Account Based Marketing
Your most important relationships don't begin with a campaign.
They begin with understanding.
When sales and marketing operate in silos, chasing volume over fit, the accounts that matter most feel it. Generic outreach, mistimed touchpoints, and disconnected conversations erode trust before it has a chance to form.
Our approach begins with deep clarity on who you want to serve and why, then builds coordinated, meaningful engagement around relationships rather than transactional outreach.
We help you move from scattered outreach to a focused, relational approach, one where sales and marketing work as one, where every touchpoint is considered, and where the accounts you pursue feel genuinely understood rather than targeted.
Not extraction. Alignment.
Not volume. Resonance.
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How we help with account based marketing
ABM Audit & Optimisation
Audit your current approach. From targeting and messaging to sales coordination and tooling to identify gaps, friction, and missed opportunities. You receive clear, prioritised recommendations and hands-on optimisation support focused on improving engagement and conversion in the accounts or regions that matter most.
ABM Strategy & Playbooks
Turn ABM from a concept into a repeatable way of working. A fully designed account strategy, messaging frameworks, engagement motions, and internal processes that translate into practical playbooks your team can actually use.
ABM Implementation Support
A cross-functional team that integrates with yours to deliver campaigns, content, coordination, and performance tracking. From strategy and creative to sales enablement and tooling, we can act as a full ABM pod or provide specialist support where you need it most.
What an ABM engagement typically includes
Designed for B2B organisations with high-value, complex sales, ABM helps you focus on the accounts that matter most. Instead of broad, impersonal outreach, it solves common growth challenges like wasted spend, misaligned messaging, long sales cycles, and low engagement from ideal-fit prospects.
By combining deep insight with personalised, coordinated engagement, ABM helps you build meaningful relationships with the organisations most aligned with your values and long-term growth.
Ecosystem-Aligned Account Selection
Choose partners, not just prospects. Identify organisations whose challenges, values, and ambitions align with your offer or services, ensuring your efforts are focused where mutual value can grow.
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Buying Group and Relationship Mapping
Understand the humans that are part of each account. Map decision-makers, influencers, and internal dynamics so your engagement reflects the real relationships, motivations, and priorities shaping each organisation.
Contextual Messaging and Content
Speak to lived reality, not generic personas. We develop personal messaging and assets that acknowledge each account’s specific context, helping your outreach feel relevant, respectful, and well-timed.
Sales and Marketing Alignment
Working from shared insights and coordinated plans, both teams create more consistent buyer experiences, strengthen trust across stakeholders, shorten sales cycles through better timing and relevance, and build a healthier pipeline based on genuine fit rather than lead volume.
Coordinate Relationship Pathways
Show up with intention across touchpoints. Design multi-channel engagement journeys that connect sales, marketing, and content into a coherent experience, strengthening familiarity and trust over time.
Ambitious, innovative, and values driven. We hoped that we would be able to find a partner that would share our approach to lean innovation and create practical solutions to level up our work. Zebra Growth brought that and more, diving into the detail of our work and bringing their skillsets & insights to improve what we can do. The Zebra Growth team is pushing the boundaries on how social impact organisations can embrace a growth mindset and lean principles to turbocharge their work.
Charlie Fraser
How we work together
Our ABM approach is relational, collaborative, and grounded in long-term value. We work alongside your team to build internal capability while designing engagement that supports both pipeline growth and ecosystem trust.
Exploration & Alignment Workshops
Align around purpose and priorities through 3 focused workshops covering audience and buying needs, positioning and messaging, and growth channels and experiments. Together, they clarify goals, define success, and align sales and marketing around shared outcomes and priority segments.
Core Segment & ICP Mapping
Focus your efforts where alignment and opportunity meet. Together, we refine your core segments and ideal customer profiles, grounding account selection in strategic fit, values alignment, and long-term potential.
Account & Stakeholder Prospecting
Identify the people behind the opportunity. We build a targeted list of priority accounts and map key decision-makers, influencers, and champions, creating visibility into the relationship landscape and intent signals within each organisation.
Messaging & Outreach Planning
Tailored messaging frameworks, coordinated outreach plans, and structured marketing experiments to test what resonates. Campaigns are rolled out in phases, connecting content, marketing, and sales touchpoints into a coherent, insight-led account journey.
Systems, Processes & Tooling
Build the systems that power coordinated engagement. Align your CRM, workflows, and automations using tools like HubSpot, Apollo, Clay, and Factors.ai — so account activity is tracked, insights are surfaced, and outreach stays consistent across the buying journey.
Reporting & Insight Dashboards
Through shared dashboards tracking account engagement, buying group activity, pipeline stage movement, and campaign performance, we turn data into clear signals for action. Weekly check-ins keep outreach, experiments, and sales activity aligned, while monthly reviews surface trends, learning, and pipeline health.
A free 60-minute call to gain clarity
This call offers space to step back, make sense of your growth story, and clarify the practical next steps toward sustainable growth.
Our Account Based Marketing in Practice
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