How Snowflake Builds 1:1 ABM Experiences

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data-internal="standard" data-page-title="RollWorks Blog" > RollWorks Blog </a> <span class="uf-breadcrumb-icon">»</span> <span class="uf-breadcrumb uf-breadcrumb-item">How Snowflake Builds 1:1 ABM Experiences That Scale</span> </div> <div class="item-data item-contents-with-cta possible-block"> <div id="share-item-phone"> <div class="mobile-share"> <div class="exit-bar"> <a class="exit" href="javascript:void(0)">×</a> <span class="title">Share this Article</span> </div> <ul> <li class="facebook"><a data-share="facebook" href="https://www.facebook.com/sharer/sharer.php?u=https://www.rollworks.com/resources/blog/how-snowflake-builds-1-1-abm-experiences-that-scale">Facebook</a></li> <li class="twitter"><a data-share="twitter" href="https://twitter.com/share?text=How Snowflake Builds 1:1 ABM Experiences That Scale&url=https://www.rollworks.com/resources/blog/how-snowflake-builds-1-1-abm-experiences-that-scale">Twitter</a></li> <li class="email"><a data-share="email" href="mailto:?subject=Content from my Hub!&body=Check out what's happening on Rollworks's Resource Hub\n\nHow Snowflake Builds 1:1 ABM Experiences That Scale\nWith the right tools, Snowflake has been able to build 1:1 ABM experiences that scale. Learn more about how they’ve used ABM to grow & improve their processes.\n\nhttps://www.rollworks.com/resources/blog/how-snowflake-builds-1-1-abm-experiences-that-scale">Email</a></li> <li class="linkedin"><a data-share="linkedin" href="https://www.linkedin.com/shareArticle?mini=true&url=https://www.rollworks.com/resources/blog/how-snowflake-builds-1-1-abm-experiences-that-scale&title=How Snowflake Builds 1:1 ABM Experiences That Scale&summary=With the right tools, Snowflake has been able to build 1:1 ABM experiences that scale. Learn more about how they’ve used ABM to grow & improve their processes.">LinkedIn</a></li> </ul> </div> </div> <section class="level-three"> <article class="entry-wrapper"> <h1>How Snowflake Builds 1:1 ABM Experiences That Scale</h1> <div class="meta-wrapper"> <div class="meta-inner"> <div class="meta"> <span class="date">April 19, 2024</span> </div> <div class="share-container"> <ul class="share-item type-blogpost four"> <li class="share-text">Share this Article</li> <li><a class="facebook on" data-share="facebook" href="https://www.facebook.com/sharer/sharer.php?u=https%3A%2F%2Fwww.rollworks.com%2Fresources%2Fblog%2Fhow-snowflake-builds-1-1-abm-experiences-that-scale">Facebook</a></li> <li><a class="twitter on" data-share="twitter" href="https://twitter.com/share?text=How%20Snowflake%20Builds%201%3A1%20ABM%20Experiences%20That%20Scale&url=https%3A%2F%2Fwww.rollworks.com%2Fresources%2Fblog%2Fhow-snowflake-builds-1-1-abm-experiences-that-scale">Twitter</a></li> <li><a class="email on" data-share="email" href="mailto:?subject=Content%20from%20my%20Hub%21&body=Check%20out%20what%27s%20happening%20on%20Rollworks%27s%20Resource%20Hub%0A%0AHow%20Snowflake%20Builds%201%3A1%20ABM%20Experiences%20That%20Scale%0AWith%20the%20right%20tools%2C%20Snowflake%20has%20been%20able%20to%20build%201%3A1%20ABM%20experiences%20that%20scale.%20Learn%20more%20about%20how%20they%E2%80%99ve%20used%20ABM%20to%20grow%20%26%20improve%20their%20processes.%0A%0Ahttps%3A%2F%2Fwww.rollworks.com%2Fresources%2Fblog%2Fhow-snowflake-builds-1-1-abm-experiences-that-scale">Email</a></li> <li><a class="linkedin on" data-share="linkedin" href="https://www.linkedin.com/shareArticle?mini=true&url=https%3A%2F%2Fwww.rollworks.com%2Fresources%2Fblog%2Fhow-snowflake-builds-1-1-abm-experiences-that-scale&title=How%20Snowflake%20Builds%201%3A1%20ABM%20Experiences%20That%20Scale&summary=With%20the%20right%20tools%2C%20Snowflake%20has%20been%20able%20to%20build%201%3A1%20ABM%20experiences%20that%20scale.%20Learn%20more%20about%20how%20they%E2%80%99ve%20used%20ABM%20to%20grow%20%26%20improve%20their%20processes.">LinkedIn</a></li> </ul> </div> </div> </div> <div class="entry"> <p>When most companies were rethinking their marketing strategies amid a global pandemic, Snowflake was on track to become one of the fastest-growing software companies in history. In the (rare) case you haven't heard, Snowflake's technology delivers the Data Cloud, a global network where thousands of organizations mobilize data with near-limited scale and performance. </p> <p><img src="data:image/png;base64,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" /></p> <p>After explosive growth and an IPO, the company was faced with a new challenge: How do you continue to adapt, grow, and scale at the level needed to maintain an enterprise-level brand?</p> <p>As an account-based organization, getting there involved an account-based marketing (ABM) team of six. But scaling beyond 2000+ 1:1 campaigns would mean answering—and solving for—questions like:</p> <ul> <li>Are we siloed in how we work with other teams?</li> <li>Is engagement enough?</li> <li>Can this scale?</li> </ul> <p>Here’s how Snowflake continues to use technology and collaboration to build 1:1 ABM programs that scale.</p> <h2>1. Rethink the customer experience</h2> <p>The buyer’s journey is rarely linear. As marketers, we know this, but our tactics don’t always reflect or support this reality.</p> <p>For Snowflake, rethinking the customer experience meant looking at how data flows between systems—and creating optimized campaigns to guide customers through their journey as quickly as possible.</p> <h3><strong id="docs-internal-guid-1a52d310-7fff-2892-d047-666acfe61173">IDENTIFYING TARGET ACCOUNTS</strong></h3> <p>Snowflake takes a two-step, hybrid approach to identifying the accounts they can win.