Account-based marketing flips the usual funnel. Instead of casting wide and filtering down, you pick a short list of high-value accounts and pursue them as a team. It only works when everyone agrees on who those accounts are and coordinates around them, which is exactly where most programs fall apart. Landbase gives you the pieces to run it with precision, so your effort concentrates on the accounts most likely to convert.
| Account | Buying committee | Priority signal |
|---|---|---|
| Acme | CRO, VP Sales, RevOps | Raised Series B |
| Globex | CMO, Demand Gen | Hiring marketers |
| Initech | CTO, VP Eng | Dropped a competitor |
Start from your mapped market and choose the short list of accounts worth the team’s focus. A tight, agreed list is what makes the rest of the program work.
For each account, map the decision-makers and stakeholders and add a verified contact for every role, so a deal is never blocked by a missing name.
Build a structured profile for each account, from firmographics and tech stack to recent signals, so every campaign has real context to work from.
Use live buying signals to decide which accounts to work first, so the team spends its time on the accounts showing intent now.
Plan the touches for each committee across the right channels in a deliberate order, so outreach lands as a coordinated sequence rather than scattered messages.
Agree on one definition of a qualified account so both teams pursue the same accounts to the same bar, instead of pulling in different directions.
Measure the program against results and keep the account list current as accounts and contacts change, so it stays accurate over time.