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!
6sense Inspire UK
Practitioners converged on London to exchange playbooks that replace MQL hand-offs with buying-group engagement and shared revenue goals
AI surfaced as the orchestration engine – scoring person-level signals, sequencing outreach, and flagging real-time triggers for sellers
Speakers stressed that ABM success now hinges on data fluency across marketing, sales, and customer success, not tool proliferation
Strategy & Execution
Field teams reported 18-month ABM roll-outs unlocking faster deal cycles by aligning messaging to discrete purchase committees
Thought leaders debunked myths that ABM demands large budgets or applies only to enterprises, highlighting lean-team wins driven by focus and governance
Human connection reclaimed centre stage: face-to-face workshops and tailored gifting outperform broad automation when stakes are high
Data, AI, & Signals
Posts showcased predictive models that merge first-party engagement, firmographic shifts, and anonymous web intent to surface “in-market” windows
AI copilots are increasingly embedded inside platforms to recommend next best action, freeing marketers to craft creative, high-value touches
Contributors warned that opaque scoring erodes stakeholder trust; calls grew for transparent algorithms and continuous model tuning
Measurement & KPIs
Influencers urged a pivot from vanity metrics to trust-based KPIs – relationship depth, champion repetition, and account health
Advanced teams tie program ROI to revenue influence within named buying groups, insulating budgets against short-term volume pressures
Benchmark discussions emphasised lifetime value expansion over first-deal acquisition as ABM matures
Product & Solution Moves
A new ABM suite launched, positioning person-level intent signals and transparent scoring as the antidote to “black-box” incumbent tools
AI dialling vendor Orum highlighted tight integration with 6sense, illustrating a broader trend toward modular ABM tech stacks that activate shared data
Practitioners continue to blend legacy marketing automation with specialist enrichment and gifting platforms for full-funnel coverage
Partnerships & Ecosystem
Agencies reframed their value from tactical execution to strategic co-ownership of revenue outcomes, demanding joint governance charters
Posts advised selecting partners that offer industry insight, data compliance rigour, and shared OKRs rather than channel throughput alone
Community stories underscored that collaborative experimentation – with partners, vendors, and customers; accelerates ABM learning loops
Want to see the posts voices behind this summary?
This week’s roundup (CW 22/ 23) brings you the Best of LinkedIn on Account-based Marketing:
→ 107 handpicked posts that cut through the noise
→ 61 fresh voices worth following
→ 1 event recap you don’t want to miss
→ 1 deep dive you don’t want to miss