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Highlights

Today’s AI tool we’re reviewing is Demandbase

• Demandbase uses AI-powered Account Intelligence to transform B2B sales and marketing by aligning data insights with the buyer journey.

Biggest Moves in GTM

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• Salesforce acquires AI voice agent company Tenyx

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How Demandbase Uses AI

Demandbase leverages AI and machine learning through its platform which integrates Account Intelligence by combining a company's first-party data with Demandbase's extensive third-party data, delivering AI-driven insights to help GTM teams prioritize and engage accounts effectively.

Problem it Addresses

B2B sales and marketing teams often struggle with incomplete visibility into buyer behavior, leading to misaligned strategies and missed opportunities. Traditional methods rely heavily on guesswork and outdated data, making it difficult to identify and engage the right accounts at the right time.

Solution

Demandbase's AI-powered Account Intelligence optimizes B2B sales and marketing by integrating and analyzing first- and third-party data. The platform's predictive models and analytics deliver actionable insights that help teams identify and engage with the best opportunities. This approach improves the efficiency and effectiveness of targeting and engagement.

Key features include:

• Data-Driven Insights: Access engagement heat maps and intent data to focus on high-potential accounts.

• Precise Targeting: Tailor messaging and outreach based on where prospects are in their buyer journey.

• Boosted Conversion Rates: Allocate resources effectively to accelerate deal closures with prioritized accounts.

Competitors

• 6sense: Provides account-based orchestration with AI-driven insights to predict buying stages and optimize engagement strategies.

• Terminus: Offers a full-funnel account-based marketing platform, integrating advertising, chat, and email to drive customer engagement.

• ZoomInfo: Delivers go-to-market intelligence with an emphasis on B2B contact and company data, supporting lead generation and sales alignment.

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Case Study

IBM Uses Demandbase to Drive US Open Campaign Success

IBM, a global leader in IT services, partnered with Demandbase to enhance its account-based marketing strategy and engage top accounts during the US Open. With Demandbase Personalization, IBM successfully identified three times more accounts than in previous years and doubled the number of top accounts captured. The added value of personalization enabled IBM to create tailored client experiences, boosting engagement and sales opportunities.

Key Results from IBM’s US Open Campaign:

• Identified 3x More Accounts: IBM discovered over 9,500 accounts, tripling the results from similar past campaigns.

• Doubled Top Account Identifications: Almost 200 top accounts were identified, doubling previous benchmarks.

• Enhanced Client Engagement: Using insights from Demandbase, IBM crafted personalized journeys, significantly increasing the effectiveness of their outreach efforts.

Read the case study

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