How we work
A process built around the accounts that matter.
We do not start with a campaign. We start with a question: which accounts deserve your team's attention right now, and why? Everything else follows from the answer.
Research first. Everything else follows.
Most ABM programs fail at the same point: the account list. Teams pick accounts based on firmographic fit alone — size, sector, revenue — and miss the accounts that are actually ready to buy. We fix that by leading with evidence.
Our process connects account selection to outreach to follow-up in a single thread. The same intelligence that ranks an account also informs the message your rep sends and the content your campaign serves. There is no gap between the list and the work.
Choose the accounts
Agree on what a good account looks like before you start looking.
We start by aligning with your team on the ideal customer profile. That means more than firmographics. We want to understand what a qualified opportunity looks like to sales, which sectors or segments have the best conversion history, and what your team would need to see before calling an account a real prospect.
This alignment session is short — usually one call — but it shapes everything that follows. A clear definition of fit means the account list we build reflects what your team will actually work, not a generic target universe.
What comes out of this step
- Agreed ideal customer profile
- Defined qualification criteria for sales
- Prioritized sectors, segments, or territories
Find the reason to act
Look for the signal that makes this account worth a call right now.
Fit tells you an account could buy. Timing tells you they might buy now. We research both. For each account on the list, we look for a business trigger — a new initiative, a leadership change, a technology investment, a regulatory shift — that makes your solution relevant at this moment.
We also look at intent signals: patterns of research activity that suggest the buying team is actively exploring solutions like yours. Combined with the business trigger, this gives your rep a specific, credible reason to reach out — not a generic pitch, but a conversation that starts with something the account actually cares about.
Where relevant, we identify the people likely to be involved in the purchase: their roles, their likely priorities, and what a rep still needs to learn before the first meeting.
What comes out of this step
- Business trigger per account
- Intent signal and research activity
- Buying-committee contacts and roles
- Ranked account list with rationale
Equip the team
Put the right information in the right hands before the conversation starts.
Research only creates value when it reaches the person making the call. We package the intelligence into formats your team will actually use: account briefs for sales and BDRs, event packs for field teams, campaign assets for marketing.
Each brief gives the rep a clear opener, a relevant question to ask, and a recommended next step. We also write the outreach — email sequences, LinkedIn messages, and ad copy — so the message reflects the account's specific situation rather than a generic template.
For events, we ship a printed, indexed binder to the venue so your onsite team can look up a target, review the talking points, and record a follow-up owner while the conversation is still fresh.
What comes out of this step
- Account briefs for sales and BDRs
- Role-specific outreach copy
- Event briefs and printed binders
- Campaign assets and account-page copy
Follow the opportunity
Track what happens and use it to sharpen the next round.
We set up tracking before the campaign launches so you can see engagement, meeting activity, and opportunity movement in your existing reporting environment. We do not ask you to adopt a new platform — we work with what your team already uses.
After the first round of outreach, we review what worked and what did not. Which accounts responded? Which signals proved accurate? Which messages landed? The answers shape the next round of research and outreach, so the program improves with each cycle rather than repeating the same approach.
What comes out of this step
- Engagement and meeting tracking
- Opportunity movement reporting
- Post-round review and recommendations
What guides the work
Ready to start?
Tell us about your team and what you are trying to achieve. We will come back to you within one business day.