ABM tools (6sense / Demandbase / Terminus)

ABM tools is the implementation and integration of account-based marketing tools (6sense, Demandbase, Terminus, RollWorks, etc.): identifying companies that visit the site or show interest (intent signals), targeting ads and content at specific target accounts, orchestrating touches between marketing and sales, and tying it all to your CRM. We connect the platform, set up the target account list (ICP), data integration, passing signals into the CRM and reporting. The point is to spend budget and effort not on “everyone” but on companies that can actually buy, and to reach them at the right moment. Unlike simple identification of a visiting company (see the “Reverse-IP company ID” service), ABM adds intent-based prioritization and orchestration (coordinated marketing and sales outreach) — it is more complex and expensive, and not for everyone. Importantly and honestly: ABM is about B2B with a clear customer profile and a list of target companies. If you sell to a mass market, to individuals, or you have no clear ICP, ABM is not your tool — the money will be wasted, and we will honestly talk you out of it. Also honestly about the data: intent signals are probabilistic, not exact. The platform shows that “a company looks interested” by indirect signs, not “this person is ready to buy”. That is useful for prioritization but you cannot build firm certainty on it — we say so, without the magic of “we know who will buy”. And honestly about money: the ABM platforms themselves (6sense, Demandbase) are expensive enterprise subscriptions, often several times more than our implementation work. So first we check whether the tool will pay off at your deal volume rather than connecting it just because it is popular. And about the team: ABM works only if marketing and sales have agreed who owns these accounts and what to do with the signals; the tool will not close deals by itself. We also account for privacy: collecting data about companies and behavior falls under personal-data requirements (152-FZ, GDPR), including cross-border transfer and consent — check what is permissible in your case with your lawyer. Picture this: three companies from your list lit up in the CRM, having actively researched the topic this week — and a salesperson reached them first, before the competitors even noticed. The base price starts from 60,000 ₽ for the implementation; the platform subscription is paid separately and is usually substantially more.

• Marketing hits everyone — the budget is spread thin, target clients are invisible.
• You do not know which companies are already interested or whom to reach first.
• Marketing and sales work out of sync — leads do not reach the right accounts.
• There is no data on which companies are even worth working with precisely.

• Connecting an ABM platform (6sense / Demandbase / Terminus / RollWorks)
• Setting up the target account list and the customer profile (ICP)
• Collecting intent signals and identifying companies
• Passing signals and accounts into your CRM
• Targeting ads and content at target companies
• Orchestrating marketing and sales touches
• Reporting by account and assessing whether the tool pays off
• An honest assessment of whether ABM suits you at all

• Effort and budget go to companies that can actually buy
• It is visible which accounts are warming up — you can reach them in time
• Marketing and sales work from one target account list
• Less spread-thin effort — more focus on the right clients

• First we honestly assess whether ABM suits you (B2B, ICP, deal volume)
• We connect the platform, set up accounts, signals and CRM integration
• We set up targeting and reporting, train the team, and launch

• Is ABM right for us?

  It is, if you work in B2B, have a clear customer profile (ICP) and a list of target companies, and your deals are large enough to pay off an expensive tool. If you sell to a mass market, to individuals, or have no clear ICP — ABM is not your case, and we will honestly talk you out of it rather than take money for something that will not work. And if you are somewhere in between, or the ICP is only forming — we will objectively assess before any contract whether you need it, and will not take it on if ABM will not pay off.

• Will the platform really show who is ready to buy?

  Not quite, and promising that would be dishonest. ABM platforms work with intent signals — probabilistic, indirect signs of interest (“a company looks interested”), not an exact “this person will buy”. That is useful for prioritization: whom to reach earlier. But you cannot build firm certainty on it, and we do not sell “magic that knows who will buy”.

• How much does it cost — 60,000 ₽?

  60,000 ₽ is our implementation and integration work. The ABM platforms themselves (6sense, Demandbase) are expensive enterprise subscriptions, often several times more than the implementation. So first we calculate whether the tool will pay off at your deal volume and connect it only if it makes sense, not “because it is trendy”.