How built out is your ABM program—really? Jim Gilkey LinkedIn sits down with Patrick Maloney, a self-described Swiss Army knife marketer, to challenge the idea that ABM is “just a tactic.” Instead, Patrick argues it’s a company-wide mindset that must be endorsed from the top down. Whether you’re targeting IBM or your next big logo, Patrick lays out why tiering your accounts is non-negotiable—and how your tier one deserves an “all hands on deck” approach. Expect practical advice on balancing resources across tiers, getting beyond “spray and pray” demand gen, and making it impossible for your top accounts to ignore you.

👤 Guest Bio
Patrick Maloney is a full stack marketer with over a decade of experience spanning startups and large enterprises. Currently at Pinecone, Patrick helps teams build strategic, tiered ABM programs that prioritize the highest revenue potential. Connect with him on LinkedIn.

📌 What We Cover

• Why ABM must be a mindset driven from the top down—not a single tactic
• The importance of tiering accounts to focus resources on highest potential revenue
• How to approach tier one accounts with tailored content, direct gifting, and executive invites
• Using tools like Clay and Sendoso to personalize websites and outreach
• The danger of applying the same strategy to IBM as you do to every other account
• How tier two and three accounts fit into a broader resource allocation plan
• Why inbound marketing alone won’t land your best-fit accounts

🔗 Resources Mentioned

• Scrappy ABM
• Clay
• Sendoso
• Temple Coffee Roasters