In this episode of the GTM Engineering Podcast, we talked to Michal Jackowski, Founder & CEO of ZenABM. Michal shared how ZenABM started and grew into a full ABM analytics platform. We discussed why marketers waste so much time on attribution, how automation changes the workflow, and what most teams get wrong about LinkedIn ABM. Michal also explained a minimum viable LinkedIn campaign that uses a pricing page pixel to identify companies and retarget them at minimal cost, and he gave his hot take on why companies are actually under-investing in LinkedIn rather than overspending.
Timestamps:
00:00 Intro
02:27 Michal’s Background.
04:52 What Problem ZenABM Solves for B2B Marketers.
06:27 How ZenABM Integrates with LinkedIn Ads and CRMs.
08:25 Examples of Automations ZenABM Customers Run.
09:57 Account Scoring and Intent Signals in Practice.
12:03 Common Mistakes in LinkedIn ABM Campaigns.
13:36 Structuring LinkedIn ABM Campaigns Effectively.
15:01 Are Companies Under-Investing in LinkedIn ABM?
17:25 Customer Success Across Different Industries.
18:32 How ZenABM Won Its First Clients.
19:58 Designing a Minimum Viable LinkedIn ABM Campaign.
21:40 Retargeting and De-Anonymization Tactics with Clay.
22:58 Why SEO Is Declining and GTM Engineering Is Rising.
23:49 Closing Thoughts and Future Resources from ZenABM.
25:57 Learn more about Michal and ZenABM.
Useful Links:
Website: https://zenabm.com
Michal on LinkedIn: https://www.linkedin.com/in/mike-jackowski/
Stay Connected:
► Website: https://restartt.ai
► YouTube: https://www.youtube.com/@restartthq
► LinkedIn: https://www.linkedin.com/company/restartthq/
This episode is brought to you by Warmly—the AI-powered GTM assistant for prospecting and outbound. Try it for free or request a demo at https://www.warmly.ai/
