Enterprise sales isn’t a volume game. If your team is struggling to close high-value deals, the problem might not be the pitch—it might be the way you're reaching prospects in the first place.
Decision-makers at high-value accounts don’t care about generic inbound marketing efforts. They’re not looking for another sales funnel—they’re looking for real solutions to real problems. And that’s where Account-Based Marketing (ABM) makes all the difference.
ABM flips the script from “Who can we reach?” to “How do we win this exact account?” Done well, it aligns sales and marketing, builds real relationships with key stakeholders, and accelerates deal velocity in a way that broad-based tactics never could.
But here’s the catch: ABM isn’t just another marketing strategy you can plug into your existing workflow. It takes deep research, the right technology, and tight team coordination. And not every marketing agency is equipped to do it well.
What are account based marketing agencies?
Unlike general B2B marketing agencies that focus on demand generation at scale, account-based marketing agencies take a precision approach—aligning sales and marketing to create hyper-personalized campaigns tailored to specific companies and key decision-makers. Simply put, they help you land high-value clients by focusing on the accounts that matter most.
You can count on an ABM agency to help you:
- Identify high-value accounts most likely to convert using firmographic and intent data.
- Personalize marketing touchpoints for each target account or account tier.
- Align sales and marketing teams to ensure consistent messaging and coordinated outreach.
- Implement advanced MarTech solutions (e.g., predictive analytics, CRM integrations, ABM platforms).
- Monitor and run multi-channel engagement (email, paid media, LinkedIn, direct mail, events, etc.).
- Track, measure, and optimize campaign performance with account-level attribution models.
How to choose an ABM agency
Not every agency that claims to do ABM actually knows how to execute it properly. Here’s how to identify the real deal:
What to look for
Enterprise account experience
Your agency should have experience navigating long sales cycles. This includes effectively engaging multiple stakeholders and delivering results for enterprise-level accounts.
🔍 Ask for: Case studies with companies similar to yours. If they can’t show proof, they might not be ready for high-stakes ABM.
Sales-marketing alignment expertise
If sales and marketing aren’t aligned, ABM falls apart. The right agency makes sure both teams are working toward the same goal—shared messaging, coordinated outreach, and mutual KPIs For B2B Account-Based Marketing.
🔍 Ask for: Examples of how they’ve helped companies unify sales and marketing around an ABM strategy.
MarTech stack knowledge
ABM is powered by data and automation. The agency should be fluent in major ABM platforms like 6sense, Demandbase, Terminus, or RollWorks. Plus, understand how to integrate them with your CRM, marketing automation tools, and analytics platforms.
🔍 Ask for: Their experience with your MarTech stack—or if they can recommend a better one based on your needs.
Multi-channel orchestration capabilities
A real ABM strategy doesn’t rely on a single channel. It combines targeted paid media, personalized content, executive outreach, direct mail, and more to surround key accounts with touchpoints.
🔍 Ask for: A breakdown of their multi-channel approach. If they only talk about running LinkedIn ads, that’s a red flag.
Attribution and reporting sophistication
MQLs and clicks don’t matter in ABM—pipeline and revenue do. Your agency should have a clear system for measuring influence across the buying journey, whether that’s first-touch, multi-touch, or full-funnel attribution.
🔍 Ask for: A real example of how they’ve attributed revenue to ABM efforts.
Red flags to watch for
🚩 They run ABM like demand gen. If their strategy feels like broad lead-gen with slight targeting tweaks, they don’t truly understand account-based marketing.
🚩 They ignore sales. If sales isn’t actively involved in their strategy, the engagement won’t be meaningful.
🚩 They push a cookie-cutter ABM playbook. ABM should be customized. If they pitch you a one-size-fits-all template, they’re missing the point.
🚩 They have a single-channel focus. ABM is about multi-touch engagement. If they rely only on ads or email, they’re not thinking holistically.
🚩 They measure the wrong KPIs. If they focus on vanity metrics (impressions, clicks, or MQLs) instead of revenue influence and account progression, they’re missing the point.
