1:1 Account Personalization Expands into Multi-Tier ABM Program Trapeze Group is a software and services provider for transportation agencies. At about 800 employees, the company helps streamline and integrate transportation operations from bus stops to finance departments. Trapeze Group’s marketing and sales departments have embraced account-based marketing to help win large deals and long sales cycles. Deals can reach several million dollars and require input from dozens of stakeholders. BACKGROUND Trapeze Group decided on its first 10 target accounts by soliciting feedback from sales representatives and executives. One prospect account in particular, the Los Angeles Transit Authority, was chosen because the sales team had been trying for months to schedule a meeting. Sales wante

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