In this episode, Markus Zirn and Hillary Carpio delve into the dynamic world of Account Based Marketing (ABM). Leveraging her extensive experience, Hillary provides a peek into the strategies propelling Snowflake's market dominance. Drawing insights from her book 'Busting Silos', she illuminates the transformative power of automation, orchestration, and a profound understanding of human behaviors in modern marketing. Exploring Snowflake's unique ABM approach, they unravel the creation of their internal ABM platform and delve into the pivotal role of data and AI in shaping the future marketing landscape. Hillary shares her passionate advocacy for customer-centric methodologies, alongside invaluable advice for aspiring ABM leaders, unlocking the full potential of ABM in their endeavors.

Timestamps

*(03:13) Episode Start
*(05:38) Exploring Account-Based Marketing (ABM) and Hillary's book “Busting Silos”
*(09:37) Crafting a custom ABM tech stack
*(17:05) Snowflake's approach to ABM
*(20:37) Composable enterprise and data-driven orchestration solutions
*(24:10) Approach to activation flows and cross-departmental collaboration
*(26:33) Future of ABM with AI
*(26:26) Hillary's journey at Snowflake
*(30:22) Advice on building your own ABM tech stack
*(30:26) Evolution of scoring models and Snowflake's approach
*(33:50) Hillary's wishlist for future tech advancements

Episode Key Takeaways

• Solve genuine problems: Transform existing processes by identifying authentic pain points. Dive deep to understand the intricacies, ensuring your solutions yield impactful outcomes.
• Always put your customer first: Keep your customers front and center. Navigate through complexities while ensuring your solutions meet their practical needs, not just technical requirements.
• The future of marketing lies in technology: Embrace the technological revolution in marketing. Explore the power of generative AI and other emerging technologies to streamline processes and personalize interactions, propelling your strategies into the future of innovation.
• Flexibility is Key: Adapt and thrive in the ever-changing digital realm. Stay agile, iterate on your strategies, and embrace new data inputs to continuously improve and scale your efforts for success.

Top Quote

“You can create a great orchestrated product. But if sales isn't on board, if SDRs aren't on board, if the creative team isn't on board… Everybody has to be on board to believe in this vision that you're executing, you can't just execute against something that nobody wants to be a part of. So at the end of the day, it has to be business-focused. It has to be outcome-focused. And the tool or the platform just becomes a mechanism to help you get to that goal faster.” – Hillary Carpio