Gartner defines account-based marketing (ABM) platforms as software that enables B2B marketing and sales teams to run ABM programs at scale, including account discovery and selection, planning, engagement and reporting. ABM platforms enable the creation of target account lists by unifying first- and third-party data. In addition, they may engage audiences by activating channels such as display advertising, social advertising, email and sales engagement using a mix of native capabilities and integrations.
Customer data platforms (CDPs) are software applications that support customer experience use cases by unifying a company’s customer data from marketing, sales, service, commerce and other sources. CDPs unify customer data to facilitate its output to coordinate profiles between cross-functional systems, create segments and/or audience targets, optimize offers and/or decisions, and inform analysis while distributing insights that create triggers for other experiences.
Gartner defines the revenue action orchestration (RAO) market as a category of technology vendors that use AI to improve sales productivity. Vendors capture revenue signals into one normalized data model, creating an AI-ready commercial dataset. RAO serves as the primary system of seller action and a single source of truth for sales interactions. For sellers, RAO facilitates AI-guided decision making and helps execute sales actions across multiple channels. For operations, RAO integrates AI into deal management, pipeline analytics and forecasting.