Request a callRebuild account strategy around buyers who can close
Demandbase ABM strategy work rebuilds the target account list from closed-won patterns, cleans fit criteria and exclusions, tiers accounts by revenue value, intent, coverage and sales ownership, and maps messages and plays to each tier.
Built for: Teams whose target list was built once and no longer reflects the accounts that actually buy.
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What usually goes wrong
Stale target list
Built once, never updated against real revenue.
Uniform treatment
High-value and poor-fit accounts get the same spend.
No shared priority
Sales and marketing work different account lists.
Wasted media
Ads reach accounts sales does not want to work.
What is included
The exact scope is set after an initial diagnostic.
ICP cleanup
Closed-won analysis, fit criteria, exclusions and intent validation.
Account tiering
Priority by revenue value, intent, coverage, ownership and timing.
Coverage review
Buying roles, contact gaps, ownership and CRM readiness.
Messaging framework
Messages by tier, persona and stage, tied to offers.
Is this the right program?
A good fit when
- You are about to buy or have just bought Demandbase
- Sales and marketing need one agreed account list and tiering
- You need an ABM plan leadership can fund
Not the right fit when
- The platform is set up and you only need campaigns run (see campaign execution)
What the first 90 days look like
- Weeks 1 to 2Discovery
Closed-won analysis, sales interviews and the current account list.
- Weeks 3 to 4Strategy
Ideal customer profile, tiers, buying roles and the plays for each tier.
- Week 5Plan
Channel mix, budget, Demandbase configuration requirements and success measures.
- Week 6Handover
A plan your team or ours can execute, reviewed with sales leadership.
What it costs
Demandbase programs run from $25K to $60K per month; the pilot has a 3-month minimum.
- Number of target accounts and tiers
- Channels and media budget
- CRM and platform work needed before launch
ABM strategy: common questions
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What comes out of ABM strategy work?
Fit criteria, exclusions, account tiers, a sales-approved target list and messaging rules by tier, persona and stage.
Is the strategy specific to Demandbase?
It is built to run in Demandbase, but the account list, tiers and plays are yours and work in any ABM setup.
Who needs to be involved?
A marketing owner, a sales leader and two or three account executives for interviews. Total sales time is usually under four hours.