<a href="https://www.rollworks.com/resources/blog/rollworks-best-marketing-software"><img alt="" src="https://content.cdntwrk.com/files/aHViPTg3NDc2JmNtZD1pdGVtZWRpdG9yaW1hZ2UmZmlsZW5hbWU9aXRlbWVkaXRvcmltYWdlXzY1MjZkNjUwNWQ0MDMucG5nJnZlcnNpb249MDAwMCZzaWc9NDYwY2VkZTAxODFjYmI4NTU0ZDk2YjBkNDg5ZmFhNjA%253D" style="float:right; height:195px; margin:10px 30px; width:150px" /></a></p> <p>First, the ABM team speaks to its Salesforce to find out: whether they’ve talked to an account, who they’ve talked to, where they’ve had success, and which products the account has an interest in. If they have that kind of conversational data, it’s enough to get started.</p> <p>If they don’t—and the account is totally cold—they turn to intent data to find out which non-branded topics they’re surging on. The goal is to enter the buying cycle before their targets even realize Snowflake is an option. The strategy is to only pursue accounts they know something about. </p> <h3><strong id="docs-internal-guid-4bd5763c-7fff-5d77-d5ca-83b50eb540c2">ATTRACTING TARGET ACCOUNTS </strong></h3> <p>Once the ABM team defines who to target, the next step is understanding which channels are most effective.<br /> <br /> Since no two buyers or verticals are alike, this will inevitably mean identifying different channels to get in front of the right buyer at the right time. But choosing channels is just the first step—to earn attention at scale, Snowflake relies on a core mix of MAP, ad, and sales engagement tools:</p> <ul> <li>RollWorks: As their full-suite <a href="https://www.rollworks.com/product/">ABM platform</a> and supporter of <a href="https://www.rollworks.com/product/account-based-advertising/">account-based advertising</a>, all 2000+ account-based marketing campaigns get pushed through RollWorks.</li> <li>LinkedIn: Snowflake also uses LinkedIn’s sponsored updates, InMails, and carousels to attract target accounts.</li> <li>Direct Mail: SDRs use e-gifts to get an “in” with lower levels within an account, and then they spread that influence as they work their way up in the selling motion.</li> </ul> <h3><strong id="docs-internal-guid-3790e0db-7fff-0797-3a51-a0e1add385cf">ENGAGING TARGET ACCOUNTS</strong><a href="https://www.rollworks.com/resources/blog/rollworks-best-marketing-software"><img alt="" src="https://content.cdntwrk.com/files/aHViPTg3NDc2JmNtZD1pdGVtZWRpdG9yaW1hZ2UmZmlsZW5hbWU9aXRlbWVkaXRvcmltYWdlXzY1MjZkNjNlNDQ5NTcucG5nJnZlcnNpb249MDAwMCZzaWc9YmM2YWUwYmM3Njc2YThlMDczOTBkMjU4ZjYxOTE0NmE%253D" style="float:right; height:195px; margin:30px; width:150px" /></a></h3> <p>It's not enough to grab their attention — you also have to keep it. That's why Snowflake thinks strategically about where they send the people who click. Their primary destination is Uberflip, where the team customizes the experience based on intent data and other signals. Beyond serving relevant content, they also work hard to provide one experience from the ad to the page:</p> <ul> <li>Consistent branding</li> <li>Persona-based messaging/creative</li> <li>Custom CTAs based on the sales stage</li> </ul> <p>Finally, they bolster technology-based personalization with a human narrative. Most of their destination pages feature a note from an actual sales rep along with a photo. <br /> <br /> <img alt="" src="https://content.cdntwrk.com/files/aHViPTg3NDc2JmNtZD1pdGVtZWRpdG9yaW1hZ2UmZmlsZW5hbWU9aXRlbWVkaXRvcmltYWdlXzYwYzkyZWRhYjUzYWMucG5nJnZlcnNpb249MDAwMCZzaWc9YTIxMDM0ZjU2NmY0NDY0YTkwMDgxMTVmNjQ4MTFlMzE%253D" style="height:165px; width:600px" /></p> <h2>2. Become an integrated ABM function</h2> <p>You can't scale account-based marketing without making the deliberate effort to align with other functions at your organization. In Snowflake’s case, their ABM team was already well-aligned with sales, but they needed to continue driving alignment with the rest of the org—and they also needed to make that alignment visible in their output.</p> <p>Here are a few ways Snowflake removed silos and helped ABM become a supportive force for key areas within the org:</p> <h3><strong id="docs-internal-guid-875219a1-7fff-446a-4169-447c8b6814b1">PARTNER MARKETING</strong></h3> <p>Snowflake co-brands with some of the most well-known companies in tech, and they use this advantage to target top accounts together. They also bring their sales reps into the process by checking in to identify blockers and finding ways for their partners to help.<br /> <br /> For example, if there’s a partner in their ecosystem who can help unblock a deal or provide a C-level introduction, the ABM team works with the partner marketing and sales teams to facilitate this. Then they create cohesive messaging and content to promote across the funnel with that partner.</p> <div style="background: rgb(238, 238, 238); border: 1px solid rgb(204, 204, 204); padding: 5px 10px; text-align: center;"><strong>Join the growing number of B2B companies who are confidently growing revenue with RollWorks. <a href="https://www.rollworks.com/request-a-demo/">Schedule a demo now.</a></strong></div> <h3><strong id="docs-internal-guid-f32c70ae-7fff-66c3-7ea5-abc4fe06759e">SALES OPS</strong></h3> <p>Snowflake's ABM team works closely with sales ops to create models for fit and timing. The sales ops team defines fit (based on firmographic factors like wallet size, type of company, etc.) while the ABM team, in partnership with the marketing intelligence team, determines the timing.<br /> <br /> They’re also fortunate enough to have a marketing intelligence team now, but not long ago, they relied on one ABM Data Scientist to create a model for engagement that accounted for things like seniority, industry, pages visited, and campaigns responded to. </p> <p>With machine learning currently in play, Snowflake knows how likely an account is to create an opportunity before anyone talks to a sales rep—and they leverage this data to decide who to target from the very beginning.</p> <h3><strong id="docs-internal-guid-c2a13c33-7fff-87df-57b6-bc1760eee86c">FIELD MARKETING</strong></h3> <p>The ABM and Field Marketing teams create 1:1 events for must-win accounts and drive registration within key personas and lines of businesses within those accounts.