Win strategic
accounts.
Drive growth.
Build focused account strategies, engage multiple stakeholders and manage complex enterprise opportunities with a disciplined ABM operating model.
- ✓ Account Identification
- ✓ Account Intelligence
- ✓ Stakeholder Mapping
- ✓ Executive Engagement
- ✓ Opportunity Management
- ✓ Account Growth
Account-based selling for strategic accounts
Enterprise & ABM Sales focuses sales effort on a defined list of high-value accounts rather than broad lead volume. Marconix combines account research, stakeholder mapping, executive engagement and opportunity management to help clients win and grow strategic accounts.
- What it covers
- Account identification, account intelligence, stakeholder mapping, executive engagement, opportunity management and account growth.
- Who it is for
- B2B businesses that sell to strategic or enterprise accounts with several stakeholders in the buying decision.
- How it is governed
- Defined opportunity stages, structured reporting and an engagement scope agreed for each client.
- How it is measured
- Typical measures may include account engagement, stakeholder coverage, decision-maker meetings, opportunities progressed and pipeline. Measures and targets are agreed with each client.
Built for businesses that sell to strategic accounts
Enterprise & ABM Sales suits B2B businesses with a limited set of high-value target accounts, long buying cycles and several people involved in each decision. The approach is configured around the client’s offer, accounts and sales process.
Problems Enterprise & ABM Sales helps address
These are common challenges in selling to strategic accounts. The right scope for each business is agreed during the engagement.
Effort spread across too many accounts
Without a defined account universe, sales effort follows lead volume rather than account value. Prioritisation focuses it on the accounts that matter.
Relationships held by a single contact
One champion is rarely enough in a complex deal. Mapping stakeholders helps build relationships across the buying group.
Limited insight into the account
Sellers often approach accounts without a clear picture of the business context, triggers or decision-makers. Research closes that gap.
Limited access to senior stakeholders
Executive conversations need relevance and preparation. A value-led approach supports them.
Complex opportunities that stall
Multi-stage deals lose momentum without clear stages and consensus. Opportunity governance keeps them moving.
Six capabilities for strategic account growth
Which capabilities are in scope is agreed for each client.
Account identification
Prioritising high-value strategic accounts against a defined ideal customer profile and account universe.
Account intelligence
Mapping the business context, stakeholders and triggers for each target account.
Stakeholder mapping
Building multi-threaded relationships across the people involved in the buying decision.
Executive engagement
Creating relevant, value-led conversations with senior stakeholders.
Opportunity management
Advancing complex opportunities through stages and building consensus among stakeholders.
Account growth
Expanding relationships and revenue within strategic accounts.
What can I hire Marconix Enterprise & ABM to do?
Most engagements start from one of these needs. Scope, team shape and commercial terms are agreed for each client.
Define and prioritise a strategic account universe
Marconix works with the client to define the ideal customer profile and the accounts worth focused effort.
Best forBusinesses unsure which accounts deserve focused effort.
Build account and stakeholder intelligence
Research into each target account’s business context, triggers and decision-makers, so outreach is relevant.
Best forTeams entering accounts without a clear picture of who decides.
Build relationships beyond a single contact
Multi-threaded outreach engages several stakeholders inside each target account.
Best forDeals that depend on a single champion.
Open executive-level conversations
Value-led, prepared conversations with senior stakeholders in target accounts.
Best forSellers who need better access to senior decision-makers.
Keep complex opportunities moving
Opportunity stages and consensus among stakeholders are managed with the client’s sellers.
Best forLong, multi-stakeholder buying cycles.
Grow existing strategic accounts
Expanding relationships and account value within accounts the client already serves.
Best forBusinesses with strategic accounts that are under-penetrated.
Team shape, scope and commercial terms are agreed for each engagement rather than fixed in advance.
Account-based discipline with structured governance
Enterprise selling needs focus and visibility. Four mechanisms provide them. The specifics are agreed for each engagement.
Account-based architecture
Effort is organised around a defined list of accounts rather than lead volume.
Research-led targeting
Account and stakeholder research informs who is approached and with what message.
Opportunity governance
Opportunities are managed across the people involved, against defined stages.
Structured executive reporting
Progress is reported in a structured way. Format and frequency are agreed per engagement.
