ABM Platform Terminus and Sales Engagement Platform Outreach rolled out an integrated solution to enhance ABM workflows based on shared account data and personalized messaging. Terminus account data identifies “high-value accounts in real-time to easily kick off highly personalized sequences to the accounts that their marketing teams are targeting.” Outreach multi-channel sequences have been tied into Terminus chat, email signature advertising, and website personalization, providing a personalized customer experience and account-based routing.
“It’s our mission to help marketing and sales together drive full-funnel account engagement,” said Terminus CEO Tim Kopp. “Now with Terminus, Outreach customers can leverage the powerful account intelligence available in Terminus along with their existing sales engagement programs. This makes it easier than ever for marketing and sales to better engage with the right accounts and deliver a cohesive experience at every point of the customer journey.”
The integration helps promote sales and marketing alignment through shared data and messaging tools that reduce the friction across email, website, and chat.
“Meaningful revenue growth happens when sales and marketing are completely aligned and focusing on the accounts that matter most,” remarked Terminus Marketing VP Justin Keller. “Most of the time, that’s easier said than done, but we’re extremely jazzed about this integration because it makes that alignment simple and automatic.”
Terminus’ Chat from Anywhere functionality, based on their 2020 Ramble acquisition, routes chats to the most appropriate sales rep. Chat from Anywhere links may be embedded in Outreach emails as a CTA. The chatbot initially manages the conversation before routing the chat to the sales rep. If the rep isn’t available, the bot can offer to schedule a meeting, offer content, or qualify the prospect.
Chat conversation logs are stored within Outreach notes.
Along with email, Terminus Chat from Anywhere links can be embedded in LinkedIn, Twitter, Landing Pages, etc.
“Rather than an asynchronous back-and-forth on email, you can pull the people you’re emailing directly into a live conversation with your sales team where they can provide a highly-personalized experience based on the account data available from Terminus,” blogged Keller.
The partnership also supports email banner marketing based upon Terminus’ Sigstr acquisition. Terminus can embed targeted, personalized ads within the signature block of sequenced emails. “This capability opens up a massive new advertising channel ready to promote your most important initiatives,” wrote Keller. “From general promotion of things like content or events, to targeted one-to-one campaigns that garner outrageous engagement.”
Conversations that originate on a website are now automatically routed to the appropriate account owner in Outreach. Based on the conversation, those visitors can be automatically enrolled in Outreach sequences to ensure they stay engaged after the chat ends.
“While some segments of the economy are coming back strong, there are still many sectors struggling to find their footing in this new world. Sales and marketing teams are looking to make the most out of fewer accounts and are relying on account-based marketing to drive more revenue,” said Outreach CEO Manny Medina. “But a solid ABM strategy is nothing without powerful data behind it. This integration brings together the actionable insights from Outreach with Terminus’ account intelligence data in one single solution. These connected workflows help sales and marketing accelerate the cycle from engagement to revenue and meet growth expectations as they navigate evolving sector dynamics.”