System 04
Account Based Acquisition
Choosing the right accounts and mapping the people inside them, so outbound effort lands where a contract can actually be signed.
Overview
What this actually is.
Most outbound underperformance is a selection problem wearing an execution costume. The team is working hard against a list that was never going to buy at your contract value.
We cut the list down to accounts with the budget, the trigger, and the structural problem your product solves, then map four to six named people inside each one.
Scope
What the engagement covers.
Account Scoring
Firmographic fit, tech stack, and contract value capacity scored into a ranked, defensible list.
Trigger Monitoring
Funding, hiring, leadership change, regulatory pressure, and expansion signals tracked continuously.
Buying Group Mapping
Economic buyer, operational owner, technical evaluator, and likely blocker, named per account.
Contact Verification
Direct lines and mobiles verified rather than inferred, refreshed on a rolling basis.
Message Tracks
A separate value case per persona, because the CFO and the head of ops are not solving the same problem.
Spend Reallocation
Coverage split by segment, geography, or vertical so accounts do not fall between reps.
Timeline
How it runs.
Weeks 1 and 2
Define The Profile
Built from your own won deals rather than an idealised persona document.
Weeks 3 and 4
Score And Rank
The addressable universe cut to a working list with a written reason for each tier.
Weeks 5 and 6
Map The Groups
Named contacts, verified details, and reporting lines per account.
Ongoing
Refresh
Triggers monitored, accounts promoted or demoted monthly as signals change.
Measurement
What this moves.
These are the numbers we report on and are judged against. Full definitions sit on the KPI Layer.
Account Coverage
Contacts Mapped Per Account
Reply Rate by Persona
Meeting to Opportunity Rate
Related
Often Run Alongside.
Performance Execution
Paid acquisition and creative testing run against pipeline contribution rather than impressions or clicks.
Enterprise SDR
A named outbound team working your Tier 1 list across email, phone, and LinkedIn, to a written qualification standard.
Partner Channel
Recruiting and activating the partners who can produce referral and joint selling pipeline into accounts you can’t reach cold.
Next Step
Thinking about revenue attribution?
Bring your close rate, your contract value, and the accounts you cannot get into. We will build the model on the call.
We build and run the sales development desks behind enterprise pipeline, and we report on accepted opportunities, not activity.