Account-based marketing for technical B2B
Turn priority accounts into qualified enterprise pipeline.
We build and operate account-based programs for technical B2B and B2G companies, combining account intelligence, buying-committee engagement, targeted content, outbound, and follow-up into one commercial motion.
Trusted by geospatial, enterprise software & technical B2B and B2G firms
Loading logos…
The problem
Most ABM programs fail between strategy and execution.
Account lists sit in a spreadsheet. Ads run against a segment. Content ships on a calendar. SDRs work a different queue. None of it compounds into a shared picture of which accounts are moving, who is engaged, or what the next commercial step should be.
Account-based marketing is not simply targeting a list of companies with ads. It requires coordinated engagement across stakeholders, channels, and buying windows, so every touch advances the same accounts toward a qualified conversation your sales team can own.
Operating model
One account-development system. Multiple ways to enter.
Every interaction improves targeting, messaging, and the next campaign.
01
Intelligence
Accounts, buying groups, and signals that decide where to focus and when to engage.
02
Activation
Outbound, proof, content, and events that open credible conversations with the right people.
03
Development
Follow-up, qualification, and pipeline handoff so promising accounts become sales-ready opportunities.
Deliverables
What Locatix actually builds and operates
ABM at Locatix is an operated commercial motion, not a media plan or a sequencing tool. These are the workstreams we own under your brand.
Account intelligence
ICP, TAM, account scoring, prioritization, buying committees, and market signals that change pursuit order.
Messaging & playbooks
Vertical-specific propositions, account hypotheses, and outreach and follow-up sequences by role and use case.
Campaign infrastructure
Prospecting, enrichment, delivery workflows, and CRM tracking and reporting that sales can trust.
Market activation
Direct outreach, account-specific campaigns, proof distribution, and event activation where it advances the account.
Opportunity development
Response handling, multi-threading, qualification against agreed criteria, and meeting handoffs with context.
Pipeline intelligence
Account progression, objections, conversion data, opportunity values, and documentation of what the system learned.
ABM plays
The right campaign depends on the account.
We do not publish a generic menu of thirty tactics. These four commercial situations cover how most priority accounts actually need to be worked.
| Account situation | Example activation |
|---|---|
| Unknown priority account | Multi-stakeholder outbound supported by relevant industry proof so the first conversations land with a credible reason to talk. |
| Known but inactive account | Re-engagement against a new signal, use case, or buying window, without treating silence as a dead account forever. |
| Active evaluation | Stakeholder-specific cases, technical proof, and sales enablement so champions can move the deal inside the committee. |
| Market or segment entry | A focused campaign combining outreach, authority, partners, and events to open a new tier, geography, or vertical. |
Industry specialization
ABM for markets that do not buy from generic campaigns.
Technical B2B and B2G buying involves committees, procurement, and long evaluation cycles. We scope account coverage to how those markets actually purchase.
Evidence
Account-based development in practice.
Three Locatix engagements that show what we owned, what changed, and the commercial outcome, without treating every account contacted as a won customer.
Product Development Studio
- What we owned
- Named-account outbound, ICP tiers, and committee mapping for a first enterprise motion.
- What changed
- From project-led proof with no outbound system to end-to-end account development.
- Outcome
- Conversations and bookings with Kpler, McKinsey, TomTom, UNESCO, Gojek, Instacart, and similar enterprise accounts.
GeoApps
- What we owned
- B2G webinar positioning, audience development, production, and sales follow-up into government accounts.
- What changed
- From hard-to-convene public-sector buyers to a procurement-safe live activation.
- Outcome
- 100+ registrations, ~70 live attendees, 70 net-new prospects routed into sales follow-up, with 8 SQOs.
Enterprise insurtech platform
- What we owned
- ABM strategy, ICP segmentation, and multi-threaded penetration into carriers and brokers.
- What changed
- From fragile trade-show and referral pipeline to systematic named-account engagement.
- Outcome
- Buying conversations and active pipeline with named enterprise insurance accounts, including AON and Lloyd’s.
Engagement
Account-Based Marketing Programs
Enterprise ABM Programs
90-day, done-for-you build
Locatix designs, builds, and launches account-based programs around your highest-value markets and target accounts.
We combine account intelligence, buying-committee mapping, messaging, supporting proof, campaign infrastructure, outbound, and opportunity development.
The initial engagement validates the motion in-market. Locatix can then continue operating your ABM function under your brand through an ongoing engagement.
Investment
Typically $30K / 90 days
Pipeline target
10–20× qualified pipeline
10× contractual minimum under agreed terms
After the build
Ongoing managed ABM operations available after the initial build.
Qualified pipeline value is measured relative to the engagement fee: potential revenue, not closed-won ROI.
Build vs. Buy
Enterprise Pipeline
What it costs to assemble the function, and what you actually get.
| Dimension | Lead gen | Content | ABM | In-house | Locatix |
|---|---|---|---|---|---|
| Quarterly investment | $9–36K | $15–45K | $30–75K+ | $45–90K+ | Typically $30K |
| Capability | Prospecting | Content & media | ABM activation | Depends on hires | Full pipeline function |
| Your burden | Sales oversight | Content coordination | Sales alignment | Hiring & management | Low |
| Primary output | Meetings | Content & reach | Engagement | Pipeline development | 10–20× |
| Accountability | Activity / bookings | Deliverables | Program KPIs | Internal KPIs | 10× minimum* |
*Illustrative ranges. Internal costs assume multiple roles. Locatix 10× minimum under agreed qualification terms; pipeline is not closed-won revenue.
Build the function before building the department.
One managed pipeline function so your specialists stay on sales and delivery. Keep Locatix operating it, or bring it in-house once proven.
Frequently asked questions
Common questions about ABM and how Locatix scopes the work.
Develop your highest-value accounts into qualified pipeline.
We'll review your target-account universe, buying committees, and current account-development motion to determine where Locatix can generate the greatest commercial return.