Why Most ABM Programs Fail (And How to Build One That Generates $10.50 Per Dollar Spent)

Spotify Podcast Description:

Emilia Korczynska, VP of Marketing at UserPilot, breaks down how she generated over $2M in pipeline from ABM in just 9 months—without expensive tools or complex setups.

In this deep dive episode, you'll learn:

• Why most ABM programs fail (hint: they start with tools, not strategy)• Her exact 6-step framework for identifying and targeting the right accounts• How to move beyond MQLs and track accounts through meaningful progression stages• The "surround sound" approach that targets entire buying committees, not just contacts• Why she moved BDRs from sales to marketing (and the results it delivered)• Her account scoring system combining CRM data, ad engagement, and third-party signals• LinkedIn ads + ZenABM setup that generates $10.50 in pipeline per dollar spent• One-to-many vs. one-to-few vs. one-to-one segmentation strategies• Real tactics for 400+ closed deals and sustainable ABM growth

This isn't theory—it's a practical playbook from someone who's actually built and scaled ABM programs that work.

Perfect for B2B marketers, growth leaders, and anyone looking to move upmarket with account-based strategies that deliver real results.