve served on the board, Outreach emerged as a definitive standard for sales and customer engagement – proven by thousands of companies that use Outreach every day as a critical component of their workflow and their tech stack,” said Karan Mehandru, Managing Director of STEADFAST and Outreach board member. “Companies across every industry are reaccelerating growth and hiring post-pandemic and embracing intelligent automation to power their revenue teams.”

Mehandru told Bloomberg that he expects to see multiple sales software startups succeed with “multiple winners in the category.”  Mehandru likened Outreach to a modern-day Salesforce.

“If (Salesforce CEO) Benioff were to start a sales company today, it would look a lot more like Outreach,” stated Mehandru. Mehandru did not forecast when an IPO would take place but said, “We do think going public is an important event in the company’s cycle.”

Manny Medina LinkedIn Post (June 2, 2021)

LinkedIn State of Sales Report 2021 (Part II)

Continuing from yesterday’s discussion of LinkedIn’s State of Sales Report 2021…

LinkedIn State of Sales 2021 Trends

Sales managers are looking to diversify their hiring across two dimensions: geographic and cultural.  With work from home proving itself over the past year, managers are now confident that they can hire the best talent, regardless of location.

Likewise, sales professionals believe that their firms have succeeded in their efforts in opening up sales teams by gender, race, etc.  35% of sales professionals believe their sales organizations have “exceeded goals around diversity hiring initiatives,” while another 45% say their sales organization has “met” their diversity hiring goal.

On the buying side, 83% of purchasers said that all things being equal, they would give a preference to more diverse teams.

LinkedIn argues that Sales Intelligence is a crucial tool for building trust in the absence of face-to-face meetings.  LinkedIn broadly uses the term to include Conversational Intelligence tools such as Gong and Chorus, which help understand the prospect’s state of mind, and sales intelligence solutions such as Sales Navigator.

“With in-person meetings limited, sales technology provides a key pathway to gaining insight and understanding into potential customers. It’s no surprise, then, that our survey indicates that both usage of and investment in sales technology are increasing,” stated LinkedIn.

73% of respondents employ a sales intelligence solution weekly, and 23% use one daily.  54% said SalesTech helps reps build stronger relationships, and an equal percent said it helps them close more deals.  The top three categories for closing deals were CRM (70%), sales intelligence (69%), and sales enablement (69%).

Both usage and investment in SalesTech will increase in 2021, with CRM (49%), Sales Intelligence (43%), and Sales Planning (42%) seeing increased usage.  On the investment side, the top categories are CRM (41%), sales intelligence (40%), and sales engagement (40%).  Nearly seven in ten sales professionals anticipate greater SalesTech investment this year.

Data continues to be seen as critical, with 47% of sales organizations using it for account targeting, 44% for industry targeting, 43% for performance assessment, 41% for geographic targeting, and 39% for defining the buying committee.

While LinkedIn did not delve further into buying committee discovery, this is a nascent development area with multiple approaches, including conversational intelligence (meetings, emails) and machine learning.

Understanding the demand unit is critical for sales teams.  85% of reps reported that at least one opportunity was lost or delayed due to the departure of a client stakeholder.

Sales Navigator usage continues to be robust, with a 400% increase in self-bought Sales Navigator licenses over the past two years, “a surge that indicates sales professionals are investing in their own growth and have a willingness to use sales tech even if not prescribed by their company.”

59% of the Forbes Global 500 companies and 64% of the Forbes fastest-growing companies have Sales Navigator users.

Finally, message quality trumps quantity.  Simply sending high volumes of email or sharing many content pieces does not move the revenue needle.  The key is quality outreach that generates engagement and message acceptance.  “This is a strong indication that salespersons ought to be mindful of the value to the customer before sharing content or sending an InMail.”

InMails should be “short, personalized, and conversational.”  Messages with fewer than 400 characters are the most effective, with a sharp drop-off in response rates for long-in-the-tooth messages.

LinkedIn surveyed 400 sales and 400 US and Canadian purchasing professionals in January 2021.  Separate surveys were conducted for other geographies but have yet to be published. [Original Report]

Clari Revenue Insights

Revenue Operations vendor Clari announced Relationship Insights, its new Revenue Intelligence service.  Relationship Insights adds “visibility into all the buyers and sellers actively involved in sales pursuits.”  The new service helps revenue professionals assess the “true health of account relationships, more effectively manage their territories, and lead their teams in the new remote selling era.”

