Account-Based Marketing
Account-Based Marketing Agency for B2B - Precision Over Volume
We Help You Win the Clients That Matter.
Traditional marketing starts broad: reach more people, generate more leads, and work your way through the funnel.
Account-based marketing flips that approach.
Instead of marketing to a broad audience and waiting for the right accounts to emerge, we identify the accounts that matter most to your business and build targeted campaigns around them. As an account based marketing agency in India, Pontis Media helps B2B businesses identify high-value accounts, understand the people behind buying decisions, and engage them with relevant messaging across channels.
Our clients are businesses with complex sales cycles, high-value deals, and multiple decision-makers, including as an ABM agency for B2B SaaS companies looking to turn strategic accounts into meaningful pipeline.
Our ABM Strategy for Your Business
We build your ABM roadmap depending on your industry, target audience, from scratch, tailored to your sales cycle and goals.
1. Identify & Prioritise High-Value Accounts
We conduct a deep dive into your Ideal Customer Profile (ICP) and shortlist accounts with the highest potential to generate meaningful revenue.
We’ve helped SaaS and B2B brands reduce lead waste by 40% and see a 3x boost in engagement.
2. Map the Buying Committee
Behind every deal is a group of decision-makers. We identify the right people, from economic buyers to internal influencers. Build a large but bird's-eye view of their roles, responsibilities, and priorities. Our outreach sequences consistently deliver 35%+ Acceptance rate
3. Build Personalised Campaigns
Our team knows what messaging helps you showcase your services and products to the right group of people. Leveraging custom email sequences, case studies, and other formats. It's not a spray-and-pray approach, but rather a personal-level message that solves customer pain points.
4. Engage Across Channels
Your audience isn't sitting in one place, and neither are we. We reach them through LinkedIn, email, targeted ads, and curated webinars using content that resonates and creates value.
5. Enable Your Sales Team with Warm Leads
We don’t just hand over contacts. We provide context-rich insights. Who they are, what they’ve engaged with, and why now is the right time to talk, so your sales team has everything they need to close.
6. Track, Optimise & Repeat
ABM isn’t a one-time effort. We track performance, fine-tune messaging, and double down on what works to ensure that your pipeline keeps moving and your goals stay in focus.
What Our ABM Services Include
Effective ABM is not simply about creating a list of companies and sending them personalised emails. It requires a coordinated approach across targeting, messaging, marketing and sales.
1. Target Account Identification & Tiering
The first step is knowing exactly who you want to win. We define your Ideal Customer Profile (ICP), identify high-potential accounts, and prioritise them based on factors such as fit, revenue potential, buying signals, and strategic value.
We can structure accounts across:
- One-to-One: Highly personalised campaigns for your most valuable accounts
- One-to-Few: Personalised campaigns for groups of similar high-value accounts
- One-to-Many: Scalable campaigns for a larger set of accounts sharing common characteristics
The result is a focused account universe rather than a broad pool of leads.
2. Multi-Channel Account Engagement
Your target accounts are not interacting with your brand in just one place. Your ABM strategy shouldn't either. We coordinate engagement across LinkedIn Ads, email sequences, direct outreach, targeted advertising and retargeting, creating a connected experience rather than isolated campaigns.
Our ABM efforts can work alongside our Digital Advertising and Social Media Management teams to ensure your target accounts see consistent messaging across relevant channels.
3. Sales & Marketing Alignment
ABM works best when marketing and sales are working from the same account strategy. We help establish shared account scoring, integrate campaign activity with your CRM, and create clearer MQL-to-SQL handoffs so that sales teams know which accounts are engaging, what they are interested in, and when an opportunity may be worth pursuing.
The goal is not simply to generate more leads. It is to give sales better context around the accounts that matter.
4. Personalised Content & Landing Pages
The more valuable the account, the more important relevance becomes. We develop account- or segment-specific messaging, content and landing experiences based on the challenges, priorities and buying context of your target accounts.
From tailored messaging and case studies to personalised landing pages, our Content Creation capabilities help make your campaigns feel relevant rather than mass-produced.
