The Scratch Blog

The latest marketing insights, musings and recommendations

How to Select the Right Accounts for Your Account-Based Marketing Program

By Lora Kratchounova, Scratch Marketing + Media Account selection is the first and most critical foundational component of any account-based marketing program. Identifying target accounts in the world of account-based marketing (ABM) is the process of prioritizing companies and organizations by their likelihood of converting to a sale. In ABM, the greatest emphasis of the […] [...]

Positioning and Segmentation for Marketing the Future

    By Lora Kratchounova, Scratch Marketing + Media In a digital world where people are inundated with information, they are using all the tools and channels at their disposal — from Google to social networks — to make purchasing decisions outside of hopeful brands’ established channels. As we explored in a previous post, Digital Brand Authority […] [...]

To Drive B2B Demand, Kill the Story

By Rob Skinner, Scratch Marketing + Media I did not expect January’s Marketing Profs Virtual Conference, Top Marketing Trends of 2017, to underscore my growing personal sentiment that the “brand story” has slipped into a state of overuse, to the point it’s losing effectiveness as a content marketing framework. But it did, and the results […] [...]

Digital Brand Authority: The New Marketing Framework

By Lora Kratchounova, Scratch Marketing + Media Given that today’s paradigm of customer centricity has coaxed brands to adopt a Marketing the Future stance towards their relationships with their customers, we need a new framework for building and measuring the brand’s ability to meet its customers’ expectations. That framework is Digital Brand Authority. In a […] [...]

5 Tips to Align Sales and Marketing Ops for an Account-Based Marketing Approach

By Lora Kratchounova, Scratch Marketing + Media In many enterprises, harmonious communication between the sales and marketing departments remains an elusive pursuit. While both groups have the same ultimate goal  —  contribute to the company’s revenue  —  misalignment between the two in day-to-day operations remains one of the greatest sources of functional inefficiency. The two […] [...]

Announcing the 2017 State of Account-Based Marketing Survey from Scratch Marketing + Media and…

Announcing the 2017 State of Account-Based Marketing Survey from Scratch Marketing + Media and demandDrive Scratch Marketing + Media, along with our friends at demandDrive, are pleased to announce that our joint 2017 State of Account-Based Marketing Survey is now collecting responses. We’re soliciting input from the sales and marketing organizations in B2B companies of […] [...]

Sales Acceleration: What D&B’s Acquisition of Avention Means for B2B Marketers

By Lora Kratchounova, Scratch Marketing + Media Dun & Bradstreet announced this week it has purchased Avention. This is big news for B2B marketing, and specifically for the growing sales acceleration market. Knowing Avention first hand, it makes perfect sense for D&B  —  B2B marketing is being completely redefined yet again. Account-based marketing and selling are […] [...]

Three Principles of Marketing the Future

By Lora Kratchounova, Scratch Marketing + Media More than 50 years ago, Intel co-founder Gordon Moore predicted that computing power would increase at an exponential rate. The anticipated rate of change has been refined since his first declaration back in 1965, but half a century later, Moore’s Law (as it came to be known) continues […] [...]

7 Trends That Powered Account-Based Marketing in 2016

By Lora Kratchounova, Scratch Marketing + Media The roots of account-based marketing, or ABM, stretch back almost 20 years. However, it has only become a white-hot topic within the last few. The catalyst for the rapid ascension of ABM to the top of the B2B marketing food chain has been the wild proliferation of technology […] [...]
mautic is open source marketing automation