Ep. 15. Me on the Mic: Transitioning to Enterprise ABM

In this episode of Her Path to Revenue, Janelle breaks down a real client story that started with a familiar question: - Should we move upmarket? - Do we need ABM? As companies begin to mature beyond SMB and leadership pushes for more predictable revenue, these questions come up more often—but the answer isn’t as simple as flipping a switch. Janelle walks through how one company, already performing well on paper, realized their go-to-market motion wasn’t built to support an enterprise expansion. Instead of jumping straight into ABM, they took a step back to reassess what actually needed to change. In this episode, you’ll learn: How to evaluate whether moving upmarket is the right next step Why account selection should be driven by data—not assumptions The shift from selling to individuals to engaging full buying groups What true alignment between marketing and sales actually looks like How this approach generated over $1M in qualified enterprise pipeline in 45 days If you’re thinking about moving upmarket or exploring ABM, this episode gives you a practical, no-fluff look at what it really takes to make that transition work.