STRATEGY SERVICES / ACCOUNT-BASED MARKETING
Precision targeting for the accounts that actually move the needle
Account selection, buying committee mapping, and a channel strategy built around the handful of accounts that represent most of your revenue potential. Not lead generation at scale. Targeting that earns it.
Of marketers say ABM delivers a higher ROI than other marketing strategies
Average increase in marketing-generated revenue for companies running ABM programs
Of B2B accounts are actively in-market to buy at any given time, the core reason precision targeting matters
A small number of accounts decide most of your revenue, and most marketing ignores that
For many B2B businesses, a handful of accounts represent a disproportionate share of revenue potential. Yet most marketing activity is built for reach: broad campaigns, broad content, and broad measurement that treats a high-value enterprise account the same as anyone else who filled out a form.
The result is wasted effort on accounts that will never buy, and under-investment in the few that matter most. Sales ends up doing the targeting work marketing should have done from the start, account by account, with no coordinated content or channel plan behind them.
ABM strategy at Adah starts with account selection criteria, not a target list pulled from a CRM export. Every tier gets its own buying committee map, its own content plan, and measurement tied to pipeline and revenue, not impressions.
A targeting and engagement plan, built account by account
Every ABM engagement covers the same core scope: who to target, who to reach within each account, and exactly how.
Onboarding session
A 90-minute session covering your ideal customer profile, deal size, buying committee structure, and current account intelligence.
Account selection framework
Criteria for identifying Tier 1, Tier 2, and Tier 3 target accounts.
Buying committee mapping
Who is involved in the decision, what they care about, and when.
Channel strategy by account tier
How to reach and engage each tier through content, paid, direct outreach, and events.
Content mapping
What content to serve at each stage of the buying journey, for each committee member.
Measurement framework
Pipeline-aligned KPIs, such as opportunities created and influenced revenue, rather than impression-based metrics.
90-day ABM activation roadmap
Sequenced activities by account tier, with an owner and timeline for each.
Final ABM strategy document
Delivered in PDF and editable format.
From discovery call to a working ABM roadmap
A clear, sequenced process from the first conversation to a finalized strategy.
Discovery call
A 30-minute, no-pitch conversation about where you are and what is getting in the way.
Onboarding session
A 90-minute deep dive into your ICP, deal size, buying committee structure, and account intelligence.
Account framework and mapping
Account tiering, buying committee mapping, and channel approach, completed in week two.
Roadmap and delivery
Content mapping, measurement framework, and the 90-day activation roadmap, delivered in week three, with a fourth week available for revisions if needed.
Who this is and is not right for
Clarity here saves everyone time. This is a deliberately specific service, and it isn't the right fit for every business.
This is right for you if
- ✓A small number of accounts represent most of your revenue potential, and you know roughly who they are.
- ✓You have basic CRM or account data to work from, even if it is not fully organized.
- ✓Sales and marketing are aligned, or close to it, and ready to work from the same target list.
- ✓You want measurement tied to pipeline and revenue, not reach or impressions.
This is not right for you if
- ✗You need broad lead generation across a large addressable market. That is demand generation, not ABM.
- ✗You need contact data sourcing or CRM enrichment. ABM strategy assumes you already have a foundation to work from.
- ✗Sales and marketing are not yet aligned on what a qualified account looks like. ABM strategy does not substitute for that alignment.
- ✗You need campaign execution included. This engagement delivers the strategy; execution is available separately.
What changes when targeting gets precise
The goal is not a target list. It is a business where the accounts most likely to drive revenue get a coordinated plan, and everyone can see what each one is worth.
Effort concentrated where it actually pays off
Your highest-value accounts get a coordinated plan instead of competing for attention with everyone else.
A buying committee that gets reached, not guessed at
Every relevant stakeholder in the account has content and messaging built for their role in the decision.
Measurement tied to revenue, not reach
You track opportunities and influenced revenue by account, not impressions or clicks.
Sales and marketing working from the same list
A documented account tiering framework that both teams can reference and act on.
How to get started
Account-based marketing can be included in all retainer tiers (if chosen as the Strategy layer), or you can book it as a standalone project below.
Foundations
- Strategy session + 90-day roadmap
- 2 long-form content pieces
- Social media management (2 platforms, 12 posts)
- Quarterly emerging channel review
- Monthly performance report
- 48-hour response SLA (business days)
Growth
- Everything in Foundations with higher limits
- SEO keyword strategy + 2 optimized pieces
- Email marketing (2 campaigns)
- Design support
- Brand monitoring and competitor tracking
- 48-hour response SLA (business days)
Partner
- Everything in Growth with higher limits
- Paid media, CRO, AEO/GEO, and other execution services
- AI presence analysis
- Affiliate marketing
- Branding
- Web development
- 24-hour response SLA (business days)
Just need an ABM strategy?
This starts from $3,500 as a standalone project.
What people ask before they book a call
Ready to find out which accounts actually deserve the effort?
The discovery call is 30 minutes. There will be no pitch. We listen to where you are, what you are trying to do, and what is getting in the way. If Adah is the right fit, you will know by the end of it.
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