</p> <p>They also help promote attendance via their favorite “attraction” tools—LinkedIn, RollWorks, and sometimes Sendoso. They round out their collaboration by working with SDRs to craft customized messaging for effective post-event follow-up.</p> <h3><strong id="docs-internal-guid-9a15daaa-7fff-aa77-b291-952653a9e1db">CUSTOMER MARKETING</strong></h3> <p>Existing customers make up about half of the accounts the ABM team targets, so they work closely with sales teams and marketing intelligence to identify opportunities within these accounts.</p> <p><em>“We’re looking at what parts of the product they’re not already using and how we can get them to use them, when renewals are coming, and how to spread that sphere of influence. We’re achieving a 50 percent new opportunity rate with existing customers we target with ABM.</em>” — Hillary Carpio, Director of Account-Based Marketing, Snowflake</p> <h3><strong id="docs-internal-guid-3353d860-7fff-ceb0-21b2-414665a38202">SALES DEV</strong></h3> <p>SDRs weren't initially included in Snowflake's ABM efforts, but since the organization nestled the team within marketing, it’s now an expected and critical part of the outbound prospecting process. </p> <h2>3. Design and deliver cohesive reporting</h2> <p>Snowflake faced a challenge shared by many marketers who practice ABM: How do we translate engagement metrics into a complete story that not only explains how an ABM program impacts the company, but also offers actionable insights other teams can leverage.<br /> <br /> There’s only one way to fix this problem: Extending your reporting capabilities to provide the full-funnel impact of ABM—in this case, at the 1:1 level.</p> <h3><strong id="docs-internal-guid-24c6c23d-7fff-f582-47cc-b78428de96b2">INTENT</strong></h3> <p>By viewing buying behavior across the web and looking at trends to understand when an account "raises its hand" without realizing it, the ABM team identifies new opportunities when they don’t know the account.</p> <h3><strong id="docs-internal-guid-493b2a9b-7fff-8425-ed07-a3dad6cca687">ANON ENGAGEMENT VS. KNOWN ENGAGEMENT</strong></h3> <p>ABM is known for being great at anonymous engagement, but the right campaign setup can help those accounts become known more quickly.<br /> <br /> In Snowflake’s case, producing 1:1 pages on Uberflip means they can assume with some certainty that all of the traffic to a given page is from a given account. This makes the next phase—collecting their information or placing cookies to retarget—much faster.</p> <h3><strong id="docs-internal-guid-44d7d14c-7fff-96b9-d155-bfb5ce00c9ff">ACTIONABLE INSIGHTS > SALES TOUCHES</strong></h3> <p>Once an account becomes known, what insights can become actionable? To help figure this out, Snowflake works with their data science team to look at every account in the ABM funnel.</p> <p>In addition to looking at metrics like pages visited or events attended, they also look at the total number of ABM accounts to determine:</p> <ul> <li>How many anonymous accounts are engaging</li> <li>How many accounts are becoming known</li> <li>How many sales touches occur on each account</li> <li>How are those touches translating into meetings and opportunities down-funnel?</li> </ul> <p><em>“This is important because sometimes an AE or SDR will nominate an account and then not touch it. We want to make sure we can stay aligned at this stage of our ABM funnel.</em>” — Hillary Carpio, Director of Account-Based Marketing, Snowflake</p> <p>Finally—and with the help of the data team—they use their own product to combine the data into one place where they can report on it.</p> <h3><strong id="docs-internal-guid-b1767c92-7fff-ba85-445f-bc82ebec0d94">MEETINGS > OPPS > WINS > NEW OPPS</strong></h3> <p>This is a standard part of any marketer's funnel, but Snowflake connects it with account-based marketing to see intent—before an account ever engages with its brand—all the way down to new opportunities. With this holistic view, they can see exactly how that journey comes to fruition.</p> <h2>4. Simplify your workflows (or bust)</h2> <p>What does scaling mean when you're already running thousands of 1:1 campaigns?<br /> <br /> For Snowflake, it didn’t necessarily mean driving more volume, it meant diving under the hood to tighten up their operations.</p> <p>The goal was to improve efficiency so the team could focus more on optimizing campaigns for consistency, relevancy, and personalization—particularly as the Snowflake brand becomes a bigger player in the enterprise market.</p> <h3><strong id="docs-internal-guid-7783efd5-7fff-0516-fa90-396a187dbb6f">HUMAN PROCESSES</strong></h3> <p>To get people on the same page, Snowflake created project plans to ensure every process has clear timelines and ownership. For instance, the ABM team created guidelines for sales teams so they know exactly what sort of information to send when they need an ABM campaign.</p> <h3><strong id="docs-internal-guid-a5356814-7fff-15df-741e-43d3e921895a">NEW ABM PAGE TEMPLATE</strong></h3> <p>After looking at engagement rates, the team decided their pages needed a better visual hierarchy to encourage visitors to either engage with their first piece of content or contact a sales rep. To accommodate more custom content and personalization, they built a new account-based marketing page template. </p> <h3><strong id="docs-internal-guid-da9570d9-7fff-3294-72b7-78c6fed7b498">LEVERAGE TECHNOLOGY TO ENSURE ACCURACY AND UPDATES</strong></h3> <p>Any 1:1 campaign worth its salt will include the human element. But there also comes a time when it makes more sense to let technology do its job—like when operating 2000+ campaigns. From changing trademarks to updating messaging, Snowflake uses a few different tools such as Intellimize to make edits on the fly across all their campaigns.