Built with youYour account targeting, built and running.
An implementation of the Six-Layer framework, built on research, established practice, and operating experience inside lean teams, then 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 criteria that separate a real prospect from a name on a list.
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.
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 measures what an account is worth to your business once it converts. For the accounts that qualify, the two together set the tier. Each qualified tier then carries the coverage motion your team should run for it, matched to the account’s segment.
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, with tier and segment setting how each account is covered, 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.
Those numbers are close rate, retention, and expansion by tier. They do double duty: they measure how your business is performing, and they are the audit of whether the system is directing effort at the accounts that produce pipeline and revenue.
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