Relationship Insights ends the manual auditing of accounts by sales managers and interrogations of sales reps about customer and prospect relationships.  Relationship Insights lets them understand

  • Who are we talking to?
  • Are we single or multi-threaded at the account?
  • When was the last time we interacted with the executive buyer?
  • Have we engaged with the CFO?
  • Do we have the right internal SMEs working on this account?

“Our data shows that deals over $250k require an average of 19 external stakeholders to close successfully,” said Clari CEO Andy Byrne.  “With Relationship Insights, we’re providing total visibility to revenue teams so they can drive exceptional execution in their deals, accounts, and territories across their entire revenue process.”

“Buying Groups: The New Norm for B2B Sales,” Clari, December 3, 2020.  Based on Closed-Won Deals.

Smaller deals require significant relationship building as well.  A Clari analysis of closed-won deals found that opportunities up to $50,000 required relationships with an average of seven external stakeholders.  Successful deals between $50,000 and $250,000 averaged ten relationships between the company and demand unit members at the closed opportunity.

“Buying groups are not only getting larger, [but] they’re also diverging in personal and organizational priorities. Sellers need to navigate this big group of influencers and decision-makers, including business line managers, IT practitioners, executives, and finance leaders.”

Hila Segal, Clari VP Product Marketing

Relationship Insights provides sales reps and sales management with a deeper understanding of the demand unit, letting them see all sales activities, including emails, meetings, and file exchanges.  This monitoring helps ensure that “all selling motions are multi-threaded.”

“An in-depth understanding of your customer relationship landscape is critical for building full buying consensus, reducing cycle time by uncovering potential blockers earlier, and increasing win-rate by getting multi-threaded (building relationships with multiple stakeholders) when your competition may have only relied on one or two contacts.”

Clari VP of Product Marketing Hila Segal

Clari Activity risk tracking identifies the risk of disengagement, providing reps the opportunity to re-engage before the deal goes south.  

“It’s not enough to see who is engaged. You need to understand the strength of the relationship over time—how many meetings did you have with a key individual, when was the last time you met with them, when is the next time you’re scheduled to connect, have they been responding to emails,” argued Segal.

Account auditing ensures that the primary personas and team members are engaged so that reps can run plays to broaden support.

Relationship intelligence also leverages the company’s varied skills and knowledge, so tracking who has been engaged on the selling side is critical.  Segal noted that successful enterprise sales “takes a village,” with many team members, including technical SMEs, product specialists, implementation consultants, and executive sponsors, helping close the biggest deals. “A clear understanding of key players in every account drives stronger account relationships resulting in more qualified pipeline, better win rates, faster cycles and more predictable revenue,” said Craig Rosenberg, Chief Analyst at TOPO.

Zoominfo Beats Back the Summertime Sales Blues

Zoominfo analyzed their Out of Office (OOO) emails and phone call connection rates over the past year to determine whether there was a dog days of summer impact on their business or whether it was a convenient excuse used by sales reps for taking their foot off the pedal in July and August.  It turns out that there is a sustained drop off in phone connectivity and an increase in OOO messaging in July and August.  For Zoominfo, the potential income loss was equal to $400,000 in monthly new Annual Contract Value (ACV).

Brian Setzer as Eddie Cochrane playing “Summertime Blues” in La Bamba

If we extend that loss over the last week of June and the first week of September, the summer lull would result in a million dollars in lost ACV (half a million dollars in 2020 revenue, but that is only because subscription revenue is recognized over the length of the contract, not when booked).

But a firm like Zoominfo has a very high retention rate, so stratifying the million dollars over the lifetime value (LTV) of the lost opportunities means that the cumulative LTV is likely in excess of $5 million (their 2019 dollar based net retention rate was 109%)

For a company that went IPO in June after touting strong new ACV growth in their May S-1, new revenue growth is key in maintaining confidence in your revenue teams.

“How did we respond to this data?  By stepping on the gas – we sent out an additional ~14k+ emails (~10% of normal volume) over the past two months and making an additional ~23k dials (~35% of normal volume) per month. 