5. Campaign Measurement
ABM needs a different definition of performance. Instead of focusing only on impressions, clicks or lead volume, we look at whether your target accounts are actually moving closer to a conversation and a commercial outcome.
Depending on your campaign, we track metrics such as:
- Account engagement score
- Engagement across key stakeholders
- Meetings and opportunities generated
- Pipeline influenced
- Account progression through the funnel
- Conversion and revenue contribution
The objective is to understand whether marketing activity is helping move the accounts that matter.
Why ABM Works for B2B SaaS
For B2B SaaS companies, more leads don't always mean more growth. Sales cycles are often longer, deals are higher value, and the person who first engages with your brand may not be the one making the final decision.
That means your marketing needs to reach the right account and the right people within it.
This is where ABM makes a difference. B2B account based marketing services help you focus your efforts on accounts that fit your ICP and have real revenue potential, allowing you to invest more deeply in the accounts that matter.
And for SaaS businesses, the opportunity doesn't end with the first deal. By understanding the account, its stakeholders, and their priorities, ABM can also help identify land-and-expand opportunities and turn individual deals into longer-term relationships.
Our ABM Process
1. Identify
We define your ICP, analyse your market, identify high-value accounts and tier them according to fit, potential and strategic importance. We then map the buying committee within those accounts to understand who influences, evaluates and makes the purchase decision.
2. Engage
We develop account-specific messaging and coordinate campaigns across the channels most relevant to your audience. LinkedIn, email, advertising, content and retargeting work together to create multiple relevant touchpoints rather than disconnected interactions.
3. Convert
Engagement becomes meaningful when it creates an opportunity for sales. We track account activity, identify signals of intent, support the sales handoff and use engagement data to determine where conversations should be prioritised.
04. Expand
ABM doesn't have to end when the first deal closes. For SaaS businesses in particular, we look at opportunities to deepen relationships within existing accounts, engage additional stakeholders and support expansion through a land-and-expand approach.
Challenge
A SaaS provider offering workforce management tools wanted to break into enterprise accounts but found that broad, generic messaging wasn’t resonating.
Approach
Targeted 50 HR Heads (companies 5,000+ employees)
Researched hiring challenges, tech stack, leadership shifts
Crafted pain-point-driven messaging (onboarding inefficiencies, poor visibility)
Delivered via LinkedIn, email, HR conferences
Results
3x higher response rate vs. mass campaigns
25% more qualified meetings booked
20% faster pipeline movement
Positioning shifted → from “vendor” ➝ strategic partner.
Why Pontis Media for ABM?
Because we don't just launch campaigns. We help you:
- Build relationships with the accounts that matter
- Create a cleaner pipeline by focusing on fit and intent
- Align marketing and sales around shared account priorities
- Personalise engagement without losing strategic consistency
- Win and expand accounts that can meaningfully impact your business
ABM is ultimately about precision, knowing who you want to reach, understanding what matters to them, and creating enough relevance to start a conversation.
Tell us which accounts you want to win. We'll help you build a strategy around how to identify, engage and convert them.
FAQ's
1. What's the difference between ABM and traditional demand generation?
ABM is ultimately about precision, knowing who you want to reach, understanding what matters to them, and creating enough relevance to start a conversation.
2. Is ABM only for large enterprises, or does it work for early-stage B2B SaaS?
ABM can work for early-stage B2B SaaS too, particularly when there is a clear ICP and high-value target market. The approach can be scaled to suit your sales capacity and growth stage.
3. What tools and platforms do you use for account-based marketing?
We use the platforms that best fit your existing sales and marketing stack, including CRM, email, LinkedIn, digital advertising, analytics and marketing automation tools.
4. How do you measure ROI on an ABM campaign?
We look beyond clicks and leads to measure account engagement, qualified meetings, opportunities, influenced pipeline, conversions and revenue contribution.
5. How many target accounts should we start with?
There is no fixed number. It depends on your ICP, deal value, sales cycle and capacity for personalisation. We typically recommend starting with a focused group of high-fit accounts and scaling from there.