In this edition, I’m covering my hot take on ABM, giving you a sneak peek at upcoming guests on the SaaS Sessions podcast, and one interesting tool that can make your life a little easier.

ABM hot take

Since the beginning of this year, I’ve been having many conversations with B2B SaaS founders and marketing leaders on the same topic - How do I start an ABM motion?

And when I shared my extreme opinion on ABM, it usually landed me in this position.

ABM is not for everyone. You’ve probably heard this a lot. But who is it for? How does one determine if ABM is the right strategy forward?

You can figure out if you’re ready to start an ABM motion. It requires some prerequisites to be in the right place for an ABM motion to work.

After countless discussions with B2B SaaS marketing leaders, I’ve narrowed those to six prerequisites.

1. Money $$$

2. ACV >50K + expansion opportunity

3. Existing customers with ROI

4. Content matrix

5. Marketing-SDR-Sales process

6. Tech/Platform

If either of these 6 things are out of place, there are high chance that the ABM motion won’t succeed. Or if it does succeed it might take a lot longer than usual to see some outcomes.

I’m working on an article to expand on the WHY for each prerequisite. And also how to get ready for ABM.

If you or someone you know has implemented ABM in the past, I’d love to speak with them and include their thoughts in the article. Feel free to connect them with me via email (reply to this email) or on LinkedIn.

Latest Podcast Episodes

• Are you planning to start an insights practise at your organization? Listen to this episode with Peter Walker, Head of Insights at Carta - who shares their playbook on the show.

• In this episode with Jugal Anchalia, CEO and co-founder of Cobalt, we mentioned the word integration(s) 138 times in 40 mins. If you’re looking for insights on how B2B SaaS companies can strategically build integrations and grow the business, tune in to this episode now.

Upcoming guests

• Krati Seth - Head of Global Sales Enablement at Whatfix

• Joe Aurilia - SVP of Operations at Cyware

• Andy Ramirez - SVP of Marketing at Docker

• Rajesh Bhattad - Director of Sales Ops at Multiplier

• Sowmya Srinivasan - VP of Revenue Ops at Hubspot

Hit me up if you have any specific questions that I should ask any of these guests.

Interesting tool

This week I’m bringing you Text Blaze.

Text Blaze is a text automation tool that helps you automatically insert text snippets with shortcuts. Just type / and your keyword, and done.

This works seamlessly on the Chrome browser.

I store many text snippets on Text Blaze. Here are a few examples -

• invite a guest to my podcast

• invites for a webinar

• whenever I’m introducing 2 people to each other

• first message to a new LinkedIn connection

• sharing calendar links for different use cases

This helps me save a lot of time by writing repetitive texts.

Btw, you can also do this natively on a Mac using text replacements.

This section is not sponsored. I generally use a lot of tools/platforms in my day-to-day work. And I’d love to share it with everyone.

I’m always on the lookout to speak with interesting folks from the B2B SaaS world. If you have a recommendation, feel free to drop a recommendation here.