We build account-based marketing programs for mid-market and private equity companies between $30M and $500M ARR stop spending budget on accounts that were never going to buy by defining the ICP, enriching the list, and mapping the buying committee before outreach begins.
The signals land in a dashboard nobody opens. Sales works the same accounts they were working before. You're paying for intelligence that never reaches the person making the call.
It hasn't been enriched since. Half the contacts have left. Reps work it in the order they opened it.
The first name is right. Everything after it is the same email 1,400 accounts received.
Engagement is up. Pipeline looks the same. Nobody can draw the line between the two.
Every account that doesn't fit, every contact who left, every message that could have been sent to anyone - that's budget spent before the campaign has a chance to work.
One list. One message. Volume is the strategy. Reply rate is the only metric anyone checks.
Most companies start hereThe list is filtered by firmographics. Messaging is segmented by industry. Still no signal, still no scoring.
Intent and engagement data rank the list. Sales works a prioritised queue. Marketing knows which accounts need more warming.
Buying committee mapped per account. Channels sequenced. Every touch scored, attributed, and visible in the CRM.
ABM builds your path to hereWritten down, tiered, and scored in your CRM. Not a slide. A rule your system enforces.
Enriched, cross-referenced, verified. Current data, not a Q1 export.
Economic buyer, champion, influencer, blocker - identified per account, messaged by role.
Email, LinkedIn outreach, LinkedIn ads. Sequenced, not simultaneous. No duplicate contact.
Sales opens the CRM and knows who to call. No "who's hot this week" meeting.
Which accounts moved. Which touches moved them. Reportable to the board.
Every ABM engagement ends with all six in place - documented, running in your CRM, and owned by your team.
Before we spend a dollar on outreach or advertising, we define who to target. We work through firmographic criteria, technographic signals, and behavioural data to define your Ideal Customer Profile. We map the buying committee - the roles, titles, and decision-making structure that actually approves a purchase. We set target account qualification criteria and prioritise verticals and segments. Without a defined ICP and a mapped buying committee, every downstream activity targets the wrong accounts.
A tiered ICP, a buying-committee map, and qualification criteria that govern every stage that follows. This is the foundation that determines campaign ROI.
We build a qualified, enriched account list through research and automation - not manual spreadsheet work. Apollo and Clay drive account discovery, firmographic and technographic enrichment, and contact data verification. Multiple sources are cross-referenced for accuracy, and every account is qualified against the ICP criteria set in Stage 1. Most ABM programs fail at list quality; this is where we make sure yours doesn't.
A verified, enriched account list built to ICP - so campaign spend reaches accounts with genuine fit, not a directory dump.
We surface which accounts are showing buying intent now and rank them by readiness. We collect behavioural, technographic, firmographic, and engagement signals. We weight each signal by strength, ICP relevance, and recency. Signals combine into an overall account fit score, and accounts are tiered into a ranked queue for outreach sequencing. An account list without signal-based prioritisation sends the same urgency to cold accounts and warm ones.
A tiered, ranked account list - so sales resources are deployed against the accounts most likely to convert now.
For each prioritised account, we identify and qualify the individual stakeholders before any outreach is written. Economic buyers, champions, influencers, and blockers are named. Contact data is enriched and verified. Role-specific pain points are researched, and the buying committee structure is mapped per account. Research is handed to the CRM so your sales team has visibility. B2B purchases involve six to ten stakeholders - generic outreach to one contact fails.
A per-account buying-committee map with verified contacts and role-specific context - pushed to your CRM. LinkedIn is used for stakeholder identification at this stage.
This is where ABM stops being a marketing program and starts driving predictable pipeline. Account-level scoring combines firmographic fit, technographic fit, engagement, third-party intent, and signal recency. Contact-level scoring combines role fit, engagement depth, and responsiveness. We define MQL thresholds, SQL handoff criteria, escalation rules for immediate sales notification, and disqualification criteria that remove an account from active targeting. Outputs include a prioritised sales queue, an account health dashboard showing score movement over time, and re-engagement triggers when a score drops.
A scored, ranked queue in-CRM. Sales works from evidence, not opinion. Marketing knows what to warm and what is ready to convert.
We translate account research and scoring into messaging that is specific to each account's context, role, and readiness stage. Account intelligence shapes outreach copy. Message variants are built by buying-committee role and by buying stage - awareness, evaluation, decision. Automation is used without sacrificing relevance, and AI-assisted research synthesis, message drafting, and variant generation let personalisation scale. Content assets are matched to account profile. Personalisation is not mail merge.
A framework where every outreach is relevant - not just addressed to the right name. Claude AI is used for research synthesis and variant generation at scale.
