Episode 188: The growth strategy for a challenger brand: how to compete with ABM giants 6sense and Demandbase with Dmitri Lisitski

In this episode of Full-Funnel Live, we invited Dmitri Lisitski, CEO & Co-founder of Influ2.

Tune in for a conversation with the founder behind Influ2 on growing a challenger ABM brand in a market dominated by 6sense and Demandbase. We will revisit the gap spotted at a 2015 Demandbase conference, the positioning and differentiation that launched Influ2, and what he deliberately refuses to compete on.

We discussed the GTM strategy past and present, where to spend without big budgets, scaling marketing and sales, building a lean ABM team, and keeping alignment. Plus, how to measure and prove ABM pipeline contribution to a skeptical CMO or CFO beyond MQLs and impressions, and where AI strategy is actually heading.


Tune in to learn:

• How to grow in the market dominated by “big whales” like 6sense and Demandbase: the growth strategy, positioning and differentiation
• How to structure marketing and sales as you scale and how to build a lean and effective ABM team
• ABM reporting and metrics: how to measure ABM and prove pipeline contribution to CFO, beyond MQLs and impressions?

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Vladimir on Linkedin: https://www.linkedin.com/in/vladimirblagojevic/
Andrei on Linkedin: https://www.linkedin.com/in/azinkevich/
Dmitri
 on Linkedin: https://www.linkedin.com/in/lisitski/