Don’t Let Shelfware Stall Your ABM (with Mary Batchelder)

Episode notes

Before you drop big dollars on an ABM platform, make sure you can actually make it work. Jim Gilkey ( LinkedIn ) sits down with Mary Batchelder—revenue marketing lead at CaliberMind—to unpack why “your ABM success starts way before the first campaign goes live.” Mary’s eight years at the intersection of ABM strategy and marketing ops taught her that skimping on ops investment leads to shelfware, lack of adoption, and murky metrics. You’ll learn how to surface action-ready insights for sales, align your teams with a unified account timeline, and enforce account-and-lead rigor so you can report on clean, reliable data. Walk away with a pragmatic roadmap for auditing your systems, tapping free community resources, and deciding whether to lean on an agency or hire in-house—all without buying new tech. Guest Bio Mary Batchelder leads revenue marketing at CaliberMind and has spent eight years at the intersection of ABM strategy and marketing ops, making ABM work in the real world. Previously, she marketed Triblio and now brings deep attribution and ops expertise to every ABM initiative.