Built with youYour account targeting, built and running.
An implementation of the six-layer framework, built on structured research into how leading demand generation practitioners and B2B revenue operators build pipeline, and set up on your own data.
Account targeting that holds up is built in six connected layers, from the industries where your solution wins to the signals that show an account is ready to buy. This engagement builds those layers with you, so your target account list becomes infrastructure the whole revenue operation trusts.
Six layersWhat gets built
The system is built across six connected layers.
DEFINE FITThe first three define where your solution wins and which accounts qualify: the industries that carry the pain you solve, the company attributes that mark a genuine fit, and the technology signals that separate a real prospect from a name on a list.
GENERATE & RANKThe fifth applies those criteria to generate your account list, the companies that match what you’ve defined, then scores and ranks them. Fit decides whether an account qualifies; strategic value decides where it ranks, weighing its growth potential and its strategic leverage to your business. Each qualified tier then carries the coverage motion your team should run for it, matched to the account’s segment.
VALIDATEThe fourth tests those parameters against your own record, the deals you’ve won and the ones you’ve lost, so your criteria reflect the factors that genuinely move a deal to close for you.
TrackThe sixth tracks buying signals across those accounts and surfaces which of them are showing readiness to engage now, so the list stays live instead of going stale the week after it’s built.
The ResultWhat this gives the business is a single account-targeting system the whole revenue operation runs on. Sales and marketing run against the same prioritized accounts, marketing builds its programs around them and sales works them in tier order, so the two functions work in sync. Your key resources concentrate on the accounts worth the most to the business and the ones showing intent now.
See it workingTargeting you can verify
This is targeting that produces its own evidence. As deals move, your higher tiers should close at a higher rate than your lower ones. When they do, the targeting is working and the spend is returning where it’s pointed. When that spread narrows, the system is telling you the criteria need recalibrating, and you see it in your own numbers.
Most targeting frameworks give you no way to know whether they are working. This one is built to be checked, and it is checked against your own numbers.
Teaming upHow we do it together
This is a done-with-you engagement, built across the six layers. Through guided sessions, we draw out your market knowledge and the customer history the system runs on, and the analytical build happens between sessions on your own data. The build comes back to you in stages for review and sign-off, and no stage is built on one you haven’t confirmed.
At the end, your team is walked through running the whole system. What you keep is a working account-targeting system, owned and documented, with the account list generated from your own criteria and your team able to run and update it.
FitWho it’s for
This is for founders and lean revenue teams sitting on a long target list that is not converting: the accounts you cannot get into, the conversations that stall, the pipeline that barely converts.
It’s for the leader who wants that fixed at the root, targeting built into the business and owned by the team, so where you focus and spend is decided on evidence the whole operation shares.
Get startedRequest a consultation
If this fits, tell us about your company and where your targeting stands today, and we’ll be in touch about next steps.
// done-with-you
// built on real account data
// full ownership handover