Sales is — and always will be — a contact sport. 

This is just one of the reasons why it’s so important to have a vast array of contacts at prospects. Without being able to tap into our own data this wouldn’t have been possible.  That’s not cheap promotion, it’s a fact.”

Zoominfo CEO Henry Schuck

Around 90% of Zoominfo’s revenue is domestic, so they aren’t dealing with the long August vacations taken in Europe. The strategy of working harder over the summer allowed them to maintain new ACV growth during a soft period, but it might not be effective in Europe when business activity is reduced much more significantly.

OOO messages often provide alternate contacts that may be part of the buying committee. Acting on this intelligence and extending relationships to additional decision makers and influencers may improve both current and future close rates.

Zoominfo has a reputation for effective revenue operations management. They assumed the summer doldrum lore to be true and double downed on their outbound communications. But they also measured their sales and marketing efficiency to better understand the nature of the summer slowdown, allowing them to model and refine their summer sales strategy in the coming years.

Source: Zoominfo Blog, “Leveraging Sales Intelligence in the Dog Days of Summer“

Drift Prospector

One of the new elements of Drift’s Revenue Acceleration Platform (discussed yesterday) is the just-launched Drift Prospector, which “helps your sales team accelerate revenue by knowing which accounts to focus on and what to say. ” Sales reps can home in on engaged accounts, determine members of the buying committee at those accounts, and reach out to prospects.

“Gathering all the touchpoints a prospect has with a company, Drift Prospector helps sellers see which of their accounts have the highest intent so they can connect with more of their buyers faster, helping to accelerate revenue for the business,” wrote the firm.

Drift Prospector analyzes customer touchpoints from Drift, 6Sense, Demandbase, Marketo, Pardot, Outreach, and Salesforce.  The service prioritizes target accounts, unifies behavioral insights across the buying committee, and supports outbound communications.  Buying signals are converted into engagement scores, which help prioritize accounts for outbound messaging.

Buyer intelligence includes contact name, title, number of activities, and when the contact was last active.   Deeper insights include “what the person was doing – including what pages they were on and which emails they opened, so [that] the seller can respond to each person on the buying committee in a personalized way.”

Prospector identifies additional contacts within the buying committee and tracks their engagement.  When buyers land on a customer’s website, the revenue organization can “capitalize” on buyer’s intent and notify the team that somebody is ready to “engage them in a real-time conversation.”  If there is nobody available to chat, the revenue organization can “easily send them an email, enroll them in an Outreach sequence, record them a Drift Video, or connect with them on LinkedIn.”

“There are a lot of tools out there that are focused on solving a single problem.  For example, there’s Salesforce to manage accounts and log activities, Outreach to orchestrate outbound prospecting, and LinkedIn Sales Navigator to research key contacts at target accounts, and so on. Don’t get me wrong, I think these tools are a step in the right direction.  But the reality is that your sellers still have to jump between them.  And none of these tools tell your team where they should be spending their time in order to deliver the best result – whether they’re goaled on meetings or bookings.”

Drift CRO Todd Barnett

Drift is offering a broad vision of digital marketing which includes intent monitoring, buying committee identification, chatbots, live chat, video, and meeting scheduling.  While they do not support all of the top of the funnel channels, partners 6Sense, Demandbase, and Marketo LaunchPoint can fill that gap; they are staking out a full customer lifecycle approach to marketing that moves beyond lead generation.  The vision includes tools for unifying sales and marketing activities, analyzing engagement, prioritizing accounts, and buying committee discovery.

Drift is based in Boston, with offices in San Francisco, Seattle, and Tampa.  They were founded in 2015 and claim over 50,000 customers.  The firm continues to grow with 35 open positions across sales, marketing, product, engineering, customer support, and customer success.

Clearbit for Clari

B2B Marketing Data vendor Clearbit partnered with Revenue Operations Platform Clari to deliver enriched contacts into CRMs.  Clari identifies external contacts from emails and meeting activity, helping fill out the buying committee.  According to Clari, only 30% of sales-engaged contacts are entered into the CRM.  By automating the contact identification process, sales reps have a clearer view of the full demand unit, allowing them to target messaging by function and recognize potential gaps in their knowledge of the buying committee.

