ABM has always been about precision—knowing the right accounts, the right moments, and the right messages. But as technology evolves, so do the strategies that drive success. With AI, personalization at scale is becoming a reality, while brand-led demand generation is proving more critical than ever.

In this episode, hosts Saima Rashid and Adam Kaiser break down what’s working in ABM today. Then they’ll explore how AI is reshaping account-based strategies, the power of brand-to-demand campaigns, and why aligning sales, marketing, and CS around a single ICP definition is non-negotiable. Plus, Saima and Adam will tackle the ongoing debate around platform consolidation vs. best-of-breed solutions—and why RevOps leaders have strong opinions on both.

In this episode, you’ll learn:

• Why sales, marketing, and CS need to align on ICP—not just for acquisition, but for retention
• How AI agents are transforming BDR workflows without replacing the human touch
• Why brand investments are the ultimate edge in an AI-driven marketing world

Jump into the conversation:

(00:00) Account-based marketing in 2025

(02:08) Why ICP alignment is critical for success

(05:06) Personalization strategies that drive engagement

(07:20) Brand to demand: The key to long-term marketing success

(13:37) The rise of the B2B backchannel and its impact on buying decisions

(17:50) How AI is changing ABM and enabling smarter outreach