account-based-marketing
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LakeB2B and the trouble with a name
A contact list can tell you who someone was. LakeB2B is building a business around the harder question: who should you talk to now?
Just Global makes the pieces talk.
A media buyer became a global B2B agency by closing the gaps between creative work, data and sales. Its next bet, inside Trilliad, is that fewer handoffs can make marketing work harder.
Beyond Codes does the homework before the hello
A meeting is easy to count. A reason to meet takes work. Beyond Codes has built a business around the research, persistence, and quality checks that sit between those two things.
MarketOne makes the handoff matter
A buyer clicks. A salesperson calls. Between those two moments, entire marketing budgets can disappear. MarketOne International builds the machinery that connects them.
Alltake wants a better reason to call.
A downloaded white paper can fill a database. Alltake’s wager is that understanding the account behind it can fill a sales pipeline.
aMarketForce and the art of finding the right person
Before a sales pitch can work, someone has to find the person worth pitching. aMarketForce has built a business around that deceptively difficult assignment.
Acceligize: A download isn't a deal.
A white paper can reveal curiosity. A sales conversation needs more. Acceligize has built a B2B marketing business around the distance between the two.
SalesIntel.io puts humans behind the signal.
AI can find a buying signal. Someone still has to check the phone number. SalesIntel’s bet is that reliable data and faster follow-through belong in the same product.
Machintel: The company behind the campaign
For years, agencies put their names on Machintel’s work. Now the B2B marketing company is inviting brands to meet the people, publications and data behind the leads.
FunnL sells the meeting.
A calendar invitation is easy. Getting the right buyer to show up takes work. FunnL has built its business around that difference.
Vereigen Media wants proof you paid attention.
A downloaded whitepaper is a very small promise. Vereigen Media has built its B2B marketing business around finding out what happened after the click.
Demand Media BPM and the art of the right introduction
A contact list gets you names. Demand Media BPM sells the work between finding a buyer and earning a conversation - with nine programs built around the handoff.
Intellitech Solutions: The right name. The right moment.
A giant contact database gets you only so far. Intellitech Solutions sells the research, targeting and human follow-through that can turn a name on a list into a useful sales conversation.
UnboundB2B and the trouble with more leads
A bigger prospect list can hide a smaller sales opportunity. UnboundB2B’s answer is to connect the work of getting noticed with the work of getting a meeting.
AdRoll and the art of the second chance
The shopper leaves. The story continues. AdRoll built a business around that small gap - and now wants to connect the whole advertising journey.
Selling Simplified learned to read the room
A contact list tells you who someone is. Selling Simplified built its business around a harder question: when might they actually want to buy?
Marketbridge wants to fix the handoff
The consultancy-agency hybrid is built around a costly little problem: good strategy can lose its meaning on the way to the customer.
DWA knew who was buying.
Enterprise technology has an audience problem: the buyer is rarely just one person. DWA built a media agency around that fact, then became part of something bigger.
Span Global Services sells the missing context
A name gets you an inbox. Knowing what a company runs, buys, and needs gets you a reason to be there. Span Global Services sells the difference.
DemandShore learned to own the audience
The Pune-built demand generation business moved from sales calls into specialist publishing. Its route into Ziff Davis shows why finding the right buyer starts long before the pitch.
Digitalzone wants the person behind the lead.
A full contact list can conceal an empty pipeline. Digitalzone’s bet is that following individual buyers across content, email, and advertising can help marketers tell the difference.
The company that made IT attention pay
Spiceworks Ziff Davis connects the people fixing technology with the companies selling it. The business began with a small discovery: useful advertising can be a service, too.
INFUSE and the art of the second conversation
A downloaded whitepaper is a beginning. INFUSE builds the campaigns, content, and follow-up that help B2B buying groups take the next step.
S2W Media and the cost of the wrong lead
A full CRM can hide an empty pipeline. S2W Media has built a business around the unglamorous work that separates a contact from a sales conversation.
Callbox and the art of getting a meeting
A Canadian software seller had plenty of marketing vendors and too much work between them. Callbox’s answer reveals what businesses actually buy when they outsource prospecting.
Manlitics and the art of the qualified yes
A name in a database is easy. A buyer ready to talk is harder. Manlitics puts people, data and persistent follow-up into the gap.
Alyce by Sendoso: The gift is better when you can refuse it
Alyce built corporate gifting around a small act of surrender: let the recipient choose. Now part of Sendoso, its story offers a useful lesson in selling, software, and the danger of assuming you know someone’s taste.
Mutiny gave up eight-figure revenue to stop making salespeople wait
The company that helped marketers personalize websites shut down its old business. Its new bet: an AI assistant that puts the creative department within reach of every seller.
Postal by Sendoso puts a gift on the table - and a signal in the CRM
A box of coffee is easy to admire and awkward to automate. Postal turns gifts, swag, and direct mail into a trackable business workflow - and its 2025 acquisition by Sendoso gives that workflow a larger home.
PFL.com knows the most expensive mail is the mail that comes back
A Montana printer made physical mail behave more like software. Its customers reveal why the clever part is often the address, the timing and the work nobody wants to do.