David Ronald

This is the part of ABM everyone talks about but very few teams actually master: Leadership-led execution. Most transformations don’t fail because of weak strategy or imperfect tools. They fail because the leadership engine isn’t built to support the change. On this week’s REV UP Rebellion podcast, our CEO Abbie White sat down with Kamila Hutchison, Group Go-To-Market Lead at CHG-MERIDIAN, to unpack what made their initial ABM pilot deliver: - $27M in pipeline in the first 90 days - A Tier 1 client win during the pilot - A 400% increase in opportunity volume across participating sellers In this clip, Kamila reveals something most organisations underestimate: ABM succeeds when leadership turns alignment into a blueprint and working rhythm to ensure successful execution. She shares how they: • Secured active support from their Chief Sales Officer and global EVP team • Created a clear leadership communication plan • Kept leaders close to the milestones, signals and early wins • Used agile to keep meetings short and execution lean • Built leadership advocacy into the culture of the project Executive support wasn’t passive. It became part of their operating rhythm. Keeping things lean and using agile principles was key to making the change stick. Most teams talk about alignment. Very few operationalise it like this. Watch the snippet, then catch the full episode for the complete behind-the-scenes blueprint. 🎧 Most ABM Fails. Behind the Scenes of a Winning ABM Strategy That Drove Results. - Watch on Youtube: https://lnkd.in/g4dkmGYF - Listen on your favourite podcast platform: https://lnkd.in/gWnt_Y79 Massive thank you to Kamila Hutchison for lifting the curtain on how this transformation really worked.

10

Most enterprise GTM failures aren’t execution issues. They’re design issues. In this clip, Rik Schrader explains why starting with a clear North Star - and aligning the org and selling motion to it - is what creates early traction and prevents constant GTM rebuilds. Full episode: https://lnkd.in/dYU2WawZ

2

Most ABM programs don’t fail at strategy, they fail when asked to scale. From siloed data to manual execution and weak sales alignment, these 5 breakdowns stop ABM from becoming a true growth engine. Scalable ABM isn’t more work, it’s better systems. #ABM #B2BMarketing #MarketingOps #RevenueGrowth #GoToMarket

1

1 Comment

Targeting the right accounts is only half of a successful ABM strategy. The real differentiator is messaging. Learn how to craft ABM messaging that speaks to the entire buying committee, highlights real business outcomes, and builds credibility with enterprise buyers. Read the full guide: https://lnkd.in/eGbuQcPE #ABMStrategy #B2BMarketing #MarketingStrategy #AccountBasedMarketing

2

New 2025 data reveal the cost of broken GTM coordination: The Alignment Crisis:   → Only 30% of sales professionals believe their teams are closely aligned   → 79% of marketing leads never convert into sales   → 36% of companies have effective handoff processes but gaps in audience alignment  But when alignment works:   → Companies see 36% higher customer retention rates   → 38% higher sales win rates   → Up to 208% more revenue growth   → Marketing makes sales 8x more effective and 5x more efficient  The gap isn't a people problem; it's a process problem. Most GTM teams are operating with: Misaligned definitions of "qualified leads"  Disconnected data systems  No shared success metrics  Quarterly alignment reviews (instead of weekly) The math is clear: Companies become 67% better at closing deals when sales and marketing align. What's your team's alignment score? 

8

That's a wrap. Three days. Twenty-two speakers. Hundreds of marketers. One incredible event. Day 3 of Agentic GTM brought it home. Trinity Nguyen 💎 from UserGems 💎 showed us AI-powered ABM that converts and that sales reps actually love. James Silvestri gave an exclusive deep dive into Metadata's MVT/BID agents. And showed us the art of what's possible when you let AI/ML do the mundane tasks and humans create the strategy and campaign concepts. Carol-Lyn Jardine talked about leading hybrid teams. Because managing humans and AI agents together is a whole new leadership challenge. David Brutman broke down autonomous marketing and what it means to redefine your entire GTM engine for the AI age. Bruno Estrella from Clay explained how AI is fundamentally changing customer acquisition. Not just the tactics. The entire model. And Gil Allouche closed us out with his predictions for 2026: 1. LLMs are the new operating system. They're not just tools. They're the foundation everything else is built on. 2. AI will improve drastically (aka Singularity) in the next 2 years. What's cutting-edge today will look primitive very soon. 3. Don't be left behind - Adopt generative AI in your work even if it isn't 100%. 4. This is a tsunami / gold rush. Imagine it's 1991 before WWW took over. That's where we are right now. Over three days, we heard from leaders who are already doing this. Who are rebuilding their stacks. Who are scaling with tiny teams. Who are winning in ways that weren't possible a year ago. And the energy was incredible. The questions were sharp. The conversations were real. To every speaker who shared their insights, their strategies, their mistakes, and their wins: thank you. To every attendee who showed up, asked questions, and engaged with this community: thank you. This is just the beginning. If you missed any of the sessions, all recordings are available to registered attendees. The future of GTM is being built right now. By people like you. Let's go build it.

14

4 Comments