Methodology: Every two weeks we collect most relevant posts on LinkedIn for selected topics and create an overall summary only based on these posts. If you´re interested in the single posts behind, you can find them here: https://linktr.ee/thomasallgeyer. Have a great read!
If you prefer listening, check out our podcast summarizing the most relevant insights from Account Based Marketing CW 02/ 03:
ABM as Operating System
ABM is reframed as the central go to market operating system connecting ICP, buying groups and revenue outcomes
Practitioners position ABM as a strategic influence engine, not a standalone demand channel or campaign track
Cross functional alignment between sales, marketing, revenue and operations is treated as the core success driver
Programs expected to survive 2026 budgets are anchored in clear business objectives and pipeline impact
Target account selection tightens around tested ICP definitions, clean TALs and the idea that precision beats volume
Account choices are linked directly to the business plan, not broad logo wish lists or vanity segments
Buying committee mapping and tiering are used to concentrate resources where fit and intent are highest
Progress is measured at account level, tracking movement through awareness, engagement and evaluation rather than lead counts
Data, AI and Measurement
Contributors stress that strong data foundations and CRM discipline are prerequisites for any meaningful AI in ABM
AI is framed as an accelerator for enrichment, tiering, routing and play design rather than a substitute for strategy
Marketing operations emerges as a strategic owner of data quality, stack architecture and governance
New constructs such as Qualified Engagements seek to link content reach to valuable interactions and commercial relevance
Outbound and Experiences
Outbound is described as an intentional system that balances near term wins with medium and long term pipeline building
Execution discipline in follow up, channel mix and timing is seen as more decisive than any single outbound tactic
Influence is redefined as access to the right conversations in trusted environments rather than pure volume of touches
Experiences such as webinars, meetups, podcasts and ABM bootcamps are treated as core assets for trust and education
Leadership Mindsets
CMOs and revenue leaders advocate doing fewer, stronger plays instead of accumulating more tools and channels
Longer, AI mediated buying journeys push teams toward probabilistic expectations and patience on attribution
Brand building, education and clear storytelling are elevated as primary levers for trust when traditional lead metrics lose power
Leaders warn that without clear mandates and real collaboration across teams, even strong ABM strategies will stall in execution
Want to see the posts voices behind this summary?
This week’s roundup (CW 02/ 03) brings you the Best of LinkedIn on Account Based Marketing:
→ 79 handpicked posts that cut through the noise
→ 35 fresh voices worth following
→ 1 deep dive you don’t want to miss