The ABM Way!

Cracking the European IT Market: GTM Strategies & Masterclass with Peter Dibbern.

In this powerhouse episode of The ABM Way, Omprakash sits down with Peter Dibbern, CMO of Cosmo Consult, one of Europe’s top Microsoft partners, who will reveal the real-world challenges and strategies of building a pipeline in a conservative, engineering-driven market like Germany. 

From building your pipeline without vendor dependency to crafting field events that convert, this conversation is a must-listen for founders, GTM leaders, and marketers navigating the European IT services landscape.

In this Epi...

From Decks to Deals: Mastering Account-Based Marketing Execution with Vineeta Makhija.

In this episode, We meet Vineetha – a powerhouse in ABM and digital strategy.
With leadership roles at Autodesk and IBM, Vineetha brings over a decade of deep expertise in account-based advertising and marketing. She’s led high-impact 1:1, 1:Few, and 1:Many ABM programs across global markets—helping enterprise brands accelerate pipeline, boost deal velocity, and elevate customer experience.

Her career has spanned countries, agencies, and industries—always anchored in digital. From campaign strategy to performance optimization, Vineetha knows how to turn data into dec...

The Bold ABM Moves No One Talks About (But You Should Try in 2025) 

In this episode of The ABM Way, Omprakash Karuppanan and Emilia Korczynska, VP of Marketing at Userpilot, discuss the ABM strategies that many teams are hesitant or slow to adopt.

Emilia shares why display ads are overrated, how contact-level attribution can be misleading to your team, and why most ABM campaigns tend to lose steam after 90 days. From building account-level scoring models to de-anonymizing engagement without reverse IP lookups, she walks us through lean ABM plays t...

Why Marketing Ops Is Your GTM Pit Crew — Not a Tech Helpdesk.

In this powerhouse episode, I’m joined by Darrell Alfonso, Director of Marketing Strategy & Operations at Indeed and one of the most respected voices in the global marketing ops community.

We dive deep into the evolving role of marketing ops, far beyond dashboards and tools. Darrell shares why ops should be the strategic backbone of GTM, how to architect a bowtie funnel that drives expansion revenue, and what most SaaS teams get completely wrong when...

In this episode of The ABM Way, Omprakash discusses with Patricia McParland, VP of Marketing at MetricStream, a leader in governance, risk, and compliance (GRC) software solutions. With over three decades of B2B marketing experience, Patricia shares her expert insights on how marketers can navigate the evolving digital landscape while staying rooted in the timeless fundamentals of marketing success.

This episode discusses:

In this episode of The ABM WAY Omprakash karuppanan and Yulia Olennikova from N.Rich discuss on:

Why your ABM advertising doesn't work and how to fix it!

These and many more questions,

In this episode, we discussed:

Why crafting a Human-First ABM Copy always wins, making your audience feel understood and valued!

In this episode of the The ABM Blitz series, Naomi Soman from Storylogick Consulting and Omprakash Karuppanan discuss:

A well-ideated narrative and UVP backed by research help you:
✔️Connect Emotionally
✔️Stay Engaging and Memorable
✔️Show Differentiation: 
✔️Address Customer Pain Points: 
✔️Build Trust
✔️Simplify Complex Solutions
✔️Align Stakeholders
✔️Influence Long Sales Cycles


🚀 Importance of Unique Value Proposition in ABM
💬Tailored Messaging in B2B Tech: Importance of tailored messages for different decision-makers and funnel...

Join Omprash Karuppanan, the Founder of Fuego Systems, in THE ABM Way Episode.

Topic: Growth ABM vs Enterprise ABM-The Future of Account-Based Marketing and Growth Strategies with Davis Potter.

In this episode, we dive deep into the evolving world of Account-Based Marketing with Davis Potter from Forgex. Davis shares extensive experience and insights on the nuances between Growth ABM and Enterprise ABM. 

We discussed:

1. Understand the key differences between growth ABM vs. Enterprise ABM and how these frameworks can complement each other.

2. Discover the essential resources and team structure n...

Join Omprash Karuppanan, the Founder of Fuego Systems, in the ABM Blitz Episode.

Topic: ABM Horror Stories and How to Avoid Them.

Here, Omprakash discusses on

1. How ABM is a powerful strategy but requires meticulous execution.
2. Rushing into ABM can cause a lot of wasted budgets, resources, and time. 
3. There are some common pitfalls to expect in your ABM execution if not executed strategically.
4. ABM Execution and how you can avoid the nightmares.

Thanks for listening. What can we do to improve the show?

Join Mark Kilens, the co-founder of TACK, and me in discussing

"People first Go-To-Market."

Here, Mark discusses:

1. Importance of building relationships and partnerships with customers. 
2. Role of  technology and data in people First go-to-market
3. Community-led growth  
4. The potential impact of AI on go-to-market strategies and more.

Thanks for listening. What can we do to improve the show?

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How to choose the right pilot program for your ABM in 2024.

Welcome to another episode of the ABM Way. In this episode, we have a special guest,
Andrei Zinkevich from Full Funnel who shares valuable insights on creating a 
successful pilot program for account-based marketing (ABM). 

Throughout the conversation, Andrei provides a framework for conducting a pilot and highlights key considerations for building a lean team, 
managing resources, and generating demand.


The key points covered in this session include the importance of having a committed team and ins...

In this Podcast episode, I am joining Taylor Young, Director of Strategic Initiatives @ Terminus, to discuss on:
The concept of full-lifecycle ABM in detail.

and a lot more education on ABM.,

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The ABM Newsletter is created for B2B Marketers to access exclusive strategies, interviews, illustrations, workbooks, a...

Mason Cosby and Omprakash Karuppanan discuss specific strategies to foster Marketing and sales alignment.

Mason Cosby, the director of demand gen with sales assembly, discusses the challenges and importance of marketing and sales alignment. He emphasizes that larger organizations need more help aligning these teams due to specialized roles and differing KPIs.

Here they discuss on

1. How to identify the total relevant market

2. How can sales and marketing engage potential customers together?

3. The metrics and Key Performance Indicators (KPIs) essential for teams regarding alignment.

and more.,

In this Lunch & Learn session, I am joining Vladimir Blagojevic to discuss on:

How to make ABM work for you?

Does ABM end with Programmatic ad platforms?

What are Enterprise SAAS companies missing when running ABM programs?

Does ABM end with programmatic ads?

How to check if your ABM campaigns are successful.

Metrics to track

and many more.

They discuss what ABM (Account-Based Marketing) is not, specifically referring to programmatic advertising platforms that only distribute ads without...

In this episode, Brad Rosen discusses the challenges of marketing and sales alignment.

Brad Rosen is President & Head of RevOps at Sales Assembly.

Here we discuss

1. What are the key challenges to establishing the marketing and sales alignment?

2. How can technology be used best to help foster this alignment?

3. Examples of successful B2B companies with perfectly aligned marketing-sales efforts.

and more.,

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The ABM Newsletter is created for...