Transform your marketing strategy with data-driven ABM targeting that identifies and prioritizes your highest-value opportunities. Our comprehensive approach combines first-party data, third-party intelligence, and AI workflows to build target account lists that actually convert.
Account-based ABM Targeting To Drive Pipeline
Our account strategy services help you move beyond static, generic account lists to develop dynamic, signal-based targeting that identifies not just which accounts to pursue, but when to engage them and with what message.
We build a comprehensive account targeting strategy that starts with your total addressable market, then creating sophisticated account segments, mapping buying groups, integrating engagement and CRM data, and establishing a tiering system that prioritizes accounts based on potential value and likelihood to convert.
Target Account List Development
Data-based TAL creation using your CRM, firmographic, and intent data to identify high-value accounts
Enrichment and Prioritization
Enhancement of account data with proprietary signals and intelligence for precise prioritization
Buying Group and Contact Mapping
Identification of key stakeholders and decision-makers within target accounts
Tiering and Segmentation
Develop a structured approach to investment allocation based on account potential and propensity
Problems we solve
From wasting marketing budget on unqualified accounts to misaligned account targeting between marketing and sales, we do a lot more than your average ABM agency.
- Waste targeting unqualified accounts
- Low conversion rates
- Inefficient budget allocation
- Missed high-value opportunities
- Sales team frustration
- Static, outdated account lists
- Quickly become irrelevant
- Miss changing market conditions
- Fail to capture buying signals
- No dynamic prioritization
- Marketing and sales misalignment on audiences
- Conflicting target account priorities
- Isolated outreach efforts
- Inconsistent messaging to accounts
- Reduced GTM effectiveness
Popular questions
Common questions our clients ask about ABM targeting. These responses reflect our proven approach and the tangible results we’ve delivered for marketing leaders facing similar obstacles in their ABX implementation.
What data sources do you recommend for building an effective target account list?
We combine your CRM data, firmographic information, technographic signals, and intent data from multiple sources to create a comprehensive view of potential accounts for your ABM targeting. This multi-dimensional approach ensures we identify not just companies that match your profile, but those showing genuine buying signals and readiness to engage.
How do we balance sales input with data-driven account selection?
We facilitate a collaborative process that integrates sales team insights and relationships with objective data analysis to inform ABM targeting. This typically involves structured workshops where sales identifies high-priority accounts and relationships, which we then enhance with data-driven targeting models that uncover additional opportunities sales might miss.
How frequently should we refresh our target account strategy?
Rather than periodic updates to static lists, we implement a dynamic approach where account tiering and prioritization continuously evolve based on real-time signals and your priorities. We recommend quarterly strategic reviews of your overall ICP and targeting approach, with ongoing refinements to account prioritization as market conditions and account behaviors change.
How do we measure the effectiveness of our account targeting?
We establish clear metrics that track both activity (account engagement rates, buying group coverage) and outcomes (account progression, opportunity creation, pipeline value). By comparing performance across different account segments and tiers, we can continuously refine your targeting approach for maximum ROI.
How do we ensure our target account strategy scales across different regions and segments?
We develop a core targeting framework based on universal criteria, then implement region-specific and segment-specific modifications to account for local market conditions and segment-specific buying behaviors. This creates consistency in your global approach while allowing for necessary adaptations to regional and segment requirements.