</p> <h3><strong id="docs-internal-guid-f46af3fd-7fff-457d-74b0-620f02d92752">MOVE TO ROLLWORKS AS SINGLE AD VENDOR</strong></h3> <p>Using multiple ad vendors made reporting and budgeting more difficult than necessary. To streamline these and other processes, the ABM team consolidated their tech stack to just one solution.</p> <h2>5. Get SDR obsessed</h2> <p>If there's one universal takeaway about scaling ABM, it’s this: It’s not about focusing on your ABM goals, it’s about enabling success for the departments you’re servicing.</p> <p>For Snowflake, this meant launching programs to empower their sales teams and partnering with the head of their SDR team to help them do it.</p> <p>In addition to absorbing the SDR team under marketing, Snowflake practices what’s known internally as the “1-2 punch.” Working closely with members of the ABM team, select SDRs only pursue certain accounts after they’ve engaged with account-based marketing.</p> <p>First, the ABM team warms the account for 2-4 weeks. Then an SDR begins engaging the account directly, and when the time is right, they pass the opportunity to an AE. In the midst of all this, the ABM team is already warming another account.</p> <h2>SNOWFLAKE'S ABM RESULTS</h2> <p>In the end, Hillary’s team scaled the 1:1 experience to over 2,000 top accounts throughout the funnel, with a 75% increase of SDR-booked meetings in ABM accounts (QOQ).</p> <p><em>“We needed to make sure that when you see an ABM campaign, it’s reflective of not only sales input, but also product marketing, partner marketing, field marketing, and our SDRs. We needed a way to co-create one cohesive message for our key accounts.”</em> — Hillary Carpio, Director of ABM, Snowflake</p> <p>To follow Snowflake’s lead, one example of a <a href="https://www.rollworks.com/resources/guides-reports/abm-quick-wins-playbook">quick win</a> is implementing bi-weekly alignment meetings between AE, SDR, and ABM leads. Snowflake saw a 38% increase in ABM accounts with SDR meetings booked in them, resulting in a 3x increase in meeting rate in SDR hyper-aligned 1:1 accounts (QOQ).  Other key strategies included custom landing pages and gifting for high-value accounts.</p> <h2>Scaling ABM programs beyond an IPO</h2> <p>Snowflake doesn't underestimate the value of culture. They’re working on making ABM ingrained in everyone’s function (especially SDRs). They’ve expanded their cross-functional ABM strategy globally, where a culture of cross-functional ABM teams exists in EMEA and APJ. </p> <div style="background: rgb(238, 238, 238); border: 1px solid rgb(204, 204, 204); padding: 5px 10px; text-align: center;"><strong>Join the growing number of B2B companies who are confidently growing revenue with RollWorks. <a href="https://www.rollworks.com/request-a-demo/">Schedule a demo now.</a></strong></div> </div> </article> <div id="default-next-button-wrapper" > <div class="item-next-prev"> <div class="item-prev"> <div class="arrow"><span></span></div> <div class="preview"> <h6>Previous Article</h6> <div class="meta-top"> <div class="prev-next"><img alt="3 ABM Strategies to Ignite Your Sales Goals This New Year" src="https://content.cdntwrk.com/mediaproxy?url=https%3A%2F%2Fcontent.cdntwrk.com%2Ffiles%2FaHViPTg3NDc2JmNtZD1pdGVtZWRpdG9yaW1hZ2UmZmlsZW5hbWU9aXRlbWVkaXRvcmltYWdlXzY1NDU1MDFkZGY1MGIucG5nJnZlcnNpb249MDAwMCZzaWc9NGQxZjkxYjE5NzI2MWEwZGJmM2ZkODBjZGEzNjNlNWQ%25253D&size=1&version=1719271592&sig=323a55baf4189feca64bd2c48c860768&default=hubs%2Ftilebg-blogs.jpg"></div> <span class="title">3 ABM Strategies to Ignite Your Sales Goals This New Year</span> <p>RollWorks unveils essential new year marketing strategies to keep your brand vibrant and connected, turning...</p> </div> </div> <a href="https://www.rollworks.com/resources/blog/ignite-sales-goals" data-item-id="661091306" data-internal="blogpost" data-page-title="3 ABM Strategies to Ignite Your Sales Goals This New Year" ></a> </div> <div class="item-next"> <div class="arrow"><span></span></div> <div class="preview"> <h6>Next Article</h6> <div class="meta-top"> <div class="prev-next"><img alt="How to report on your ABM campaigns—The ABM Reporting Template " src="https://content.cdntwrk.com/mediaproxy?url=https%3A%2F%2Fcontent.cdntwrk.com%2Ffiles%2FaHViPTg3NDc2JmNtZD1pdGVtZWRpdG9yaW1hZ2UmZmlsZW5hbWU9aXRlbWVkaXRvcmltYWdlXzYzYTFkMzlmMDE5OTkucG5nJnZlcnNpb249MDAwMCZzaWc9N2EyZTg5MDZhODUwZjU2NWRmZjE0ZmM5YWU0MjgyOGY%25253D&size=1&version=1714494673&sig=6d17f1bff5c3c5da6f51fbe9317b1116&default=hubs%2Ftilebg-blogs.jpg"></div> <span class="title">How to report on your ABM campaigns—The ABM Reporting Template </span> <p>Measuring and reporting on your ABM programs is like laundry...it piles up the longer you wait to do it. 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href="https://www.rollworks.com/resources/blog/rollworks-g2-fall-wins" data-internal="blogpost" data-seo-title="RollWorks Reaps Fall G2 2024 Badges" data-page-title="Harvesting Wins: RollWorks Reaps Fall G2 2024 Badges" ></a> </div> <div data-id="689116578" data-source-stream-id="3140891" data-tags="blog post,TOFU,GTM Team Alignment,Audience Building and Engagement,Data Driven ABM" class="tile single blogpost stream-3140891 with-img "> <div class="img" id="tileImagePreview689116578"><img alt="Innovating ABM and Advertising: How RollWorks is Leading the Way" src="https://content.cdntwrk.com/mediaproxy?url=https%3A%2F%2Fres.cloudinary.com%2Fuf-553577%2Fimage%2Fupload%2Fv1729178782%2FWorkingWithExecutives_Blog_Thumbnail_2.2_1_zotois.jpg&size=1&version=1730394058&sig=7ceea40b7af6cb8533adf0e303f3f11c&default=hubs%2Ftilebg-blogs.jpg"></div> <div class="description"> <div class="friendly-timestamp"><abbr class="timeago" title="2024-10-17T11:31:03"></abbr></div> <div class="h3like ">Innovating ABM and Advertising: How RollWorks is Leading the Way</div> <h4 class="long-h3"><?xml encoding="UTF-8"><p>Discover how RollWorks empowers B2B businesses of all sizes with intuitive ABM and advertising solutions, driving pipeline, accelerating sales, and boosting revenue growth."