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 48/ 49:
ICP Discipline and Precision Over Volume
ABM momentum continues to shift from broad reach to carefully tiered, value-focused account lists
Frameworks like SPICED used to sharpen ICP assumptions and convert them into actionable account selection
Growth mindset positioned as a core ABM capability, treating missed accounts as learning loops for sharper targeting
Measurement, ROI, and Experimentation
Dashboards challenged for rewarding activity optics over real account progress and pipeline movement
Push to redesign ABM measurement around decisions and next actions, not reporting hygiene
Simple target-account split tests emphasized as pragmatic proof of ABM or LinkedIn impact without complex attribution
Data overload increasing demand for conversational, AI-driven insight access over static dashboards
ROI proof framed as a survival issue, with skepticism toward inflated “influenced pipeline” claims
Content, Personalization, and Account Experience
Teams encouraged to stop overproducing and instead re-package existing assets for account-specific relevance
Personalization elevated beyond industry/persona swaps to buying-committee context and journey timing
Account-specific landing pages highlighted as high-leverage, often lifting demo conversion when tied to named accounts
Experience design positioned as a competitive ABM differentiator, not a creative nice-to-have
Sales Alignment and ABM Operating Model
ABM success consistently tied to cross-functional alignment, with sales and marketing acting as one account team
Stakeholder mapping expanding beyond technical buyers to multi-persona risk, value, and consensus needs
Small pilot programs recommended to secure budget, prove motion, and build internal belief before scaling
Readiness and maturity checks stressed to avoid buying ABM tech before process and ownership are established
Swarm ABM described as distinct from demand gen, requiring coordinated plays across the buying group
ABM increasingly described as a commercial operating system blending strategy, process, judgment, and orchestration
AI, Automation, and Platform Evolution
AI used to automate account research and narrative building, focusing on structured and reusable intel
“Listen for signals, then act” positioned as the core ABM loop, supported by dynamic playbooks over fixed calendars
Vendor positioning shifting from point tools to execution ecosystems reducing day-to-day load on lean teams
BambooBox evolving from intent platform to broader ABM OS enabling consistent execution under real-world constraints
ZoomInfo highlighted as Gartner 2025 Leader, pushing AI agents and tighter signal-to-action workflows
Demandbase also cited as Gartner 2025 Leader, reinforcing consolidation around end-to-end ABM execution and measurement
Market commentary notes ABM platforms must adapt rapidly as AI reshapes research, orchestration, and value proof
Want to see the posts voices behind this summary?
This week’s roundup (CW 48/ 49) brings you the Best of LinkedIn on Account Based Marketing:
→ 68 handpicked posts that cut through the noise
→ 30 fresh voices worth following
→ 1 deep dive you don’t want to miss