The Shift - A DemandFarm Original on Digital Key Account Management

Marketing to everybody is like marketing to nobody. The first step in ABM is identifying your ideal customer profile.” – Ankit Sharma. In episode 13 of the Shift podcast, Dr. Karthik Nagendra, CMO at DemandFarm, interviews Ankit Sharma, VP Marketing at Netcore Cloud. Join us as we delve into the dynamic world of ABM in the digital age, exploring the strategies, technologies, and best practices that are reshaping the way businesses engage with their most valuable accounts. Ankit Sharma shares his wealth of knowledge, offering unique insights into the evolving landscape of ABM and how it continues to drive exceptional results for organizations in today's fast-paced and highly competitive business environment. In this episode, you’ll: - Learn the key strategies and tactics for implementing ABM effectively. - Discover the impact of AI, machine learning, and digital tools on ABM. - Explore the importance of sales and marketing alignment in ABM success. - Identify essential metrics for measuring the success of ABM campaigns. Learn more about DemandFarm

In episode 12 of the Shift podcast, join Dr. Karthik Nagendra, CMO at DemandFarm, and Peter Hanford, Group Director of Digital Growth at Ebiquity Plc, as they explore how organizations can thrive in today's ever-changing business landscape by embracing digital transformation for sales success. Discover the power of data-driven strategies that fuel intelligent decision-making and strategic planning. Uncover insights into: Tune in to The Shift today! Learn more about DemandFarm

In episode 11 of the Shift podcast, Dr. Karthik Nagendra, CMO at DemandFarm, interviews Julie Lentz, Head of Retail Industry Media Sales for Google. Learn how organizations can develop a digital-first approach to sales that not only engages customers but also fuels revenue growth. In this podcast, you'll learn: Tune in to The Shift today! Learn more about DemandFarm

Have you wondered how to engage specific high-value accounts effectively? In episode 10 of the Shift podcast, Dr. Karthik Nagendra, CMO at Demand Farm, interviews Tejas Arur, Business Communication & Customer Engagement Strategist at Axtria Inc., about the key principles and strategies behind account-based marketing in a digital age. They discuss the importance of personalized and targeted marketing strategies, the role of data analytics and AI in account-based marketing, and the need for synchronization between account-based marketing and account-based selling. Don't miss out on their unique perspective on: Tune in to The Shift today! Learn more about DemandFarm

Maximizing Customer Retention with Key Account Management Looking for valuable insights into growing your existing customer base? The Shift Podcast has got you covered! In episode #9 of The Shift Podcast Dr. Karthik Nagendra speaks to Sherrod Patching, VP CSM at Gitlab to delve into customer retention trends, strategies, challenges, and much more. Learn how to leverage customer success and account management teams to drive growth. In this podcast, you’ll get to: Tune in to The Shift today! Learn more about DemandFarm

Digital transformation has become an essential element for businesses to remain competitive in today's ever-changing business landscape. It has provided many benefits, including increased productivity, improved customer satisfaction, and enhanced sales performance. What has changed in the sales experience since the ability to integrate digital tools seamlessly into the sales process has improved? In episode #8 of The Shift Podcast on Digital Key Account Management, Prasad Varahabhatla (Senior Director, Sales & Data Operations at Philips) and Dr. Karthik Nagendra (Chief Marketing Officer at DemandFarm) discuss what goes into streamlining the sales experience in digital key account management. In this podcast episode, Prasad shares his thoughts on 1) Integrating digital tools and platforms into the sales process 2) Increasing popularity of Rev Ops as a function 3) Dealing with the entire customer journey from landing to renewing 4) Customer adoption and long-term value creation And much more…! Learn more about DemandFarm

The ability of a company to effectively manage and grow their strategic accounts directly impacts revenue generated from high-value customers. How does one manage key accounts and set up successful key account management processes? In episode #7 of The Shift Podcast on Digital Key Account Management, Pavel Carballo (Director, Enterprise Sales Nordics at Databricks) and Dr. Karthik Nagendra (Chief Marketing Officer at DemandFarm) discuss what goes into key account management success. In this episode of the Shift podcast series, Pavel shares his thoughts on measuring the success of key account management efforts including: 1) Metrics that should be used 2) Tracking progress over time 3) Using data to make informed decisions 4) Leveraging data and technology Learn more about DemandFarm