</p> </h4> </div> <a class="item-link view" href="https://www.rollworks.com/resources/blog/innovating-abm-and-advertising" data-page-title="Innovating ABM and Advertising: How RollWorks is Leading the Way" data-seo-title="Innovating ABM and Advertising: How RollWorks is Leading the Way" data-internal="blogpost" > Read Post </a> <a class="item-link" href="https://www.rollworks.com/resources/blog/innovating-abm-and-advertising" data-internal="blogpost" data-seo-title="Innovating ABM and Advertising: How RollWorks is Leading the Way" data-page-title="Innovating ABM and Advertising: How RollWorks is Leading the Way" ></a> </div> <div data-id="687637785" data-source-stream-id="3140891" data-tags="TOFU,blog post,Audience Building and Engagement,Metrics and Measurement" class="tile single blogpost stream-3140891 with-img "> <div class="img" id="tileImagePreview687637785"><img alt="ROI on a Roll: How to Craft Ad Campaigns that Convert" src="https://content.cdntwrk.com/mediaproxy?url=https%3A%2F%2Fcontent.cdntwrk.com%2Ffiles%2FaHViPTg3NDc2JmNtZD1pdGVtZWRpdG9yaW1hZ2UmZmlsZW5hbWU9aXRlbWVkaXRvcmltYWdlXzY2NGRmZmQ5MjI0OTYucG5nJnZlcnNpb249MDAwMCZzaWc9Mjc4ZmZjYjgzN2FiNjA0YmU0ZTQwOTc0ZjY5OWVhZTk%25253D&size=1&version=1728914309&sig=e7f9e12f6351cb11e7c0a465541a2b5a&default=hubs%2Ftilebg-blogs.jpg"></div> <div class="description"> <div class="friendly-timestamp"><abbr class="timeago" title="2024-10-14T09:58:29"></abbr></div> <div class="h3like ">ROI on a Roll: How to Craft Ad Campaigns that Convert</div> <h4 class="long-h3"><?xml encoding="UTF-8"><p>Refine your B2B digital advertising strategy by leveraging personalized content,and maximizing performance with RollWorks' Account-Based Advertising.</p> </h4> </div> <a class="item-link view" href="https://www.rollworks.com/resources/blog/advertising-campaigns-for-better-roi" data-page-title="ROI on a Roll: How to Craft Ad Campaigns that Convert" data-seo-title="Optimize Your Advertising Campaigns for Better ROI" data-internal="blogpost" > Read Post </a> <a class="item-link" href="https://www.rollworks.com/resources/blog/advertising-campaigns-for-better-roi" data-internal="blogpost" data-seo-title="Optimize Your Advertising Campaigns for Better ROI" data-page-title="ROI on a Roll: How to Craft Ad Campaigns that Convert" ></a> </div> <div data-id="688989751" data-source-stream-id="3140891" data-tags="blog post,TOFU,Audience Building and Engagement" class="tile single blogpost stream-3140891 with-img "> <div class="img" id="tileImagePreview688989751"><img alt="How to Turn B2B Events into Big Wins with ABM Strategies" src="https://content.cdntwrk.com/mediaproxy?url=https%3A%2F%2Fres.cloudinary.com%2Fuf-553577%2Fimage%2Fupload%2Fv1727892356%2FScreenshot_2024-10-02_at_8.05.21_PM_mybsk6.png&size=1&version=1727964077&sig=d8d15ece13ed76d14d6834fef907f210&default=hubs%2Ftilebg-blogs.jpg"></div> <div class="description"> <div class="friendly-timestamp"><abbr class="timeago" title="2024-10-03T00:00:02"></abbr></div> <div class="h3like ">How to Turn B2B Events into Big Wins with ABM Strategies</div> <h4 class="long-h3"><?xml encoding="UTF-8"><p>Maximize the impact of your in-person events with targeted outreach, real-time insights, and personalized follow-ups to drive pipeline growth and boost ROI.</p> </h4> </div> <a class="item-link view" href="https://www.rollworks.com/resources/blog/events-with-abm-strategies" data-page-title="How to Turn B2B Events into Big Wins with ABM Strategies" data-seo-title="Turn B2B events into big wins with ABM strategies" data-internal="blogpost" > Read Post </a> <a class="item-link" href="https://www.rollworks.com/resources/blog/events-with-abm-strategies" data-internal="blogpost" data-seo-title="Turn B2B events into big wins with ABM strategies" data-page-title="How to Turn B2B Events into Big Wins with ABM Strategies" ></a> </div> <div data-id="688949460" data-source-stream-id="3140891" data-tags="blog,TOFU,GTM Team Alignment" class="tile single blogpost stream-3140891 with-img "> <div class="img" id="tileImagePreview688949460"><img alt="INBOUND 2024: The Top 10 Insights Marketers Care About" src="https://content.cdntwrk.com/mediaproxy?url=https%3A%2F%2Fres.cloudinary.com%2Fuf-553577%2Fimage%2Fupload%2Fv1727463482%2FAdvertising_Blog_Thumbnail_1.1_1_p0mgqa.jpg&size=1&version=1727725849&sig=4e4d56fc106a4770dbcc3868ed7e1dec&default=hubs%2Ftilebg-blogs.jpg"></div> <div class="description"> <div class="friendly-timestamp"><abbr class="timeago" title="2024-09-30T15:50:49"></abbr></div> <div class="h3like ">INBOUND 2024: The Top 10 Insights Marketers Care About</div> <h4 class="long-h3"><?xml encoding="UTF-8"><p>Explore the top 10 insights from INBOUND 2024 that will shape marketing in 2024, covering AI advancements, strategic industry shifts, and personalized engagement tactics</p> </h4> </div> <a class="item-link view" href="https://www.rollworks.com/resources/blog/inbound-2024" data-page-title="INBOUND 2024: The Top 10 Insights Marketers Care About" data-seo-title="INBOUND 2024: The Top 10 Insights Marketers Care About for the Year Ahead" data-internal="blogpost" > Read Post </a> <a class="item-link" href="https://www.rollworks.com/resources/blog/inbound-2024" data-internal="blogpost" data-seo-title="INBOUND 2024: The Top 10 Insights Marketers Care About for the Year Ahead" data-page-title="INBOUND 2024: The Top 10 Insights Marketers Care About" ></a> </div> <div data-id="481587398" data-source-stream-id="3140891" data-tags="GTM Team Alignment,TOFU,blog post" class="tile single blogpost stream-3140891 with-img "> <div class="img" id="tileImagePreview481587398"><img alt="The Top ABM Questions Marketers Are Asking" src="https://content.cdntwrk.com/mediaproxy?url=https%3A%2F%2Fcontent.cdntwrk.com%2Ffiles%2FaHViPTg3NDc2JmNtZD1pdGVtZWRpdG9yaW1hZ2UmZmlsZW5hbWU9aXRlbWVkaXRvcmltYWdlXzY1MWQ5ODAyOTVlNjEucG5nJnZlcnNpb249MDAwMCZzaWc9ZmViYTU5ZTI2YjZlOWE4MjFjNTZmY2RlYzg1MDdmN2Q%25253D&size=1&version=1725980399&sig=de1434434ef5f968059d865fa21c36ca&default=hubs%2Ftilebg-blogs.jpg"></div> <div class="description"> <div class="friendly-timestamp"><abbr class="timeago" title="2024-09-10T10:59:59"></abbr></div> <div class="h3like ">The Top ABM Questions Marketers Are Asking</div> <h4 class="long-h3"><?xml encoding="UTF-8"><p>Discover how integrating ABM can boost your existing marketing strategy by reading the top 100 ABM questions asked by marketers & their answers here.