In plain English
A go-to-market approach that treats individual target accounts as markets of one. Standard for enterprise tech sales with long cycles and committee buying.
Why it matters now
When average contract values exceed €100k, spray-and-pray demand gen is a rounding error. ABM aligns sales + marketing on the 50–500 accounts that matter.
How it shows up in practice
- 01
Named account lists co-owned by sales and marketing.
- 02
Personalized landing pages, direct mail, 1:1 ads.
- 03
Intent data to detect buying signals early.
From vocabulary to strategy
Need ABM to actually move pipeline in a new market?
We advise technology companies on applying these ideas to cross-border go-to-market — especially between China and Europe.
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