Scaling DemandGen with ABM and Intent Data: With Markus Ståhlberg


In this comprehensive presentation, Markus Stahlberg, a seasoned expert in demand generation, delves into various strategies for scaling demand generation, beginning with an in-depth exploration of Account-Based Marketing (ABM) and its versatile implementation approaches, before shifting focus to the effective utilization of intent data, enabling the tailoring of marketing and sales strategies to align with consumer tendencies and preferences, providing a holistic view of how to drive growth in demand generation.


Markus Ståhlberg, a distinguished leader in the field of advertising technology, holds the esteemed position of Co-founder and CEO at N.Rich, a cutting-edge software platform specifically designed for the strategic management of advertising audiences throughout the extensive B2B enterprise marketing and sales funnels. N.Rich stands as a pioneering force by seamlessly integrating account-based targeting capabilities into the world’s most renowned ad-buying platforms, equipping businesses with a powerful toolset to enhance their marketing and sales endeavors, thereby optimizing their engagement with key prospects and stakeholders throughout the entire lifecycle of the customer journey.


“57% of the purchase decision is made before a B2B customer engages with a vendor’s sales team”

“How do you find and influence relevant accounts when they are not yet ready to get in touch with you?”

Key Points

  1. For scalable demand gen, you need to generate intent data, rather than just listening.
  2. When you hit a demand gen ‘Plateau’, you need a new channel.
  3. Add ABM advertising as a demand gen source.