🔥 Hot Take: Traditional attribution is dead for #ABM, and inbound attribution is next on the chopping block. Here's why everyone's getting it wrong: We're still trying to force-fit MQL/SQL metrics into ABM when the reality is messier. Your target CTO didn't magically decide to buy after clicking that one LinkedIn ad. They probably talked to 3 peers at an event, read 7 dark social posts, and had 5 offline conversations before even hitting your website. The truth? Multi-touch attribution for ABM is a myth we need to kill. Instead of obsessing over "which touch drove the deal," smart companies should measure: 👉Account engagement velocity: Track frequency/depth of interactions across all stakeholders over specific timeframes with tools like Demandbase, Terminus (by DemandScience) etc. 👉 Buying group awareness: Monitoring key decision-maker content engagement, event attendance, and platform interactions with tools like SparkToro, CleverTap, Eventbrite etc 👉 Dark social mentions: Track branded conversations in private channels using employee/customer relationship networks and tools like Mentionlytics, BuzzSumo etc. 👉Competitive displacement indicators: Monitor competitor-comparison searches, RFP indicators, and tech stack changes with some new tools like Reo.Dev (for dev tools) and Semrush / Ahrefs equivalents. 👉 Intent signal clusters: Aggregate behavior patterns showing spikes across multiple buying group members with a mix of the tolls mentioned above and add open source and publicly available data to build an internal intent signal source. But here's where it gets interesting... AI is about to flip inbound attribution on its head too. When 70% of top-of-funnel content is AI-generated and every company has similar SEO optimization, the old "track everything" approach falls apart. Only those with the ORIGINALS will win. What does that mean? 👉 Unique data/insights only your company has 👉 Original research and thought leadership 👉 Social proof and community engagement 👉 Brand strength and authority signals 𝐓𝐡𝐞 𝐟𝐮𝐭𝐮𝐫𝐞 𝐨𝐟 𝐁2𝐁 𝐚𝐭𝐭𝐫𝐢𝐛𝐮𝐭𝐢𝐨𝐧 𝐢𝐬𝐧'𝐭 𝐚𝐛𝐨𝐮𝐭 𝐭𝐫𝐚𝐜𝐤𝐢𝐧𝐠 𝐦𝐨𝐫𝐞 𝐭𝐨𝐮𝐜𝐡 𝐩𝐨𝐢𝐧𝐭𝐬 - 𝐢𝐭'𝐬 𝐚𝐛𝐨𝐮𝐭 𝐮𝐧𝐝𝐞𝐫𝐬𝐭𝐚𝐧𝐝𝐢𝐧𝐠 𝐛𝐮𝐲𝐢𝐧𝐠 𝐠𝐫𝐨𝐮𝐩 𝐛𝐞𝐡𝐚𝐯𝐢𝐨𝐫 𝐩𝐚𝐭𝐭𝐞𝐫𝐧𝐬 𝐚𝐧𝐝 𝐢𝐧𝐭𝐞𝐧𝐭 𝐬𝐢𝐠𝐧𝐚𝐥𝐬 𝐁𝐄𝐅𝐎𝐑𝐄 𝐭𝐡𝐞𝐲 𝐞𝐯𝐞𝐫 𝐡𝐢𝐭 𝐲𝐨𝐮𝐫 𝐫𝐚𝐝𝐚𝐫. ( what do you think, Emir Atli) Debate-worthy Prediction: By 2028, traditional marketing attribution platforms will be replaced by AI-powered intent intelligence systems that can predict purchases before the first form fill. Time to rethink everything we know about measuring marketing impact. Happy to chat and debate this with you over a call on my topmate.io/rapti 😂 Thanks for sparking this post Rejoe🤘 #B2BMarketing #AI #Attribution
If traditional attribution is dead, then does that mean I can finally bury my 80 Excel sheets tracking every click? 😂 Rapti Gupta In all seriousness, the shift to AI-powered intent signals is the future. And those who don't rethink how we measure impact will be left in the dust!
Salloni - connect with Rapti for the No Agenda conversation.
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Founder, Blync AI - Bigger Carts w/ AI Personalization • DTC AOV & CRO Consultant • Ex-Numeral (YC23), Wonderment
2moAttribution is a myth.