They're great at coming up with ideas that just work, and the execution velocity is high enough that we see all of them through. That generates results for us.
$7.83M qualified pipeline in 10 months
Account-based marketing for B2B tech companies
Turn target accounts into pipeline.
We pick target accounts with your team and reach the people involved in each purchase with ads and outbound. Your sales team sees each account's engagement in your CRM.
Illustrative workflow
Worked with 300+ companies
I wanted the outcome of a BDR team, but more efficient and effective.
$300K+ pipeline in 9 months
The Frontal team is everything you'd want in a consulting partner: true experts with both strategic insight and hands-on execution.
20 opportunities in the first 20 days
The problem
Your ads and outbound work from different account lists.
Ads reach one audience, outbound works another list, and sales cannot see which accounts engaged.
Different account lists
Sales and marketing work from different lists. Reps cannot tell which accounts saw a campaign.
One contact per company
You reach one person but miss others involved in the purchase.
Activity without follow-up
A buyer clicks an ad or reads your content. The rep who owns the account cannot see that activity.
What you get
Give sales and marketing the same account plan.
We choose accounts with your team, coordinate ads and outbound, and report qualified pipeline by account.
Choose the accounts
We agree on fit and priority, then map the people involved in the purchase.
Coordinate the campaigns
We coordinate ad audiences, content and outbound around the same account plan.
Follow up with context
We review account activity and opportunities with your sales team.
Use cases
What we build.
Account selection
Agree on fit, rank target accounts and map the people involved in the purchase.
Includes
- Best-fit customer definition
- Account tiers and priorities
- Mapping who's involved in each purchase
Account campaigns
Build audiences and test ads and content for the buyers in your target accounts.
Includes
- Named-account audiences
- Messaging and creative tests
- Content for each role
Tools
- Clay
- HubSpot
Sales coordination
Agree who follows up, when and with what message, using shared account context.
Includes
- Outbound to the same accounts
- Sales follow-up context
- Engagement in your CRM
Pipeline reporting
Review account activity, qualified pipeline and closed-won revenue using CRM data.
Includes
- Account-level reporting
- Opportunity quality reviews
- Pipeline and closed-won
Tools
- HubSpot
- Salesforce
$7.83M Qualified pipeline from ads and outbound together, in 10 months
$1.52M Closed-won revenue from the combined 10-month program
- Additional SDRs in the 10-month program: 0
They're great at coming up with ideas that just work, and the execution velocity is high enough that we see all of them through. That generates results for us.
Eoin Clancy
VP Growth, AirOps
$7.83M in qualified pipeline for AirOps, from ads and outbound together.
We ran LinkedIn ads and outbound against the same target accounts. In 10 months, the combined program generated $7.83M in qualified pipeline and $1.52M closed-won, with no additional SDRs.
- What changed
- Sales could see each account's engagement in the CRM.
- What we handled
- Target account lists, LinkedIn campaigns, engagement tracking, outbound follow-up and pipeline reporting.
How we start
The first three months.
We start with a three-month engagement, and ongoing terms are agreed before work begins.
Month 1
Choose the accounts
We agree on fit and priority with your team, rank the accounts and map the people involved in each purchase.
What you do One kickoff call, and access to your CRM and ad accounts.
Month 2
Launch
We launch ads and outbound to the same accounts, and your sales team sees the engagement in your CRM.
What you do Approve the account list and the messages.
Month 3
Improve
We review account activity and pipeline with your sales team and adjust the plan.
Ongoing
What buyers ask.
How do you measure success?
We report qualified pipeline and closed-won revenue by account, alongside account activity and opportunities. We review quality with sales as well as volume.
What do you need from our team?
We agree on target accounts, follow-up owners, reporting and the tools required during scoping.
Can we start with ABM alone?
Yes. We can scope an account program and coordinate with your existing sales and marketing team.
Is ABM different from Paid Media?
ABM starts with named accounts and the people involved in buying. Paid media is one channel used to reach them. The account program also coordinates content, outbound and sales follow-up.
How do you choose accounts?
We agree on customer fit, deal value and sales priorities, then use data and signals to prioritize accounts. A click or a visit helps guide action. It does not prove someone is ready to buy.
Do you run ads and outbound?
Yes. We can run the LinkedIn ads and the outbound to the same target accounts. Before launch, we agree which work Frontal runs and which stays with your team.
Which accounts should your team focus on?
Bring your target account list and current campaigns. We'll work out what to test next.