</p> </h4> </div> <a class="item-link view" href="https://www.rollworks.com/resources/blog/abm-questions-answers-from-marketers" data-page-title="The Top ABM Questions Marketers Are Asking" data-seo-title="The Top ABM Questions Marketers Are Asking | RollWorks" data-internal="blogpost" > Read Post </a> <a class="item-link" href="https://www.rollworks.com/resources/blog/abm-questions-answers-from-marketers" data-internal="blogpost" data-seo-title="The Top ABM Questions Marketers Are Asking | RollWorks" data-page-title="The Top ABM Questions Marketers Are Asking" ></a> </div> <div data-id="688663474" data-source-stream-id="3140891" data-tags="TOFU,GTM Team Alignment,Audience Building and Engagement" class="tile single blogpost stream-3140891 with-img "> <div class="img" id="tileImagePreview688663474"><img alt="Why Contact Discovery is Essential for Winning in Modern ABM" src="https://content.cdntwrk.com/mediaproxy?url=https%3A%2F%2Fres.cloudinary.com%2Fuf-553577%2Fimage%2Fupload%2Fv1725370626%2FMarketingOperation_Blog_Thumbnail_1.2_1_o5cjvy.png&size=1&version=1725647067&sig=414bcf3b648134900b8f1e51e8098150&default=hubs%2Ftilebg-blogs.jpg"></div> <div class="description"> <div class="friendly-timestamp"><abbr class="timeago" title="2024-09-06T14:24:27"></abbr></div> <div class="h3like ">Why Contact Discovery is Essential for Winning in Modern ABM</div> <h4 class="long-h3"><?xml encoding="UTF-8"><p>Discover how RollWorks' Contact Discovery revolutionizes ABM by identifying and connecting with key decision-makers to boost conversions and drive revenue growth.</p> </h4> </div> <a class="item-link view" href="https://www.rollworks.com/resources/blog/contact-discovery" data-page-title="Why Contact Discovery is Essential for Winning in Modern ABM" data-seo-title="Why Contact Discovery is Essential for Winning in Modern ABM" data-internal="blogpost" > Read Post </a> <a class="item-link" href="https://www.rollworks.com/resources/blog/contact-discovery" data-internal="blogpost" data-seo-title="Why Contact Discovery is Essential for Winning in Modern ABM" data-page-title="Why Contact Discovery is Essential for Winning in Modern ABM" ></a> </div> <div data-id="688590381" data-source-stream-id="3140891" data-tags="TOFU,Data Driven ABM,MarTech and Marketing Operations" class="tile single blogpost stream-3140891 with-img "> <div class="img" id="tileImagePreview688590381"><img alt="Serve Fresh Account-Based Strategies with AI, Intent and First Party" src="https://content.cdntwrk.com/mediaproxy?url=https%3A%2F%2Fres.cloudinary.com%2Fuf-553577%2Fimage%2Fupload%2Fv1724687297%2FHeading_itn8hu.png&size=1&version=1724687519&sig=0c8a0a0a7a8edbdccf5fb024c382e143&default=hubs%2Ftilebg-blogs.jpg"></div> <div class="description"> <div class="friendly-timestamp"><abbr class="timeago" title="2024-08-26T11:51:59"></abbr></div> <div class="h3like ">Serve Fresh Account-Based Strategies with AI, Intent and First Party</div> <h4 class="long-h3"><?xml encoding="UTF-8"><p>Explore how AI and intent data are transforming account-based marketing strategies for a successful transition to a cookieless digital future.</p> </h4> </div> <a class="item-link view" href="https://www.rollworks.com/resources/blog/ai-intent-and-first-party" data-page-title="Serve Fresh Account-Based Strategies with AI, Intent and First Party" data-seo-title="Serve Fresh Account-Based Strategies with AI, Intent and First Party" data-internal="blogpost" > Read Post </a> <a class="item-link" href="https://www.rollworks.com/resources/blog/ai-intent-and-first-party" data-internal="blogpost" data-seo-title="Serve Fresh Account-Based Strategies with AI, Intent and First Party" data-page-title="Serve Fresh Account-Based Strategies with AI, Intent and First Party" ></a> </div> <div data-id="688410838" data-source-stream-id="3140891" data-tags="blog,GTM Team Alignment,Audience Building and Engagement,TOFU" class="tile single blogpost stream-3140891 with-img "> <div class="img" id="tileImagePreview688410838"><img alt="Cookieless ABM: AI & Machine Learning 101" src="https://content.cdntwrk.com/mediaproxy?url=https%3A%2F%2Fres.cloudinary.com%2Fuf-553577%2Fimage%2Fupload%2Fv1723100404%2FUntitled_design_31_uap3uy.png&size=1&version=1723435202&sig=80c3f393e5d04a3304f6e183cd0013c3&default=hubs%2Ftilebg-blogs.jpg"></div> <div class="description"> <div class="friendly-timestamp"><abbr class="timeago" title="2024-08-12T00:00:02"></abbr></div> <div class="h3like ">Cookieless ABM: AI & Machine Learning 101</div> <h4 class="long-h3"><?xml encoding="UTF-8"><p>Discover how Account-Based Marketing (ABM) and AI can help B2B marketers navigate the shift to a cookieless future by leveraging first-party data and innovative techniques for precise and personalized</p> </h4> </div> <a class="item-link view" href="https://www.rollworks.com/resources/blog/abm-and-ai" data-page-title="Cookieless ABM: AI & Machine Learning 101" data-seo-title="Cookieless ABM: AI & Machine Learning 101" data-internal="blogpost" > Read Post </a> <a class="item-link" href="https://www.rollworks.com/resources/blog/abm-and-ai" data-internal="blogpost" data-seo-title="Cookieless ABM: AI & Machine Learning 101" data-page-title="Cookieless ABM: AI & Machine Learning 101" ></a> </div> <div data-id="683763377" data-source-stream-id="3140891" data-tags="GTM Team Alignment,TOFU,blog post" class="tile single blogpost stream-3140891 with-img "> <div class="img" id="tileImagePreview683763377"><img alt="Making Waves with RollWorks: A Summer Splash of G2 Successes" src="https://content.cdntwrk.com/mediaproxy?url=https%3A%2F%2Fcontent.cdntwrk.com%2Ffiles%2FaHViPTg3NDc2JmNtZD1pdGVtZWRpdG9yaW1hZ2UmZmlsZW5hbWU9aXRlbWVkaXRvcmltYWdlXzY0YWM0ZTk1Yzk4Y2YuanBnJnZlcnNpb249MDAwMCZzaWc9MTBlMGFhM2IyZTFiOTg4ZmNkZDI5NGQ3NjJlNjkyZGU%25253D&size=1&version=1723216969&sig=2602e18defacf68413fb7100eb5a4a0f&default=hubs%2Ftilebg-blogs.jpg"></div> <div class="description"> <div class="friendly-timestamp"><abbr class="timeago" title="2024-08-09T11:22:49"></abbr></div> <div class="h3like ">Making Waves with RollWorks: A Summer Splash of G2 Successes</div> <h4 class="long-h3"><?xml encoding="UTF-8"><p>Discover how RollWorks' account-based platform drives summer marketing success with efficiency, flexibility, and time-to-value at its core.