ABM THAT LANDS THE NAMED ACCOUNTS ON THE LIST

Quick Answer: NUUN Digital designs and runs Account-Based Marketing programs — 1:1, 1:few, and 1:many — across 6sense, Demandbase, ZoomInfo, and marketing-automation stacks. Account selection, multi-touch orchestration, sales alignment, and revenue-attributed measurement. ABM done by people who know when not to do ABM.

WHAT WE DELIVER

ABM strategy and tier design. 1:1, 1:few, 1:many tiers with clear investment logic.
Account selection. ICP, intent, firmographic, and opportunity-value scoring.
Account plans and orchestration. Multi-touch, multi-channel, multi-stakeholder journeys.
Content and personalization. Account-level and buyer-level personalization.
Sales and marketing alignment. Joint account plans, cadence, and pipeline review.
Measurement. Account engagement, opportunity conversion, and revenue — not MQLs.

HOW WE DO IT

ICP and account tiering. 1:1 (20–50), 1:few (100–500), 1:many (500–5,000).
Account intelligence. Intent, tech stack, buying committee, and past relationship.
Orchestration plan. Channels, messages, and cadence mapped per tier.
Co-own with sales. Joint plans, weekly reviews, and pipeline accountability.
Measure revenue, not clicks. Pipeline sourced and influenced, deal velocity, win rate.

WHEN IT FITS

Enterprise B2B with concentrated TAM and long sales cycles.
Existing demand-gen producing low-fit leads.
Expansion or cross-sell programs into named-account base.
Vertical-specific strategies requiring industry-specialized orchestration.

SELECTED WORK

SaaS client — 1:few ABM across [X] accounts → [Y]% engaged, $[Z]M pipeline sourced. Read case →
Financial services client — 1:1 ABM across top [X] accounts → [Y] new logos; avg deal size up [Z]%. Read case →

SOURCES & FURTHER READING

Digital Marketing practice
Inbound marketing & automation
Marketing analytics and attribution
6sense — https://6sense.com/
Demandbase — https://www.demandbase.com/

Frequently asked.

Do we need a dedicated ABM platform?

Useful for 1:many and orchestration at scale — 6sense, Demandbase, Terminus. For 1:1 and 1:few tiers, Salesforce + LinkedIn + content + targeted paid is often enough. Platform decision per program scale.

When is ABM the wrong answer?

SMB or volume businesses where broad demand-gen is more efficient. Short sales cycles with single-stakeholder purchases. Early-stage companies without ICP clarity. We'll tell you when ABM is wrong.

How long until pipeline?

1:many: 60–90 days for engagement, 4–6 months for pipeline. 1:few: 90–120 days for engagement, 6–9 months for pipeline. 1:1: variable — tied to sales cycle.

How does ABM relate to demand gen?

ABM focuses marketing on accounts likely to close; demand gen generates accounts to feed the pipeline. Mature programs run both — demand gen surfaces accounts, ABM progresses them.

What about sales enablement and SDRs?

ABM integrates tightly with sales. SDR enablement, sales plays, and joint account plans are standard. Marketing running ABM without sales is a coordination failure disguised as a program.