English

B2B Acquisition

Reach the right customers. Before your competition.

Account-Based Marketing flips the traditional funnel: we define the accounts that matter and build a coordinated marketing and sales operation to win each one. Suited to B2B with high deal size and long cycles.

  • 50–200target accounts / year
  • 3–18months of cycle
  • High deal sizeaverage annual

Inbound vs ABM

When ABM makes sense. And when it doesn't.

Classic inboundAccount-Based
Starting pointBroad audience, capture via SEO/contentClosed list of target accounts defined with sales
Ideal average deal sizeLow to mediumHigh / enterprise
Sales cycle< 3 months3–18 months
PersonalizationBy persona / segmentBy account / individual contact
Primary metricMQLs generatedAccounts with engagement / pipeline
Marketing-sales alignmentHandoff at MQLJoint operation from day 1

Account dossier

Every account enters the operation with a dossier — not a hunch.

Strategic fit
Industry, size and geography that serve the strategy for the next 24 months.
Commercial trigger
The event that justifies reaching out now: funding round, key hire, M&A, stack change.
Buying committee
3 to 7 stakeholders mapped: decision-maker, economic, technical and user.
Intent signals
Digital traffic, installed stack, public signals and market moves.
Operation tier
T1 — 1-to-1. T2 — 1-to-few. T3 — 1-to-many. Allocation by expected ROI.
Status
In operation List reviewed every 14 days.

The list is alive. Automatic exit when criteria are no longer met; entry when a qualified trigger fires.

Buying committee

B2B buying is a collective decision. We treat it that way.

Every target account is mapped by role — not by isolated contact. The operation adapts message, channel and timing to each stakeholder, without anyone feeling like a marketing persona.

  • Target accountOperation center · 1 active dossier
  • Stakeholders 3–7Mapped by role · not by title
  • Influence linesSequence by stakeholder · not by account

Outreach playbook

The 90-day sequence. Plan by scene, not by channel.

Each scene is a combination of channel, target role and message. They fail in parallel, they win in parallel — no bureaucratic handoff between marketing and sales.

38°43′N · 09°08′W  ·  OPS / 02:14 “The first meeting isn't with sales. It's with the signal.” — Cliivo · Cell 04 · Field manual
  1. Scene 01 Week 1–3

    List calibration

    Sales and marketing close the list together — ICP, triggers, buying committee. We exit with objective criteria, not a wishlist.

    Discovery · Internal workshop

  2. Scene 02 Week 3–5

    Dossier build

    Per-account intelligence — signals, stack, org chart, commercial context. Each dossier is reviewed and validated before any outreach.

    Intel · Apollo · LinkedIn · ZoomInfo

  3. Scene 03 Week 5–7

    Programmatic warm-up

    ABM ads and dedicated content run before the first human contact. By the time sales arrives, the Cliivo name has already appeared three times in the account.

    Paid · LinkedIn ABM · Targeted display

  4. Scene 04 Week 7–10

    Coordinated outreach

    1-to-1 sequence per stakeholder, with message aligned to role. No cold templates — every email references the specific trigger or signal.

    Outbound · Email · LinkedIn · Voicemail

  5. Scene 05 Week 10–13

    Conversion & expansion

    Meeting booked, demo delivered, proposal sent. The account enters pipeline with origin, stakeholders and full context — no handoff friction.

    Sales · Pipeline · Close · Land & Expand

Some accounts are worth fifty. Which are yours?

We build the list, the system and the operation. In 90 days you have measured engagement on the right target accounts.

Talk about ABM