Engagio ABM Analytics

Engagio ABM Analytics

(56)
4.4 out of 5 stars

Engagio is an Account Based Everything platform to orchestrate human connections at scale.

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ABM Analytics review by <span>Kathy K.</span>
Kathy K.
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Excellent ABM software

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What do you like best?

The ability to track engagement minutes at the account and contact level and identify the most engaged accounts overall and by buying center.

What do you dislike?

Incorrect syncing of contacts sometimes, especially when a contact changes companies, which happens a lot in our target industry.

Recommendations to others considering the product

Engagio integrates very easily with Salesforce as well as Marketo (although we don't use Marketo) and is an invaluable tool for ABM marketing.

What business problems are you solving with the product? What benefits have you realized?

Helps us identify which accounts have and haven't been engaged over the course of time, where they are engaging (i.e. which web assets, which in-person events, etc.), who is engaging and at what level. We've been able to identify how many minutes on average are required to get to each opportunity stage.

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ABM Analytics review by <span>Ciaran M.</span>
Ciaran M.
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What do you like best?

Great visibility into target account activity. Allows us to see impact of ABM campaigns and prioritize leads/account for SDRs to call into.

Also, some of the best customer success and support in the business. Always a great sounding board for ABM campaign ideas and best practices.

What do you dislike?

Some delays in matching leads to accounts. We really want to use Engagio to enable account-based routing, but the sync delay prevents us from doing this.

Recommendations to others considering the product

If ABM is a priority Engagio is a no-brainer!

What business problems are you solving with the product? What benefits have you realized?

Let's us see target account activity and gives us the notion of an MQA (Marketing Qualified Account). We now use MQAs as a marketing KPI and success metric for campaigns. We can also report on target account pipeline vs. not-target pipe. Useful for understanding impact of ABM programs.

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ABM Analytics review by User in Computer Software
User in Computer Software
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good product but inflated statistics

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What do you like best?

Some features are great.

The Engagio PlayMaker works really well for us and is able to help us draws up usage of over 60% of the sales team. Also, the Engagio L2A matching feature is good for some of our historical leads which got prioritized into the marketing funnel during the campaigns.

SFDC integration is done very well too. Mostly it only takes a few weeks to a couple of months before you can completely understand the product.

What do you dislike?

The problems are plenty:

ABM campaigns have been more expensive for us than our traditional seasonal AdWords or inorganic lead acquisition strategies. I would put the overall efficiency at about 30-40%.

If you go slow on ABM then there is virtually nothing you have left to do with Engagio's product. Most of the insights can only be used if you want to adopt ABM fully. Would like to avoid if you are too early in the implementation cycle of ABM

Recommendations to others considering the product

If you are bought into ABM and are seeing results from the approach then Engagio can help you improve on this (probably). Please avoid if you are looking to experiment with Engagio for ABM success, that is not the product can do.

What business problems are you solving with the product? What benefits have you realized?

Running targeted campaigns.

Driving personalized emails

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ABM Analytics review by <span>Peter H.</span>
Peter H.
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What do you like best?

Engagio essentially turned the lights on for VersionOne when it comes to ABM and ABSD. While we had selected target accounts and began targeted programs in 2015 when we implemented Engagio Analytics, we did not have account-level visibility. Now, as VP of Marketing, I rely on Engagio to aggregate account engagement and conversion metrics, tell my team which programs and activities are resonating with accounts, visualize what the journey for an account has been, aggregate known/anonymous contacts, and provide a complete picture of progress in target accounts. It’s easy to implement, easy to use, and has delivered actionable account-based visibility that is unique. For more than a year, Engagio has been the primary software for SDRs and Reps to understand which accounts are engaged to prioritize their activity. Scout is a great tool for seeing account insights. PlayMaker provides a new paradigm on how to orchestrate interactions with accounts.

What do you dislike?