We execute coordinated outreach across the channels where target accounts and buying-committee members are most active. Email sequences are personalised, stage-aware, and role-specific. LinkedIn connection campaigns target buying-committee members by role. LinkedIn direct messages are coordinated with the email cadence. LinkedIn account-matched ads reinforce messaging against the target list. Content-led nurture engages accounts in earlier buying stages. Channel sequencing logic defines which channel fires first and when follow-ups trigger, and marketing automation is coordinated with sales outreach to prevent duplicate contact.
A coordinated, multi-channel campaign where each channel plays a defined role - so buying committees encounter consistent messaging wherever they engage.
We track what is working at the account level, report pipeline impact, and continuously optimise. Account-level engagement is tracked - not aggregate campaign metrics. Pipeline influence is measured: which accounts moved from target to opportunity. ABM KPIs include accounts engaged, meetings booked, pipeline influenced, deal velocity, and win rate against non-ABM accounts. Attribution connects marketing touches to pipeline and closed revenue. An optimisation cadence defines what triggers a campaign adjustment versus a strategic pivot. Reporting outputs cover executive, sales, and marketing views.
Account-level reporting that answers one question: is this driving pipeline? For teams that need full pipeline-level forecasting, DevriX's RevOps service can be scoped into the engagement.
Clay
Enrichment waterfall
Firmographics, tech stack
STANDBY
Apollo
Verified contacts
Buying committee roles
STANDBY
Claude AI
Per-account research
Role-based copy
STANDBY
LinkedIn Connection
Committee reached
In sequence
STANDBY
LinkedIn Message
Personal follow-up
By role
STANDBY
LinkedIn Advertising
Matched audiences
Account-level air cover
STANDBY
Our tools are chosen because they enable each step of the workflow - not because they're the best-known platforms in the category.
Apollo handles prospect identification and contact data - surfacing companies and people that match ICP criteria. Clay orchestrates the enrichment layer, cross-referencing multiple data sources so the list is verified before it reaches your sales team, not after.
ClayApolloLinkedIn runs three coordinated roles: organic connection campaigns targeted at mapped committee members, direct message outreach sequenced against email, and account-matched advertising that reinforces the same message across the buying journey. One channel, three functions, one sequence.
LinkedIn ConnectionLinkedIn MessageLinkedIn AdvertisingUsed for research synthesis at scale and personalisation variant generation. It compresses the research step - reading an account's context faster than a human can - so outreach is grounded in something real. It does not write your emails.
Claude AITiered ICP definition, CRM-ready scoring criteria, and segment-specific messaging direction.
Qualified, verified, multi-source enriched. Buying committee mapped per account.
Email sequences, LinkedIn outreach, LinkedIn ads - sequenced and running, with CRM integration configured.
Lead scoring configured in-CRM. Account health dashboard. Account-level pipeline attribution.
We stopped confusing volume with progress. For the first time the account list, the messaging, and the pipeline all pointed at the same thing.
Then you have the ingredients, not the method. ABM fails on sequencing - which accounts, in what order, with what message, through which channel, at what point in their buying cycle. The tools don't decide that. We do, and then we configure the tools to enforce it.
An SDR agency will send volume. A freelancer will run the tool you point them at. Neither will define your ICP, map a buying committee, configure scoring in your CRM, and connect outreach to pipeline reporting. ABM is cross-functional by definition - it breaks at the handoffs, and the handoffs are where a single contractor has no authority.
They'll deliver a strategy deck and a media plan. We build the system: ICP tiers scored in your CRM, enrichment pipelines, sequenced multi-channel campaigns, and account-level attribution. We come from a GTM background, not an advertising one - and we stay through implementation.
A 30-minute call. We'll pressure-test your current ICP definition and show you what the targeting framework would look like for your segment. No deck.
The questions RevOps, Marketing, and Sales leaders ask an ABM marketing agency on the first call, answered directly.
Outbound optimises for volume of contacts. ABM optimises for depth within a defined set of accounts - mapping the full buying committee, sequencing channels against a single account, and scoring engagement at the account level rather than the lead level. The list is smaller on purpose.
Firmographic criteria, technographic signals, and behavioural data, worked through in a structured engagement stage. The output is tiered - not one profile but several, ranked by fit - with scoring criteria that can be applied directly in your CRM. It's a standalone DevriX service and the first stage of every ABM engagement.
Clay and Apollo for enrichment and account identification, LinkedIn for outreach and paid, Claude AI for research synthesis. Licensing is scoped during setup - some clients have existing seats, some don't.
Yes. We configure scoring, account records, and outreach activity inside the CRM your sales team already uses - HubSpot or Salesforce. Scope of scoring configuration depends on your existing data quality, which we assess during setup.
At the account level, not the campaign level. Accounts engaged, pipeline influenced, deal velocity, and win rate on ABM accounts versus non-ABM accounts - with attribution connecting specific touches to closed revenue.
First campaign in market at around 90 days. Meaningful pipeline signal typically follows one full sales cycle after that - so the honest answer depends on your cycle length, and we'd rather set that expectation than beat it in a pitch.