At a time when the global economy is expanding at a slow pace and financial conditions are tightening, B2B selling has turned almost completely digital. How does one navigate such a time of economic uncertainty? In the sixth episode of The Shift Podcast on Digital Key Account Management, James Manno (VP of Sales, Enterprise West at Qualtrics) and Dr. Karthik Nagendra (Chief Marketing Officer at DemandFarm) discuss the changing digital B2B environment. James shared his thoughts on managing key customers during a time of economic slowdown including: The need for increasing focus on business impacts Learn more about DemandFarm

When working with large businesses and going outbound, being deliberate about the planned approach provides structure to your organization's interactions. Recently B2B selling has almost completely turned digital. With ever-growing, larger buying groups in this digital age of B2B selling, what are some factors that go into it; challenges encountered and benefits gained? In the fifth episode of The Shift Podcast on Digital Key Account Management, Andrew Collings (Head of Enterprise at Gearset) and Dr. Karthik Nagendra (Chief Marketing Officer at DemandFarm) discuss adapting your organization to this changing, digital B2B environment. Andrew shared some of the crucial factors he considered when shifting to a digital approach to keep track of his key accounts. This includes having a tool that :- 1. Integrates into Salesforce without requiring external software to manage accounts 2. Represents data visually and is easy to use for faster adoption 3. Accommodates custom needs accurately and works around that 4. Shows all information in one place without having islands of data Learn more about DemandFarm

The digital world is now more connected than ever to every action and transaction in our daily lives. In this new world, the priority for companies lies in creating and implementing a digital account strategy that can be utilized to grow. In the fourth episode of The Shift Podcast on Digital Key Account Management, Ethan Trifari, Director at CapTech Ventures, Inc and Karthik Nagendra, Chief Marketing Officer at DemandFarm discuss the importance of digital key account management in achieving the best customer relationship strategy. Ethan shared some of his key motivations for transitioning to digital Key Account Management ! Learn more about DemandFarm

The world is more dynamic now than ever before, and no one knows this better than sales teams. The shift to digital selling has already happened, and having the right tools for that is key. In the third episode of The Shift Podcast on Digital Key Account Management, Jennifer Smith Byers, VP Client Services at TaskUs and Karthik Nagendra, Chief Marketing Officer at DemandFarm delve into TaskUs' transition journey to digital Key Account Management. Jennifer shared some true gems from TaskUs' transformational digital Key Account Management(KAM) journey 🤯 💡 Shifting to the Digital Way of KAM is just inevitable 💡 In this dynamic world, plans change. Keep Account Planning agile, not an annual process 💡 Leadership buy-in and advocacy is important to propel the initiative a long way 💡 Lay the right foundations while embarking on the journey of Digital Key Account management 💡 Choose a Digital Key Account Management Technology that has a team ready to support you throughout this journey Learn more about DemandFarm

As Account Managers and Sales Leaders have to adapt quickly to evolving trends in Key Account Management, technological innovations come to the forefront as vital aspects in the Account Planning journey. Join Liangbi David Shen (Head of Revenue Operations at Cambridge Mobile Telematics) and Dr. Karthik Nagendra (Chief Marketing Officer at DemandFarm) in the second episode of the Shift Podcast series, as they navigate the changing digital landscape of Key Account Management. David Shen shares real gems of Strategic Sales knowledge with us. And what can you learn from it? 💡 Sales business = Human-to-Human business 🙌 Sales business is a human H2H business. And you know, without understanding the human dynamics of your target organization, YOU'RE GONNA FAIL! 💡 High Adoption = Key Account Success Don't look for the Key Account Management tool with all the features out there. ❌ Look for something which solves your pain points, easy-to-use, and got a potentially high adoption + usage rate by the team. ✔️ Look out for more mind-blowing insights 🤯 from David's Key Account Success Stories on this Shift Podcast video. Learn more about DemandFarm

As Key Account Management and Account Planning transition to a more digital environment, technology comes to the forefront as a key differentiator and enabler. Account Managers and Sales Leaders have to adapt quickly to these changing trends. How do you enable yourself to manage future changes? What works and doesn't work in the transition to digital KAM? To answer these questions and more, DemandFarm is excited to announce the Shift Podcast series, where experts share their KAM experience. Join Anees Merchant - EVP, Sales at Course 5i, and Dr. Karthik Nagendra - CMO at DemandFarm in the first episode on unlocking secrets about key account management. Learn more about DemandFarm