A SaaS ABM agency built for B2B SaaS targeting accounts above $50K annual contract value. 1:1 ABM for the top 30 accounts. 1:few ABM for the next 150. Intent data, sales play orchestration, multi-channel hits sequenced to a 90 to 140 day enterprise buying cycle. We close the bottom of the funnel on accounts that paid acquisition softens up.
Of target accounts that book a sales meeting inside 12 weeks. Composite across 14 ABM engagements.
From kickoff to first signed deal sourced from the program. Typical on enterprise motion.
Active accounts per program. Below 50 we lose statistical floor. Above 200 we lose depth.
The retainer isn't one thing. It's six programs under one team, sequenced by what your stage needs. The audit picks the sequence. Most engagements use four of the six in the first 90 days.
| Program | Time to impact | What it ships | Suits SaaS that |
|---|---|---|---|
| 1:1 ABM | Weeks 4 to 12 | Top 20 to 30 accounts. Custom landing pages, personalised content, executive gifting, sequenced multi-channel hits. | SaaS with ACV above $100K and named target accounts. The leverage tier. |
| 1:few ABM | Weeks 6 to 12 | Next 100 to 200 accounts grouped by industry or persona. Templated personalisation at scale. | SaaS with ACV $30K to $100K. Where 80% of pipeline lives at mid-market. |
| Intent data | Weeks 2 to 6 | Bombora, 6sense, Demandbase. Surfaces accounts researching your category right now. | Any SaaS at growth stage. Catches buyers 30 to 60 days earlier than waiting for inbound. |
| Sales play orchestration | Weeks 4 to 8 | Tightly coupled marketing-sales sequences. Email, LinkedIn InMail, AE call, BDR follow-up. | SaaS with a sales team. Without sales alignment, ABM is just expensive content. |
| Executive gifting | Weeks 8+ | Sendoso, Reachdesk. Targeted gifts to executives at named accounts as a multi-touch hit. | High-ACV enterprise SaaS. Tactic that opens doors when other channels go silent. |
| Industry events | Quarterly | Sponsored dinners, conference takeovers, account-specific events. Built around the target list. | Enterprise SaaS where the buying committee meets in person. Worth the spend at $200K+ ACV. |
ABM is sales-led marketing. It fails when sales aren't aligned. We won't run it without sales in the room.
Marketing-only ABM is a slide deck. The model below is sales-embedded.
Source-of-truth account list. Tier 1 (50 named). Tier 2 (150 enriched). Tier 3 (everything else qualified but unranked). Sales signs off on tier 1 before we start.
Per-account briefs. Tech stack, recent moves, named buyers, signals. Tier 1 gets a 2-page brief. Tier 2 gets a one-pager. Tier 3 gets enrichment only.
Multi-channel sequences. Tier 1 gets handcrafted touches (custom video, custom deck, personalised landing page). Tier 2 gets templated multi-touch. Tier 3 gets ads and the newsletter.
When an account signals interest, sales gets a packaged play. One Slack ping. One CRM update. One Loom from us explaining what the buyer engaged with. The play tells the AE what to do next.
Email, LinkedIn, paid display, direct mail when warranted, account-level ads, custom microsites. Roughly six to nine touches per Tier 1 account in the first quarter.
Sales-marketing review. Which accounts moved. Which sequences worked. Which accounts move from tier 2 up. The tier list rebuilds quarterly off this data.
ABM tooling is bloated. We use what earns its keep.
Most SaaS ABM agency dashboards report 40+ metrics and obscure the ones that matter. We report eight. The CFO can read them in two minutes.
No vanity metrics. No platform-attributed ROAS that overcounts. No "we hit 4 million impressions" if zero closed. Eight numbers your team can defend in a board meeting. See the full reporting cadence →
PE-backed fintech with 18 months to a number. We ran a 200-account ABM program targeting their TAM's top tier.
Pre-revenue AI SaaS targeting 80 enterprise accounts. Custom landing pages, account-level content, embedded sales-marketing motion.
More on the audit call.
Yes. Every weekly review. Every quarterly land review. ABM without sales is a marketing slide deck. We don't run that.
$30K annual contract value. Below that the per-account economics don't carry the touch cost. We'll point you at SEO and paid instead.
Yes. About a third of our ABM engagements are tier-1 only. The trade-off is fewer signals to learn from. We make the recommendation in the audit.
Eight to twelve weeks. The first batch of intel and touch sequences lands week six. Meetings show in week eight if the targeting is right.
For tier 1 accounts with a specific moment, yes. We use it sparingly. Three to five drops per quarter. Not a hundred.
Account-level dashboard. Engagement score by account. Pipeline sourced by program. We don't report on impressions or MQLs.
We rebuild the data layer in week one. Most clients have intent data they're not using. The rest we add 6sense or Demandbase to fix.
Yes, with rules of engagement defined week four. Outbound owns cold. We own warm. The handoff lives in the CRM and on Slack.
A SaaS ABM retainer in our pricing model sits at $7,500/month minimum with a six-month commitment. The retainer covers strategy, target list build, 1:1 and 1:few campaign orchestration, intent data integration and sales-marketing handoff design. Recommended tooling (Demandbase or 6sense at $4,000 to $10,000/month, Sendoso at $2,000 to $8,000/month, plus the gifting budget itself) runs separately. We do not mark up tooling or gifting spend. The audit and roadmap engagement is fixed-fee at $18,000 if you want an ABM plan first. Most ABM programs pay back the retainer inside the first three named-account wins.
Send your URL and the top 20 accounts you'd celebrate winning. We'll come back with a tier plan.