“Account-based marketing is really about marketing to the accounts that are aligned with your sales team,” said Demandbase CEO Chris Golec. It’s been done for years, but today there’s a whole technology and practice around being able to market to accounts at scale, and this wasn’t possible until about four or five years ago. It’s a focused, targeted marketing approach. The other thing I would add is that ABM is not a single point solution. It’s really about marketing to accounts from the top of the funnel to the bottom.”