Groundwork: ABM
HubSpot configured for the way ABM actually works.
Price: $6,500 fixed fee
Who it’s for
Running targeted outbound against a defined account list — or planning to — but HubSpot isn’t set up to support that motion
Account tracking is inconsistent, buying committee coverage lives in a spreadsheet, and there’s no reliable way to know when an account is ready for sales
ABM fails at the infrastructure layer before it fails at the execution layer — right accounts, right message, right channels, still losing deals because the CRM can’t keep up
What’s included
Target account framework
Load and structure your account list in HubSpot with consistent properties for tracking, segmentation, and reporting.
Account tiering & prioritization
Tier structure based on fit, intent, and strategic value — configured as HubSpot company properties to drive prioritization.
Buying committee mapping
Decision-maker and influencer roles defined per tier. Contact properties and association labels track coverage across the committee.
Account engagement scoring
Company-level scoring model combining contact engagement signals across the buying committee with fit and intent data.
AQL definition & sales handoff automation
Account Qualified Lead threshold defined. Ownership assignment, task triggers, and alerts fire when an account reaches threshold.
Outbound tool setup (light)
One outbound tool (e.g. Apollo or Instantly) connected to HubSpot — sequence enrollment, contact sync, basic activity logging. Strategy and copywriting not included.
Reporting & dashboards
Up to 10 reports from our ABM library — account coverage, buying committee engagement, pipeline by tier, sourced vs. influenced revenue.
Delivery documentation
Full changelog of what was built and how future programs plug into the account-based model. Your team owns it from day one.
What you walk away with
Target accounts loaded, tiered, and tracked. Buying committee coverage visible. Scoring at the account level. Sales knows when to move and why. The infrastructure your ABM strategy needs to actually work.