</p> </h4> </div> <a class="item-link view" href="https://www.rollworks.com/resources/blog/making-waves-with-rollworks-a-summer-splash-of-g2-successes" data-page-title="Making Waves with RollWorks: A Summer Splash of G2 Successes" data-seo-title="Making Waves with RollWorks: A Summer Splash of G2 Successes" data-internal="blogpost" > Read Post </a> <a class="item-link" href="https://www.rollworks.com/resources/blog/making-waves-with-rollworks-a-summer-splash-of-g2-successes" data-internal="blogpost" data-seo-title="Making Waves with RollWorks: A Summer Splash of G2 Successes" data-page-title="Making Waves with RollWorks: A Summer Splash of G2 Successes" ></a> </div> <div data-id="688335893" data-source-stream-id="3140891" data-tags="blog post,GTM Team Alignment,MarTech and Marketing Operations,b2b advertising,Revenue and Sales Lead Acceleration,TOFU" class="tile single blogpost stream-3140891 with-img "> <div class="img" id="tileImagePreview688335893"><img alt="Balancing Bots & Brains: How to Use AI & Human Touch in B2B Marketing" src="https://content.cdntwrk.com/mediaproxy?url=https%3A%2F%2Fres.cloudinary.com%2Fuf-553577%2Fimage%2Fupload%2Fv1722608543%2FUntitled_design_30_rnski9.png&size=1&version=1723099066&sig=10c97a247a49cb04fcf2dd8a4c6dc258&default=hubs%2Ftilebg-blogs.jpg"></div> <div class="description"> <div class="friendly-timestamp"><abbr class="timeago" title="2024-08-07T06:01:41"></abbr></div> <div class="h3like ">Balancing Bots & Brains: How to Use AI & Human Touch in B2B Marketing</div> <h4 class="long-h3"><?xml encoding="UTF-8"><p>Learn to integrate AI into your B2B marketing strategy with our guide, enhancing personalization and efficiency while keeping the essential human touch.</p> </h4> </div> <a class="item-link view" href="https://www.rollworks.com/resources/blog/balancing-bots-and-brains-how-to-use-ai-and-human-touch-in-b2b-marketing" data-page-title="Balancing Bots & Brains: How to Use AI & Human Touch in B2B Marketing" data-seo-title="How to Use AI & Human Touch in B2B Marketing" data-internal="blogpost" > Read Post </a> <a class="item-link" href="https://www.rollworks.com/resources/blog/balancing-bots-and-brains-how-to-use-ai-and-human-touch-in-b2b-marketing" data-internal="blogpost" data-seo-title="How to Use AI & Human Touch in B2B Marketing" data-page-title="Balancing Bots & Brains: How to Use AI & Human Touch in B2B Marketing" ></a> </div> <div data-id="688320635" data-source-stream-id="3140891" data-tags="blog post,GTM Team Alignment,Revenue and Sales Lead Acceleration,TOFU" class="tile single blogpost stream-3140891 with-img "> <div class="img" id="tileImagePreview688320635"><img alt="Match Made in Revenue: How to Transform Marketing Tactics into Sales Wins" src="https://content.cdntwrk.com/mediaproxy?url=https%3A%2F%2Fres.cloudinary.com%2Fuf-553577%2Fimage%2Fupload%2Fv1722341777%2FPitchingAndInvesting_Blog_Thumbnail_1.2_2_ybtway.png&size=1&version=1722398403&sig=9810cf6cf86307192da7cd0b5427c0ef&default=hubs%2Ftilebg-blogs.jpg"></div> <div class="description"> <div class="friendly-timestamp"><abbr class="timeago" title="2024-07-31T00:00:03"></abbr></div> <div class="h3like ">Match Made in Revenue: How to Transform Marketing Tactics into Sales Wins</div> <h4 class="long-h3"><?xml encoding="UTF-8"><p>Align marketing and sales with RollWorks to drive revenue growth through precise targeting, data-driven insights, and seamless campaigns.</p> </h4> </div> <a class="item-link view" href="https://www.rollworks.com/resources/blog/match-made-in-revenue" data-page-title="Match Made in Revenue: How to Transform Marketing Tactics into Sales Wins" data-seo-title="Match Made in Revenue: How to Transform Marketing Tactics into Sales Wins" data-internal="blogpost" > Read Post </a> <a class="item-link" href="https://www.rollworks.com/resources/blog/match-made-in-revenue" data-internal="blogpost" data-seo-title="Match Made in Revenue: How to Transform Marketing Tactics into Sales Wins" data-page-title="Match Made in Revenue: How to Transform Marketing Tactics into Sales Wins" ></a> </div> <div data-id="688175391" data-source-stream-id="3140891" data-tags="blog post,TOFU,Revenue and Sales Lead Acceleration" class="tile single blogpost stream-3140891 with-img "> <div class="img" id="tileImagePreview688175391"><img alt="Sales Superheroes: Crush Your KPIs and Ditch the Headaches with ABM" src="https://content.cdntwrk.com/mediaproxy?url=https%3A%2F%2Fres.cloudinary.com%2Fuf-553577%2Fimage%2Fupload%2Fv1721135118%2FScreenshot_2024-07-16_at_3.03.33_PM_kxsmhl.png&size=1&version=1721188807&sig=6634c1a4b0effa903d2d57ea812d02e8&default=hubs%2Ftilebg-blogs.jpg"></div> <div class="description"> <div class="friendly-timestamp"><abbr class="timeago" title="2024-07-17T00:00:07"></abbr></div> <div class="h3like ">Sales Superheroes: Crush Your KPIs and Ditch the Headaches with ABM</div> <h4 class="long-h3"><?xml encoding="UTF-8"><p>Learn how ABM can transform your sales process, boost lead quality, outsmart the competition, and close more deals by addressing key challenges and leveraging actionable insights.