By expanding knowledge of the demand unit, Clari can identify the broader set of decision-makers and reduce deal risk through multi-threaded relationship building.  Relying on one or two contacts has multiple risks:

  • The sales rep may not be messaging to the full demand unit
  • Their point of contact may be sidelined or leave the firm
  • Multiple points of contact may be set up dealing with different vendors, each providing a siloed perspective on the deal.
  • Post-sale, if users and administrators weren’t involved in the decision, adoption rates might be low, leading to higher churn rates.
  • The project champion may depart before renewal, forcing the rep to scramble to re-establish relationships at renewal time.

The expanded knowledge also helps marketing teams identify the key personas involved in deals and customize content and messaging.

“Now all the contacts that showed up for a sales meeting, even the ones that were added to the invite by the prospect, are automatically associated with the opportunity without your rep needing to lift a finger.”

Clari Marketing Programs Manager Maggie Kullman

Clearbit enriches the contacts with title, job function, and level. Firmographic and technographic details are also appended.

“As budgets get tighter and operating plans are reworked, having your prospects’ finance team involved early on is critical to accelerating the deal toward close,” wrote Clari Marketing Programs Manager Maggie Kullman.  “With the combination of Clari, Clearbit, and a little bit of automation, you can trigger an update to an opportunity field any time a CFO gets added to a meeting with the sales rep.  Now you can easily track which of your deals are missing a critical decision-maker and take actions to drive that relationship.”

Demand Units are a term coined by SiriusDecisions a few years ago when they updated their Demand Waterfall model for B2B sales and marketing. Each opportunity is associated with a set of decision-makers (e.g. technical, financial, functional directors) and influencers (e.g. users, admins). Demand Unit discovery is still in the early stages of development, but looking at email headers, out of office messages, and meeting attendees is a promising approach for organically identifying buying committee members.

LeanData Engagement

Operations vendor LeanData released LeanData Engagement, an analytics solution that works alongside its lead-to-account matching and automation tools.  LeanData Engagement is available on the Salesforce AppExchange and associates sales and marketing engagement activity with relevant accounts.  Engagement is tracked along the full account journey and identifies which individuals are engaged in each account along with the sales and marketing activities that drove engagement.

Lead engagement visualization tools identify which accounts have open opportunities and with which teams they are engaged.  Sales Follow-Up Lists help reps understand which buying committee members are actively engaged.

A campaign engagement dashboard within the Salesforce Campaign object displays engagement activity, allowing marketers to evaluate campaign performance and decide if any adjustments are required.

LeanData Engagement “allows marketers to forge greater alignment with their sales organizations to improve campaign-conversion rates, accelerate pipeline growth, and maximize return from sales and marketing investments,” said the firm.

“Especially during times of economic uncertainly, it’s critically important to understand how your customers and prospects are engaging with your company,” said LeanData SVP of Product Hendrick Lee.  “With LeanData Engagement, the interactions of every buyer are automatically connected to the right accounts in CRM, thus unlocking truly holistic account-based marketing analytics.  Engagement is an important addition to LeanData’s revenue operations product family which exists to help companies unlock greater revenue growth, increase performance, and improve customer experience across the buyer journey.”

Kerry Washington, the Principal Analyst at SiriusDecisions, observed that one of the best opportunities for ABM improvement is identifying when multiple individuals at an account are demonstrating interest in a product or service.  SiriusDecisions emphasizes the importance of understanding and penetrating buying committees, not merely individual decision-makers.

“Because more than 75 percent of B2B purchases are made by groups of people working together – not individuals – the best indicator of a true buying cycle is the engagement of multiple buying committee members,” said Cunningham.  “In the past, identifying that engagement was difficult.  However, modern solutions have emerged that allow B2B organizations selling to committees to more effectively take action on this vital intelligence and thus gain a strong competitive advantage.”

LeanData Engagement starts at $25,000 per year.

Sales Navigator Q1 Release: Smart Links

Smart Links Display multiple attachments in a branded landing page.

Sales Navigator is rolling out its Q1 release to clients. Contact Creation (discussed yesterday) is the lead feature, but Smart Links is equally important as it delivers another communications channel for the sales intelligence service.

