Which accounts, which seats, and which message for each?
ABM programs fail on a target list built from firmographics and a seat map guessed from titles. The model replaces the first with accounts selected on a live program that matches what you sell, and the second with seats verified in role on the day.
Build the account list and the seat map from what the company is actually doing, and write the message to the program they are running.
8 jobs this record does, in the words the work is described in.
Each one is a read of the same account record rather than a separate product, and each carries the method that produced every line and the date it was last read.
Accounts selected on a live program that matches what you sell, ranked on the strength and independence of the evidence.
The buying unit, the owning team, the executive seat and the layer between, each verified in role on the day.
One thesis per account, built on the named program and the incumbent, so every message opens with something the company has said or done.
Which of your former colleagues and former customers now sit inside the account.
Three ways teams answer this now, and where each one runs out.
| The usual approach | Where it breaks |
|---|---|
| Firmographic filters build the target list. | Size, sector and geography do not say whether the program you sell into is running. |
| Job titles stand in for the buying committee. | A title is not a seat, and a most recent role is not a current one, which is how departed people reach a live campaign. |
| One message goes to the account as a whole. | Units that buy on separate budgets do not share a problem, and the message fits none of them. |
One bank, read in September 2026
| Alumni inside the account | Over 140 current staff came from each of three large IT services firms. A warm path that no list carries. |
| Buying units | Six entities buy separately, with different top suppliers in each. |
| Seats | The technology executive layer, the program owners beneath it, and a procurement function with its own hires, all dated. |
Ask it about a company you name.
We run the record before the call and answer this question on it, with the evidence behind every line.
Common questions
Yes. Records export as structured data with every field carrying its source, date and confidence, so your platform can score and route on them.
A current role is one with no end date on a public record, re-read on a cadence. A most-recent role is not treated as current, which is the error that puts departed people into published maps.