</p> </h4> </div> <a class="item-link view" href="https://www.rollworks.com/resources/blog/sales-superheroes-crush-your-kpis-and-ditch-the-headaches-with-abm" data-page-title="Sales Superheroes: Crush Your KPIs and Ditch the Headaches with ABM" data-seo-title="Sales Superheroes: Crush Your KPIs and Ditch the Headaches with ABM" data-internal="blogpost" > Read Post </a> <a class="item-link" href="https://www.rollworks.com/resources/blog/sales-superheroes-crush-your-kpis-and-ditch-the-headaches-with-abm" data-internal="blogpost" data-seo-title="Sales Superheroes: Crush Your KPIs and Ditch the Headaches with ABM" data-page-title="Sales Superheroes: Crush Your KPIs and Ditch the Headaches with ABM" ></a> </div> <div data-id="688035732" data-source-stream-id="3140891" data-tags="MarTech and Marketing Operations,TOFU,blog post" class="tile single blogpost stream-3140891 with-img "> <div class="img" id="tileImagePreview688035732"><img alt="How to ABMify your MarTech Stack with Rendertribe" src="https://content.cdntwrk.com/mediaproxy?url=https%3A%2F%2Fres.cloudinary.com%2Fuf-553577%2Fimage%2Fupload%2Fv1719930839%2FRW_Voices_Blog_Headers_4_im0ixt.png&size=1&version=1720545608&sig=2b1debb696b4919e4f486bbd450f23dc&default=hubs%2Ftilebg-blogs.jpg"></div> <div class="description"> <div class="friendly-timestamp"><abbr class="timeago" title="2024-07-09T00:00:02"></abbr></div> <div class="h3like ">How to ABMify your MarTech Stack with Rendertribe</div> <h4 class="long-h3"><?xml encoding="UTF-8"><p>Discover how integrating the right MarTech stack can revolutionize your ABM strategy by enabling precise targeting, seamless data flow, and efficient campaign execution to drive pipeline growth.</p> </h4> </div> <a class="item-link view" href="https://www.rollworks.com/resources/blog/martech-stack-with-rendertribe" data-page-title="How to ABMify your MarTech Stack with Rendertribe" 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$('[data-mapping=website]').parent().addClass('hide'); //Config variable for conditional company website field script - add domains as required var freeEmail = ['gmail.com','yahoo.com','hotmail.com','aol.com','hotmail.co.uk','hotmail.fr','msn.com','yahoo.fr','wanadoo.fr','orange.fr','comcast.net','yahoo.co.uk','yahoo.com.br','yahoo.co.in','live.com','rediffmail.com','free.fr','gmx.de','web.de','yandex.ru','ymail.com','libero.it','outlook.com','uol.com.br','bol.com.br','mail.ru','cox.net','hotmail.it','sbcglobal.net','sfr.fr','live.fr','verizon.net','live.co.uk','googlemail.com','yahoo.es','ig.com.br','live.nl','bigpond.com','terra.com.br','yahoo.it','neuf.fr','yahoo.de','alice.it','rocketmail.com','att.net','laposte.net','facebook.com','bellsouth.net','yahoo.in','hotmail.es','charter.net','yahoo.ca','yahoo.com.au','rambler.ru','hotmail.de','tiscali.it','shaw.ca','yahoo.co.jp','sky.com','earthlink.net','optonline.net','freenet.de','t-online.de','aliceadsl.fr','virgilio.it','home.nl','qq.com','telenet.be','me.com','yahoo.com.ar','tiscali.co.uk','yahoo.com.mx','voila.fr','gmx.net','mail.com','planet.nl','tin.it','live.it','ntlworld.com','arcor.de','yahoo.co.id','frontiernet.net','hetnet.nl','live.com.au','yahoo.com.sg','zonnet.nl','club-internet.fr','juno.com','optusnet.com.au','blueyonder.co.uk','bluewin.ch','skynet.be','sympatico.ca','windstream.net','mac.com','centurytel.net','chello.nl','live.ca','aim.com','bigpond.net.au']; $('[data-mapping="email"]').on('blur, change', function(){ var emailVal = $(this).val(); var emailDomain = emailVal.split('@'); var isFreeEmail = $.inArray(emailDomain[1], freeEmail); console.log(isFreeEmail); if (isFreeEmail == -1){ $('[data-mapping=website]').prop('type', 'hidden'); $('[data-mapping=website]').parent().addClass('hide'); $('[data-mapping=website]').val(emailDomain[1]); //$('[data-mapping=website]').prop('value', emailDomain[1]); } else if (isFreeEmail != -1) { $('[data-mapping=website]').prop('type', 'text'); $('[data-mapping=website]').parent().removeClass('hide'); $('[data-mapping=website]').val(''); $('[data-mapping=website]').prop('value', ''); } }); } </script><script nonce="rhrbIfIObTb5EZgVvLB-IE6k"> (function($, Hubs, undefined) { function headerManage() { if (!document.body.classList.contains('single-page')) { var imgPath = document.querySelector('.header-wrapper').style.backgroundImage; imgPath = imgPath.split('"')[1]; if(imgPath === undefined){ imgPath = 'https://cihost.uberflip.com/rollworks/OB-5715-new/assets/images/Updated-header-images/Updated-homepage-bg-image.png'; } var imageHTML = '<img class="banner-image" >'; if(document.querySelector('.banner-image') === null){ document.querySelector('.header-wrapper').insertAdjacentHTML('afterbegin', imageHTML); document.querySelector('.banner-image').setAttribute('src',imgPath); } } } Hubs.onLoad = function() { headerManage(); } Hubs.onResize = function() { headerManage(); } }(window.jQuery, window.Hubs)); </script> <style> .listing-page .large-header .header-wrapper img, .hub-page .large-header .header-wrapper img{display:none;} @media screen and (min-width: 1101px) { .hub-page .large-header .header-wrapper img{display:block; width: 100%;} .hub-page .large-header .header-wrapper{ height: auto; background-image: none!important; position: relative; min-height: auto; padding: 0; } .hub-page .large-header .header-wrapper .header-intro{ position: absolute; } } @media screen and (min-width: 992px) { .listing-page .large-header .header-wrapper img{display:block; width: 100%;} .listing-page .large-header .header-wrapper{ height: auto; background-image: none!important; position: relative; min-height: auto; padding: 0; } .listing-page .large-header .header-wrapper .header-intro{ position: absolute; } } @media only screen and (max-width: 991px){ .hub-page .large-header .header-wrapper, .listing-page .large-header .header-wrapper { background-color: #d5f7ed; } } </style></body> </html>

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