White Papers

White Paper: The Chaos of Buying in Manufacturing

B2B buying has changed more in the last five years than any time in history. Your buyers are more numerous, more digital and more demanding. They do anonymous research and want it to stay that way. What does that mean to you? All these lengthen sales cycles and ultimately, damages...

SiriusDecisions Defines and Measures B-to-B Buyer Engagement

Why Read This Report?  How are B to B marketers supposed to track and quantify 'nurturing? "B-to-b marketing organizations are increasingly focused on supporting the entire buyer’s journey instead of just handing off potentially interested leads to sales and moving on. But the metrics that marketing uses to help understand...

Jabmo named a leader by Forrester in ABM New Wave report

Why Read This Report?  This report details Forrester's findings about how well each ABM Platform vendor scored against 10 criteria and where they stand in relation to each other. B2B marketers can use this review to select the right partner for their ABM needs. "Jabmo leads with a broad offering...

White Paper: Stop Giving CTR Undue Credit

Research suggests that as little as 38.96% of B2B website visitors arrive on B2B sites intentionally. So when it comes to analyzing marketing impact, measuring overall campaign success on click-through rate (CTR) means companies could be basing major strategic decisions on visitors with little to no chance of conversion. Although...

White Paper: Don't Waste your Marketing Dollars on Retargeting

Research suggests that as little as 38.96% of B2B website visitors arrive on B2B sites intentionally. So when it comes to retargeting, automatically re-engaging all site visitors regardless of their intent (or lack thereof) means your marketing dollars are heading into a black hole. Focusing on the site visitors with...

Jabmo named a leader by Forrester in ABM New Wave report

Why Read This Report?  This report details Forrester's findings about how well each ABM Platform vendor scored against 10 criteria and where they stand in relation to each other. B2B marketers can use this review to select the right partner for their ABM needs. "Jabmo leads with a broad offering...

The CMO's Guide to Account-Based Advertising

Today’s world of selling requires understanding and communicating with the self-educated-buyer. Your buyers expect you to know their business, but refuse to speak to your sales team until they’ve almost made their final decision. They research anonymously, expect personalized content and consult with multiple decision makers. This makes the sale increasingly...

The New B2B Buying Cycle

As a result of the buyer’s self-sufficiency and anonymous activity, it has become harder to influence the buying journey and decision. In order to be truly effective, B2B sales and marketing operations need to understand that the new buyer – born into the brave new digital world – has changed. Embrace...

Account-Based Marketing in a Nutshell: A Free Booklet

Your buyers now expect personalized content tailored for companies just like theirs. Unfortunately it's getting harder and harder to deliver what buyers want, because they are staying anonymous longer than ever before. So companies like you are responding with high-volume, one-size-fits-all content that creates unnecessary wastage and frustration for all...

The KPIs of Account-Based Marketing

New methods, fresh outlooks, and key pointers! By concentrating sales and marketing resources on a list of target accounts, ABM significantly changes the way you evaluate the performance of your B2B marketing. It’s no longer enough to have a purely quantitative approach aimed at booking the highest number — more...

Stable Market, New Buyers: ABM in the Paper Packaging Industry

With annual revenues reaching almost $66B and the proliferation of e-commerce, the paper and packaging industry shows no signs of slowing down. Packaging is no longer limited to transporting goods, but also plays a significant part of the buying experience, informing consumers’ opinions of what they have purchased and who...

Putting the Pieces Together: ABM and MRO

Improving economic conditions are leading to a slow but steady recovery in the Maintenance, Repair, and Overhaul (MRO) industry, with industrial equipment manufacturers responding to the increased demand for services. Nevertheless, original equipment manufacturers (OEMs) remain a key player in the market through competitive leverage of intellectual property. Further,  a...

Formulating Success: ABM for Specialty Chemicals

The specialty-chemicals industry is expected to reach a whopping $470B by 2020, with specialty coatings comprising over a quarter of the market. R&D is responsible for driving much of this industry growth and profitability, but it has also fueled increased merger activities and specialization. Several challenges have arisen in the...

The Business Impact of Account-Based Marketing

Many of today's manufacturers have yet to adapt to the chaos in B2B buying. In addition to longer sales cycles, the new breed of B2B buyers are increasingly digital and refuse to engage until the very end when it's time to negotiate price. Without knowing who their top accounts are,...

ABM Keeps Aerospace Parts Companies Soaring

Aerospace parts companies have more opportunity than ever to add tremendous value for their customers, but finding the buyers responsible for purchasing decisions is also more difficult than it has been in the past. Large, cross-functional buying committees are doing anonymous research online long before they decide what to include...