The Marconix ABM process
A six-stage sequence, adapted to each client’s accounts and sales cycle.
- Step 01
Prioritise
Define the ideal customer profile and the strategic-account universe.
- Step 02
Research
Build account and stakeholder intelligence.
- Step 03
Engage
Orchestrate personalised, multi-threaded outreach.
- Step 04
Influence
Create value-led executive conversations.
- Step 05
Advance
Manage opportunity stages and build consensus.
- Step 06
Expand
Grow strategic relationships and account value.
How Enterprise & ABM performance is measured
Six typical measurement areas cover engagement, relationships and commercial progress. They describe how an engagement can be measured, not results Marconix has achieved. Measures and targets are agreed with each client.
Account engagement
How far target accounts are engaging over the course of the programme.
Stakeholder coverage
How many of the relevant stakeholders in each account have been reached.
Decision-maker meetings
Meetings held with the people involved in the buying decision.
Opportunities progressed
Movement of opportunities through the agreed stages.
Pipeline
The value of opportunities created or progressed, where the engagement tracks it.
Win rate by account
Outcomes against the accounts targeted, where the engagement tracks it.
Marconix does not quote benchmark figures here, because achievable levels depend on the accounts, offer and sales cycle. Targets are agreed with each client.
Trusted by businesses across industries.
Businesses that have worked with Marconix across its services. The logos represent businesses that have worked with Marconix across its services and do not indicate which service each business used.
How an Enterprise & ABM engagement works commercially
Engagements begin with a conversation about the client’s accounts, offer and goals.
- 01
Conversation
Marconix learns about the client’s target accounts, offer and goals.
- 02
Proposal
A proposal covers the scope, team shape, governance and reporting.
- 03
Commercial terms and timelines
Both are discussed and confirmed in the proposal.
Enterprise & ABM Sales FAQs
Clear answers to the questions buyers ask most.
What is account-based selling (ABM sales)?
Account-based selling focuses sales effort on a defined list of high-value accounts instead of broad lead volume. It uses account research, stakeholder mapping, personalised outreach and coordinated follow-up to win and grow strategic accounts that have long, multi-stakeholder buying cycles.
How is ABM different from traditional lead generation?
Lead generation casts a wide net and qualifies whoever responds. ABM starts with a short list of target accounts and engages several decision-makers inside each one. Progress is measured by account engagement, stakeholder coverage, meetings and pipeline rather than lead count.
What does Marconix’s Enterprise & ABM Sales service include?
Marconix’s service covers account identification, account intelligence, stakeholder mapping, executive engagement, opportunity management and account growth. Which capabilities are in scope is agreed for each client.
What is the Marconix ABM process?
The process runs in six stages: prioritise the account universe, research accounts and stakeholders, engage through multi-threaded outreach, influence through executive conversations, advance opportunities and expand account value. It is adapted to each client’s accounts and sales cycle.
Who is Enterprise & ABM Sales for?
It is for B2B businesses that sell to strategic or enterprise accounts, where there is a limited set of high-value targets, long buying cycles and several people involved in each decision.
Can Marconix support long, complex sales cycles?
Marconix’s Enterprise & ABM service is designed for strategic accounts with several stakeholders and multi-stage buying journeys. It combines account intelligence, stakeholder mapping, executive engagement and opportunity management, with structured reporting. Scope is agreed for each program.
How is Enterprise & ABM performance measured?
Typical measures may include account engagement, stakeholder coverage, decision-maker meetings, opportunities progressed, and pipeline and win rate by account. Measures and targets are agreed with each client. Marconix does not quote benchmark figures, and these measures are not presented as Marconix client results.
Can Enterprise & ABM work alongside Inside Sales or Sales Intelligence?
Yes. Marconix offers Inside Sales, which can set appointments for account-based sellers, and Sales Intelligence, which supports account prioritisation. The services can be combined where a client’s program calls for it.
How does an Enterprise & ABM engagement begin?
An engagement begins with a conversation about the client’s target accounts, offer and goals. Marconix then prepares a proposal covering the scope, governance and reporting, and commercial terms and timelines are confirmed in that proposal.
Discuss your Enterprise & ABM requirement
Share your target accounts, offer and goals. Marconix will prepare a proposal covering the scope, governance and reporting.