The secret to enterprise ABM success is—and always will be—sales alignment.
Sales and marketing alignment is the most talked-about problem in B2B and the least honestly discussed.
In this session, Steve Armenti (former Google ABM leader) brings together Casey Patterson (Snowflake), Kevin Driscoll (Datadog), and Tara Marie Flanagan (Unisys) to get specific on the structures, operating rhythms, and deliberate decisions that turned their sales orgs into the loudest advocates for their ABM programs.
🚨 All registered guests will be entered for a chance to win a personalized Howdy experience 🚨
What to expect from this session
This is a conversation between senior ABM leaders who have actually built the thing and learned — usually the hard way — that enterprise ABM only works when sales isn't just bought in, but actively advocating for the ABM team.
Signals, intent, and what sales actually expects from ABM
How do the best enterprise ABM teams turn data into something a sales rep can act on? We'll talk about what good signal delivery looks like, how to prioritize across hundreds of accounts, and what sales actually needs to feel supported rather than overwhelmed.
1:1, 1:few, 1:many — what these really mean at enterprise scale
Every ABM framework has their tiers. Few people explain what they actually look like in practice — the resourcing, the creative, the account selection logic, how you communicate the difference to a sales team that wants everything to be 1:1.
Sales enablement at scale — briefs, scoring, campaigns, and notifications
Account briefs. Scoring models. Campaign signals. Intent alerts. The tools exist. The question is how you build an enablement system that makes reps smarter without adding to their workload. We'll go deep on what's actually working at Snowflake, Datadog, and TBD.
AI in enterprise GTM — what's real, what's noise, and how to build a case for it
Enterprise teams are under pressure to "use AI" without clear guidance on where it actually creates value. This panel will cut through the positioning and talk about what AI is genuinely doing inside their ABM programs right now and where it's accelerating work, where it's creating new problems, and how they think about ROI in a space where the proof points are still developing.
These conversations don't usually happen in public and this one will fill up quickly.
Save your seat.
This roundtable is brought to you by 👋🏼 Howdy, the only signal-based experiences company for ABM, demand, and sales teams that delivers personalized, real-life moments to prospects that earn a meeting 30% of the time.