# Three Years of Failing at ABM, Then Automating Everything Except the Phone Call (with Moréa Pollet from InfluxData) | Ep. 267

Page: https://stenobird.com/podcast/scrappy-abm-6475637/three-years-of-failing-at-abm-then-automating-everything-except-the-phone-call-with-mor-a-pollet-from-influxdata-ep-267
Text version: https://stenobird.com/podcast/scrappy-abm-6475637/three-years-of-failing-at-abm-then-automating-everything-except-the-phone-call-with-mor-a-pollet-from-influxdata-ep-267.md
Podcast: [Scrappy ABM](https://stenobird.com/podcast/scrappy-abm-6475637)
Published: 2026-04-30T07:00:00+00:00
Episode link: https://listen.casted.us/public/210/Scrappy-ABM-623cc20d
Audio file: https://episodes.captivate.fm/episode/2c1214a6-d3d3-45f7-8322-9f72949a6458.mp3
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Duration seconds: 1573

## Resource

Most ABM programs start with a plan and die with a calendar. Moréa Pollet spent three years watching that happen at InfluxData - and then figured out why. On this episode of Scrappy ABM , Mason Cosby sits down with Moréa to walk through exactly how her team rebuilt their ABM motion from the ground up, using Clay-powered enrichment, AI-generated personalization, and a LinkedIn funnel built for technical buyers. ㅤ The conversation covers what killed version one (sales bandwidth, no real operationalization), what made version two stick (automating everything except the phone call), and the honest truth about measuring ABM success before pipeline is even on the table. InfluxData is an open-source company targeting software engineers - which means they're running ABM in one of the hardest targeting environments possible. The playbook Moréa shares is specific, scrappy, and repeatable. ㅤ 👤 Guest Bio Moréa Pollet is the Director of Demand Generation at InfluxData, the creator of InfluxDB - the world's leading open-source time series database. She has been with InfluxData for over five years, building and evolving the demand gen function across PLG, enterprise, and hybrid sales motions. Her background spans international business, hospitality, legal, and technology marketing, and she holds degrees from San Francisco State University and SKEMA Business School (France). ㅤ 📌 What We Cover Why InfluxData's open-source roots made traditional ABM a poor early fit - and what forced a rethink How the team used Clay to enrich target accounts in the energy sector and surface specific tooling data that wouldn't exist in any standard database The decision to start with SDRs only (no AEs) to simplify the first version of the program How AI-generated personalization is driving higher open an…

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