The ABM Debate
ABM Isn't Dead. It's Just Been Watered Down.
GNW Founder Raja Walia sits down with Andrea Lechner-Becker on Old Fashioned Marketing to talk about why “ABM light” is quietly killing your returns.
In this first episode of Old Fashioned Marketing we dive into all things ABM – what it is and what it isn’t. The conversation, led by Raja Walia – along with co-host Andrea-Lechner Becker, go deep into misconceptions of ABM (is it still relevant?), what marketers are really trying to achieve and how the techstack and marketing ops join the party. Is all of this modern marketing or is it just good old fashioned marketing?
A few things they get into:
- Why “ABM light” and programmatic ABM exist in the first place, and why they quietly underperform the real thing
- The one place in your CRM that already tells you who your best target accounts actually are
- Why Raja thinks most “AI-powered” tech buys are solving the wrong problem
- The line that got Raja in real trouble on a client call once, and why he doesn’t use that analogy anymore
It’s a candid, unscripted conversation, old fashioneds included, about what happens when strategy gets sacrificed for a shinier tech stack.
