How to run a successful ABX program

Trinity Nguyen is the CMO at UserGems, where she also leads their AI GTM function. UserGems is an ABM platform used by companies like Crowdstrike, Gong, Box, and our friends at Sendoso.And… THEY EAT THEIR OWN DOG FOOD (or drink their own champagne).Trinity has been running UserGems’ own ABX program for the last 6 years and iterated and improved on it every year. It now drives over 30% of their overall net new revenue growth.In this episode, we break down their 2025 ABX program that took 6,000 target accounts, converted 12% into Opportunities, and generated multi millions in ARR - and what she’s changing about that approach for 2026.---We discuss:* The complete breakdown of UserGems’ ABX program that converted 12% of 6,000 target accounts into opps - 30% of net new revenue* How to build your TAM/SAM* Why they pick exactly 500 accounts every month* Why Clay is great for testing 3 signals and a trap once you’re running 40* Why Trinity ran cold outbound herself - and tells every marketer to do the same for at least a month* Outbound vs ads for breaking into an account* Role of events in your ABX strategy* Why the SDR function HAS to sit under the CMO if you’re running ABX* The Chrome extension that 3x their meetings booked from cold calls* How to correctly do attribution for your ABX program---Connect with Trinity:Trinity’s LinkedIn: https://www.linkedin.com/in/trinitynguyen/UserGems: https://www.usergems.com/---Connect with Finn:LinkedIn: https://www.linkedin.com/in/finnthormeier/Project 33 - LinkedIn Agency for CEOs: https://www.project33.io/---Mentioned in the episode:Clay: https://www.clay.com/Outreach: https://www.outreach.io/Pavilion: https://www.joinpavilion.com/Hope you enjoy!! This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.executivebrand.org