Named accounts are approached inconsistently
Sales relies on referrals, conferences, inbound demand or sporadic prospecting rather than a defined set of priority accounts and commercial entry points.
Pipeline
Keep your target market active and reach accounts when buying motion appears.
Locatix builds and operates outbound and account-development systems for technical firms selling into complex enterprise and public-sector markets.
We map the market, identify buying committees, launch the infrastructure and campaigns, handle early engagement, and route qualified opportunities to your sales team.
Trusted by enterprise software, infrastructure & technical B2B and B2G firms
Companies that trust Locatix for pipeline and/or authority work.
Loading logos…
The pipeline problem
Qualified enterprise opportunities are not being created consistently
Your market may contain suitable accounts, active buying signals and upcoming procurement opportunities. But without structured account selection, stakeholder mapping, outreach and follow-up, those opportunities remain invisible or go to competitors.
Outreach is not built for enterprise sales
Generic campaigns target individual contacts instead of addressing different stakeholders, use cases, risks and buying triggers across the account.
Buying signals and tenders are discovered too late
Funding, hiring, partnerships, expansion, RFx activity and other signals are not systematically tracked and converted into timely outreach.
Conversations remain single-threaded
One interested contact does not create an enterprise opportunity. Without broader stakeholder engagement and disciplined follow-up, momentum disappears.
Pipeline activity is not converted into qualified opportunities
Meetings and replies may occur, but qualification, opportunity ownership, next steps and handoff remain unclear.
Ideal fit
Who it is for
Teams selling high-value technical products or services through complex, multi-stakeholder sales cycles.
Good fit
- $50K+ enterprise or public-sector ACV
- A proven offer and identifiable target market
- Complex buying committees and longer sales cycles
- Sales capacity to progress qualified opportunities
- A need for a managed outbound and account-development function
- Leadership willing to share commercial feedback and account intelligence
Not a fit if
- You sell primarily through transactional or low-ticket SMB sales
- You need high-volume lead generation rather than strategic account development
- There is no capacity to follow up on qualified conversations
- Your offer or product-market fit is still unresolved
- You only want software, lists, or contact data
- You expect pipeline without access to sales feedback, CRM context, or internal expertise
How we work
Intelligence-led market coverage and priority account development
Pipeline combines market intelligence with ongoing execution.
We map the addressable market, identify the relevant buying committees, monitor commercial and procurement signals, and prioritize accounts based on fit, timing, and buying motion.
The wider market remains systematically engaged while priority accounts receive deeper, operator-led account development.
Operator-led outbound and account development across named enterprise accounts.
Each motion runs through one integrated system covering infrastructure, research, messaging, outreach, reply handling, qualification, and sales handover.
Your Locatix operators work directly with your team, using campaign data, account signals, and sales feedback to improve execution.
What Locatix owns
- Market and account intelligence
- Outbound infrastructure
- Account research and buying-committee mapping
- Campaign execution
- Reply handling and follow-up
- Qualification and meeting routing
- CRM documentation and sales handover
- Campaign improvement based on sales feedback
Quarterly targets
Agreed benchmarks—not unconditional guarantees
We operate outbound and account-based motions against agreed quarterly pipeline targets, typically framed around qualified strategic introductions or sourced pipeline value. Targets are defined in your agreement—not marketing copy alone. Typical benchmarks include:
- 5–15 qualified strategic introductions per quarter
- A 10–20x quarterly pipeline multiple relative to quarterly investment in sourced pipeline value
Sourced or sales-qualified pipeline means opportunities that meet criteria agreed in writing: buyer fit, stage, contract value bands, your approval, Locatix attribution, exclusions, and client obligations during the measurement period. If agreed targets are not met, remedies are defined in the contract—not implied by marketing copy. Build uses similar measures to validate the launch phase before Operations.
Build creates and validates the system. Ops operates, optimizes, and expands it.
Build
Phase I · Enterprise Pipeline Build
A 90-day engagement to design, launch, and validate the pipeline system before ongoing Operations.
Phase I scope
Diagnose
Assess the current pipeline motion, commercial constraints, offer–market fit, and available sales capacity.
Map
Define ICP priorities, addressable accounts, buying committees, and relevant commercial or procurement signals.
Build
Create the messaging, campaign assets, outbound infrastructure, CRM workflows, and reporting system.
Launch
Run operator-led campaigns across priority named accounts and the wider addressable market.
Validate
Test the motion against agreed measures such as qualified introductions, sourced pipeline value, account engagement, and opportunity progression.
At the end of Phase I, your team has a functioning system, live campaigns, market intelligence, and a clear operating recommendation.
Operations
Phase II · Pipeline Operations
Ongoing outbound and account development against agreed quarterly targets.
Ongoing mandate
Market coverage
Systematic outreach across agreed market segments.
Priority account development
Deeper account penetration across named strategic accounts and buying committees.
Conversion
Reply handling, follow-up, qualification, and stakeholder expansion.
- Targeted calling to priority accounts and engaged prospects to progress campaign activity and create qualified conversations
Sales support
Meeting routing, CRM documentation, account context, and RFx or procurement signals handed to sales.
Optimization
Ongoing improvement based on campaign results, sales feedback, and changing market signals.
The result is a continuously active market, a growing body of account intelligence, and a repeatable flow of qualified enterprise conversations.
Case Studies
Outcomes on named accounts
Build and Operations work on named accounts—operator-led outbound, account development, and pipeline progression. Insurance example shown as anonymized client work.
GeoApps
B2G webinar campaign
Situation
Government and infrastructure buyers would not commit calendar time without a credible live moment built for B2G evaluation. A generic product webinar would not pull new registrations from net-new public-sector accounts; attendance skewed toward existing client work and relationships already in flight.
After
B2G webinar positioned, promoted, and produced for government and infrastructure evaluators. 100+ accounts registered across Benelux public sector and infrastructure, ~75% live attendance, and SQLs handed to sales from the same programme.
Altitude Intelligence
Website & enterprise GTM
Situation
Defense-grade capability, but classified work could not carry the commercial site. Enterprise proof was thin, outbound was not systematic, and pipeline still ran on referrals.
After
Commercial site with strategic visualizations, plus outbound on named accounts. Qualified conversations at Windward, Vortexa, Cytora, and similar data platform buyers.
Cartography Studio
First outbound motion
Situation
A cartography studio with years in business and real proof from long-standing client work, but pipeline still ran founder- and directors-led with no repeatable outbound. No ICP segmentation, prospect mapping, or cold-email and landing-page stack to reach flagship buyers in consulting, logistics, and social-sector accounts consistently.
After
First outbound motion built end to end: ICP segmentation, market mapping, cold-email infrastructure, landing pages, and ABM strategy with prospect mapping on named accounts. Bookings with firms including Kpler, McKinsey, TomTom, and UNESCO.
Enterprise insurtech platform (anonymized)
Insurance & enterprise account development
Situation
A strong underwriting and compliance product, but enterprise pipeline was fragile: trade-show leads went cold, outreach was manual, and there was no clear ABM system for global insurers, brokers, and P&C buyers at $200K+ ACV.
After
ABM strategy, ICP segmentation, and account penetration into enterprise insurance: buying conversations and active pipeline with named carriers and brokers including AON and Lloyd's.
Frequently asked questions
Common questions about Pipeline and how we scope the work.