Reaching the New Healthcare Buying Committees

Today’s $42.8B medical device industry has been largely impacted by massive consolidation, which has led to four of the largest medical device companies in the U.S. making up a whopping 73.2% of the market. While merger and acquisition (M&A) has helped companies stay competitive, scale up, diversify and innovate, it...

Electrical Products Manufacturers Secure Contracts with ABM

As a result of continuous technological innovations in electrical-product design, and the ever-changing industry regulations and building code, industrial electrical products manufacturers face unique challenges when confronting their marketing strategy. Traditional marketing methods are incompatible with the industry landscape, as they are often not informative nor consistent enough to engage...

ABM in the Fleet-Management Industry

In the fleet-management industry, employees are the ultimate decision makers, but it's the companies who write the checks. Today's leading fleet companies are challenged to influence the vehicle-selection decisions of drivers while primarily doing business with their employers. Regulations prevent fleet companies from having direct contact with drivers. But some...

Get Known for New Things: ABM in the Building-Products Industry

Smart-home technologies are moving into commercial and industrial buildings, and building-products companies known for more traditional product offerings are challenged to market these new product lines to existing customers and prospects. The housing boom is driving rapid growth in the building-products industry, and, like many B2B companies, building-products manufacturers struggle...

Influencing User Choosers with Account-Based Marketing

The new, anonymous and digital buying journey in the automotive industry is alienating and distancing car manufacturers and distributors with buyers. Middle-men, or “gatekeepers,” like Carwow are hindering communication between car manufacturers and importers of the deal. These broken linkages are also making it more difficult to pick up on...

Specialty-Chemicals Manufacturers Capture Value with ABM

The specialty-chemicals industry faces unique sales challenges that continue to evolve along with their customers' buying preferences. The industry is expected to nearly double by 2025, but to feel that growth, manufacturers of specialty chemicals must secure continued sales from their existing customers while targeting new accounts. Because a large...

Leveraging ABM to Educate the CPG Industry

The rise of online shopping has revolutionized consumers’ buying experiences, and consumer packaged goods (CPG) companies are considering how to make sure their products stand out to their buyers without relying on shelf appeal alone. In addition, new product shipping realities mean the durability concerns surrounding product packaging are now...

ABM Gets Non-Asset-Based Logistics Companies Moving

Where logistics companies may have once focused primarily on how their products and services could reduce costs for their clients, the proliferation of available services—and the depth of their reach—now provide added value to clients’ businesses rather than simply cutting their costs. Logistics companies are working overtime to educate existing...

ABM Helps Powder Metallurgy Companies Reach New Buyers

Advances in 3D-printing technology have created new opportunities and uses for powder metallurgy, allowing engineers and designers to print on-demands parts on site. For powder metallurgy manufacturers, this means they're now tasked with reaching a whole new set of buyers. Reaching these buyers comes with increased difficulty because B2B buying...

Buying Changes in the Oil and Gas Industry

You used to be able to sell products to people you know. Now you have to sell solutions to teams that you don’t. Dealing with new cost pressures and unprecedented fluctuation in oil prices, companies in the petroleum business are having to find new ways to position themselves to sell....

Educating B2B Customers through ABM: IIoT Equipment Implementation

As the industrial internet of things (IIoT) is rapidly remaking the modern manufacturing facility, plant operations professionals remain plagued by the same key concern that has been top-of-mind for decades: equipment downtime. The evolution of supervisory control and data acquisition (SCADA) was revolutionary for industrial operations, but implementation and networking...

Out with the Old: ABM for MRO

MRO manufacturers are integral in the continued operations of their customers’ facilities and products. Their product lines are varied, serving numerous diverse business needs across a broad spectrum of industries. Messaging the right products and services to the narrow band of target accounts for whom they are relevant is a...

Food for Thought: ABM for B2B Ingredients Companies

The consumer trend toward “clean ingredients” means product reformulations for food processors, often translating to recipe overhauls and costly downtime. In response, inventive smart-ingredients manufacturers are creating clean substitutes that can be easily added into existing recipes with minimal disruption. But how can these companies best educate their customers? In...

Sign up for our newsletter.

Your email and first name will be used by Jabmo to send you occasional newsletters. You can opt-out by clicking on the unsubscribe link in our newsletters. To learn more about your rights and use of your personal data, see our Privacy Policy.

Segment pixel