Editorial Team
Personalization isn’t a nice-to-have in B2B anymore — it’s the price of entry. That’s why two strategies that once ran side-by-side are now merging into one smarter, more unified approach.
Our latest report, ‘Rewiring B2B: How Demand Gen and ABM are Converging’, explores how this shift is transforming go-to-market strategies, and reshaping the roles of marketing and sales.
Here are a few standout takeaways from the guide:
Demand Gen is Starting to Think Like ABM
The traditional playbook for Demand Gen – the old ‘casting a wide net to fill the funnel’ approach – has evolved. Today’s B2B buyers expect content that speaks to their specific business needs.
As a result, Demand Gen is starting to look a lot more like ABM. Marketers are leveraging firmographic, intent, and behavioral data to prioritize high-value accounts and personalize content accordingly. The result is better alignment with sales, higher efficiency, and more meaningful engagement.
New tech, from AI to automation, makes it easier than ever to apply ABM principles at scale. But scale without strategy can backfire. The report cautions against over-relying on automation, which can make messaging feel robotic rather than relevant.
A successful ABM-Demand Gen hybrid approach still requires human insight, thoughtful targeting, and tight collaboration between teams. Tools are enablers, but they’re not silver bullets.
As Josh Jacobs, Director of Media Strategy at Just Global, notes in the report, clients are increasingly shifting away from shallow lead metrics (like MELs) and focusing on deeper impact measures such as MQLs, pipeline, and revenue contribution.
That shift underscores a broader truth, that alignment across marketing, sales, and revenue teams is essential.
While ABM tech solutions are booming, the report warns that many fall short when they’re implemented without a strategic foundation. Daisy Holloway, Global VP of Integrated Marketing Strategy at Just Global, stresses the importance of setting clear evaluation criteria long before shopping for tools.
From integration with your existing MarTech stack to ongoing support, a thoughtful selection process can be the difference between scalable success and another underutilized platform.
The guide also challenges B2B marketers to rethink outdated ABM frameworks. ForgeX introduces two modernized models – Enterprise ABM and Growth ABM – that work in tandem to engage both high-value targets and wider opportunity pools. The flexibility of this approach helps bridge the gap between depth and scale.
It’s a practical step forward for companies seeking to unify sales and marketing around a single, data-driven go-to-market engine.
The convergence of ABM and Demand Gen isn’t just a passing trend. The brands that embrace this blended approach will be better equipped to drive growth. And as Just Global is part of Growth Services Provider Trilliad, this is coming from a knowledgeable source.
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