Engagio is very flexible because I can create account-based reporting that incorporates any field from SFDC and it is easy to filter, but I wish the Edit Columns tool was drag and drop so I could do this faster. Otherwise the UX is sweet.

Recommendations to others considering the product

If you are doing ABM and ABSD, you have to evaluate Engagio - great product, great people, and unique vision and direction.

What business problems are you solving with the product? What benefits have you realized?

The key problems we solve with Engagio are 1). Target account selection and prioritization – we use engagement minutes in our formula for account selection as well as intent, fit, and other variables, 2). SDRs and reps prioritize weekly activity based on account engagement so that they are not just lead focused, 3). SDRs gain account insights from Scout and from Analytics reporting on what interactions are occurring with accounts so they can personalize, and 4). We have account-based reporting on engagement, lead conversion/MQL aggregate/appointments, etc that we use in the team, with management, and in board meetings. This reporting would be manual and unmanageable without Engagio. Now we can truly understand our success, 5). We can easily understand how Marketing engagement sources and influences pipeline for attribution analysis. Results: With Engagio we can see that 88% of our 2016 target accounts were engaged, 56% converted MQLs, and target account opp and deal values are higher than non-target accounts.

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ABM Analytics review by User in Internet
User in Internet
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Easy to understand ABM analytics

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What do you like best?

Engagio makes it easy to see what's going on in your target accounts (what have they done recently, how long they've engaged, etc.) and the impact of your marketing programs. It also provides a great way to keep track of your marketing qualified accounts via funnel view.

What do you dislike?

Making account lists and editing them can be hard to do. Sales enablement isn't exactly easy either. In order to view Engagio data in SFDC, you must download a chrome plugin. Unfortunately, getting sales to download a chrome plugin and use it is easier said than done. Also, the plugin displays as an annoying tab that sticks out from the right side of your browser like a sore thumb. Not exactly the best user experience.

Recommendations to others considering the product

Make sure you have your tiers clearly defined as that will dictate which plays you'll need to run. Consider building out your playbook before you begin with implementation as you'll want to hit the ground running to get some early wins. Sales will take notice if you've got MQAs under your belt early on.

What business problems are you solving with the product? What benefits have you realized?

Engagio ABM is great at showing us MQAs we can pass to sales. It also provides us insights into which of our marketing campaigns are working and which ones aren't. Because of this, we've decided to invest in the higher converting campaigns and replicate those in the future.

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ABM Analytics review by <span>Hussam A.</span>
Hussam A.
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What do you like best?

Analytics breakdown on the account level to show campaign performances and responses. Scout is a new feature that's continuously being developed and it's shaping up to be an incredibly useful tool for all levels of an organization. Account/Business Development and sales reps use it for a quick snapshot of an account activity history, communications and engaged contacts. Management uses the analytics platform to see an overall campaign response and general engagement.

What do you dislike?

I don't know if I dislike anything about the platform. Maybe what I dislike is that some of the features on the roadmap are still months away.

Recommendations to others considering the product

Go for it! Spend time mapping your CRM and Marketing Automation and prepare for the Engagement Settings thoughtfully. Remember that an activity is different from an engagement.

What business problems are you solving with the product? What benefits have you realized?

The Engagio Analytics platform (most of my experience with the product) solves the visibility issue when trying to report on engagement activities towards one targeted account, or a list of them. When you realize that your B2B marketing strategy needs a better segmentation, you end up tiering your targeted lists according to importance, responsiveness, value, or a combination of these (+many other). Your approach will be segmented as well and your efforts are now trackable and making sense through Engagio.

The PlayMaker is a newer product of Engagio that provides a 360-view on your targeted accounts. The communication that happened, the content consumption, the engaged contacts, the opportunities created, ... etc are all visible in an easy-to-understand way. The company-to-targeted-account involvement is a brilliant idea too. Having the ability to involve multiple stakeholders on your side with multiple personas on the targeted accounts' side has never been easier, more accessible, and scaleable.

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