Cracking the European IT Market: GTM Strategies & Masterclass with Peter Dibbern.

In this powerhouse episode of The ABM Way, Omprakash sits down with Peter Dibbern, CMO of Cosmo Consult, one of Europe’s top Microsoft partners, who will reveal the real-world challenges and strategies of building a pipeline in a conservative, engineering-driven market like Germany.

From building your pipeline without vendor dependency to crafting field events that convert, this conversation is a must-listen for founders, GTM leaders, and marketers navigating the European IT services landscape.

In this Episode, we discussed:

1. Building a pipeline without vendor dependency
2. How to win trust in conservative markets like Germany
3. Aligning sales and marketing for real outcomes
4. How to make events generate real revenue

Thanks for listening. What can we do to improve the show?

Read our exclusive weekly Newsletter with more insightful conversations, exciting challenges, success stories, and interviews.

Join here

From Decks to Deals: Mastering Account-Based Marketing Execution with Vineeta Makhija.

In this episode, We meet Vineetha – a powerhouse in ABM and digital strategy.
With leadership roles at Autodesk and IBM, Vineetha brings over a decade of deep expertise in account-based advertising and marketing. She’s led high-impact 1:1, 1:Few, and 1:Many ABM programs across global markets—helping enterprise brands accelerate pipeline, boost deal velocity, and elevate customer experience.

Her career has spanned countries, agencies, and industries—always anchored in digital. From campaign strategy to performance optimization, Vineetha knows how to turn data into decisions and intent into revenue.

On this episode, she shares her bold playbook for modern ABM, what’s broken in today’s approach, and how to fix it.

We discussed:

• How to Prioritize Execution and Focus on implementing practical ABM strategies rather than just theoretical plans.
• Fostering collaboration between sales, marketing, and customer success to achieve shared goals.
• Tailor Your Messaging: Customize content and messaging based on the specific needs of each account.
• Leverage Intent Data: Combine third-party intent signals with first-party insights to accurately assess account readiness.
• Create Engaging Content: Develop relevant and timely content that resonates with your target audience and repurpose successful assets.

Thanks for listening. What can we do to improve the show?

Read our exclusive weekly Newsletter with more insightful conversations, exciting challenges, success stories, and interviews.

Join here

Why Marketing Ops Is Your GTM Pit Crew — Not a Tech Helpdesk.

In this powerhouse episode, I’m joined by Darrell Alfonso, Director of Marketing Strategy & Operations at Indeed and one of the most respected voices in the global marketing ops community.

We dive deep into the evolving role of marketing ops, far beyond dashboards and tools. Darrell shares why ops should be the strategic backbone of GTM, how to architect a bowtie funnel that drives expansion revenue, and what most SaaS teams get completely wrong when evaluating new martech.

You’ll also hear Darrell’s take on:

• Why ABM tools alone won’t fix your GTM execution gap
• The pit crew vs race car analogy that every sales & marketing team needs to hear
• How to build a 5-person marketing ops team for $10M–$100M SaaS orgs
• What good ops looks like in an ABM motion and why most teams fail to align
• Why GTM leaders should obsess over outcomes, not just projects or tools

If you’ve invested in tools but still can’t tie them to a pipeline, then this episode will reshape how you approach marketing operations and tech in 2025.

Thanks for listening. What can we do to improve the show?

Read our exclusive weekly Newsletter with more insightful conversations, exciting challenges, success stories, and interviews.

Join here