Trying to run ABM solo? You’re not alone — and you don’t have to guess your way through it. In this episode, host Jim Gilkey welcomes Brian Surguine, an “accidental marketer” whose twelve-year career spans neurotech, marketing strategy, and Fortune 500s AI. Brian shares how he leads ABM with just one marketer on a four-person go-to-market team. From real-world event examples to post-meeting follow-ups, Brian breaks down how to coordinate across sales, partners, and senior leadership — and make sure your key accounts get a seamless experience. If your ABM strategy feels overwhelming as a one-person show, this is your playbook.

👤 Guest Bio

• Brian Surguine is a solo marketing leader with a background in neurotech, AI, and B2B strategy. With a hands-on, team-sport approach, he aligns tightly with sales and senior leadership to run effective ABM programs at scale.

Connect with Brian on LinkedIn

📌 What We Cover

• ABM as a team sport and air traffic control
• How to personalize engagement around live events
• The power of pre-event intel and post-event debriefs
• Creating content directly from account conversations
• Why a small team can still create a seamless account experience
• Coordinating handoffs across sales, partners, and marketing
• Brian’s go-to beverage: a daily pour over in Portland

🔗 Resources Mentioned

• Scrappy ABM – Build repeatable ABM plays and bring them in-house