Smart Links, their second-generation file-sharing service, replaces PointDrive.  Smart Links is available in the Team and Enterprise applications for sharing one or multiple attachments via Sales Navigator, social media, InMail, or email.  Smart Links maintain company branding and rep contact information while tracking attachment opens, views, and shares.  It is displayed as a top-level Sales Navigator feature.

“Users will be provided with real-time insights on how recipients are engaging with content.  These insights can be used to ascertain interest, personalize follow-ups, and identify other stakeholders in the buyer’s circle.”

LinkedIn Sales Navigator Product Director Lyndsey Edwards

When a recipient views the document, an alert is sent to the sales rep.  Smart Links also capture when attachments are forwarded, helping the rep expand her knowledge of the Buyer’s Circle.

“It’s getting more and more complicated in business-to-business marketing to understand the buying circle,” said product chief Lyndsey Edwards.

Next quarter Smart Links will be integrated directly into users’ inboxes.

While reps had a limited number of monthly PointDrives they could share, sales reps now have unlimited Smart Link access.

Smart Links have fewer steps, making it significantly easier to share attachments.  PointDrive usage was lower than anticipated, probably due to the number of steps required to set up and personalize a PointDrive.

Tomorrow, I will discuss the other Q1 release enhancements.

Smart Links Analytics track who has viewed and downloaded which content. It also tracks Smart Link forwards, providing deeper insights into the Buying Team.

Terminus Acquires Sigstr

Sigstr Location Intelligence analyzes the strength of connections at the metro level.
Sigstr location intelligence analyzes the strength of connections at the metro level.

ABM platform vendor Terminus acquired email analytics vendor Sigstr earlier this week.  The full 60-person Sigstr team will be joining Terminus, including CEO Bryan Wade.  Sigstr has received $11 million in funding across multiple rounds.  Sigstr’s flagship product inserts customized banner advertising in signature blocks.  In 2018, the firm launched Pulse, which tracks relationship strength based upon email opens, response times, messaging velocity, and generated calendar invitations.

“Combining our solution with the Terminus platform activates an untapped channel that changes how businesses engage with target accounts,” wrote Wade.  “We’re long-standing partners from both a technology and go-to-market perspective, making this combination a no-brainer and massive opportunity for our combined customers, and account-centric businesses everywhere looking to sharpen how they engage across the entire customer lifecycle.”

The merged company will be able to “determine their best-fit segments, prioritize accounts, and identify the next-best-action for execution.” Terminus can now align account-based messaging across the full lifecycle, prioritize accounts and assess buying team interactions, and integrate ABM messaging with employee email marketing.

“[Pulse] Relationship data adds a rich 1st-party piece of intelligence to your account-based efforts.  To deliver this information, Sigstr uses its proprietary Relationship Score, which analyzes the email and calendar interactions between employees at your company and those at your customer and prospective customer accounts.  It provides detailed insights into the sentiment and strength of relationships at an account, buying team, and individual level.  Utilizing this data set alongside engagement and intent intelligence already native to the Terminus platform supercharges how your revenue teams prioritize efforts and take action.”

Bryan Brown, Terminus Chief Product Officer

“I couldn’t’ be more excited about bringing two powerhouse teams together to shape the future of B2B marketing,” said High Alpha managing partner Scott Dorsey.  “Category leaders are built around great teams and innovative products.  This team has exactly what it takes.”

Sigstr customers include AT&T, Amazon, and United Way.  Terminus was also a long-time customer.  The firm blogged that the deal was “a reflection of both our confidence in and reliance upon Sigstr as a staple of our marketing strategy.”

Terms of the deal were not disclosed.

Earlier this month, Terminus named Tim Kopp their new CEO and Chairman.  Kopp is the former CMO of ExactTarget and is a Partner of Hyde Park Ventures.  Former Terminus CEO Eric Spett continues as a member of the Board.

“Marketing and business are at a crossroads.  We’re shifting to a new frontier of automation that prioritizes more effective account targeting, engagement, and acquisition,” said Kopp.  “The emerging generation of CMOs is transitioning toward hyper-targeted campaigns and intelligent, data-driven digital marketing.  ABM has moved past marketing, and Terminus is the definitive leader powering account-based transformation and helping businesses achieve rapid, long-term growth.”