Scrappy ABM Ep. 161 - AI Governance ABM Playbook! “One Geo, One Industry” Approach
Apr 17, 2025
08:56
In this episode of Scrappy ABM, host Mason Cosby breaks down a playbook submission from Jimmy, who is targeting Forbes Global 2000 companies with an AI governance platform. Mason provides strategic advice on how to focus ABM efforts, select the right vertical and region, and approach target accounts effectively.
Best Moments:
- (00:32) Introduction to Jimmy's ABM playbook submission
- (00:45) Breakdown of the ICP: Forbes Global 2000 companies with $5.8B+ revenue
- (01:37) Mason’s first recommendation: Focus on one geo and one industry at a time
- (04:05) Strategy for targeting companies with AI governance programs through event panels
- (05:33) Insights on positioning an AI governance platform to solve compliance challenges
- (06:51) Recommendation to focus on healthcare or financial services verticals
- (07:07) Advice on targeting approach: start with influencers and work up to executives