Questions for vetting ABM agencies
The right ABM agency will have clear, data-backed answers to these questions. If they struggle to respond, keep looking.
- Have you worked with companies in our industry?
- How do you align sales and marketing in ABM campaigns?
- What MarTech tools do you use, and how do you integrate them with our systems?
- Can you share an example of how your ABM strategy drove revenue?
- How do you personalize campaigns for different accounts?
- What channels do you use beyond digital ads?
- How do you measure and report on success?
Top 6 ABM agencies to consider
1. MarketerHire
💡 Best for: Companies that need specialized ABM talent but don’t want to commit to a full-service ABM agency.
MarketerHire isn’t a traditional agency—it’s a marketplace that connects you with pre-vetted ABM specialists who provide expertise in areas like account targeting and multi-channel campaign execution on a fractional basis. Think: strategists, paid media experts, programmatic marketers (check out the roles available here). Instead of locking yourself into a long-term agency contract with the associated overheads, you can bring in experts as needed.
- Flexible hiring model: Scale your ABM team up or down without adding full-time employees.
- Fast execution: Get an expert to devise compelling marketing campaigns or create personalized sales enablement assets in days, not weeks.
- Budget-friendly: No bloated retainers—you pay for what you need.
When to choose MarketerHire: You’re building or scaling an ABM program and need specialized talent on demand rather than a full-service agency.
2. Demandbase
💡 Best for: Enterprise companies that want an all-in-one ABM solution with advanced AI-driven insights.
Demandbase offers full-scale account based marketing services that combines account intelligence, ad targeting, and multi-channel engagement in one platform. Their team helps you implement data-driven ABM campaigns using their proprietary AI and analytics.
- AI-powered targeting: Demandbase’s platform analyzes real-time signals to identify in-market accounts.
- Omnichannel execution: Personalize marketing efforts across platforms—targeted ads, optimized website experiences, and automated ABM outreach at scale.
- Deep analytics: Track engagement across sales and marketing to optimize campaigns in real-time.
When to choose Demandbase: You want both a leading ABM tech stack and an expert team to guide implementation at scale.
3. 310 Creative
💡 Best for: B2B brands that struggle with long sales cycles and need ABM to be fully integrated with sales.
Most ABM agencies focus on marketing-led campaigns, but 310 Creative builds custom programs that directly support sales teams. They specialize in account identification and segmentation, content creation, and lead nurturing—ensuring your marketing efforts translate into real pipeline growth.
- Hyper-personalized content: Craft messaging tailored to specific personas at each stage of the buyer’s journey.
- Sales enablement: Create custom assets, including one-to-one landing pages, interactive PDFs, and personalized videos for high-value accounts.
- Full-funnel approach: Beyond initial engagement, they help nurture accounts all the way to closed deals.
When to choose 310 Creative: You need an agency that can generate leads and support sales in closing them.
4. Ignitium
💡 Best for: Companies that want to use predictive analytics and intent data to target high-probability accounts.
ABM without strong data is a gamble. Ignitium specializes in identifying high-intent accounts using predictive analytics, third-party intent signals, and AI-powered segmentation. They make sure you reach them at the right time with the right message for boosted ROI.
- Account prioritization: Use AI and intent data from sources like Bombora and G2 to find accounts that are actively researching your solutions.
- Multi-touch engagement: Combine paid media, email outreach, and direct mail to engage key decision-makers.
- Conversion-focused execution: Use detailed analytics to measure which engagement tactics actually influence pipeline growth.
When to choose Ignitium: You want to bring more data intelligence into your ABM strategy and focus efforts on high-intent accounts.
5. The ABM Agency
💡 Best for: Companies that need a structured, full-funnel ABM program without building it in-house.
As a full-service ABM firm, The ABM Agency works as an extension of your internal team, building and executing tailored ABM campaigns. They define buyer personas, map customer journeys, and create consistent messaging across channels. They also continuously refine strategies to keep accounts moving through the sales funnel.
- ABM framework development: If you don’t have an existing ABM strategy, they’ll help define account segmentation, engagement tactics, and sales integration.
- Messaging strategy: Ensure consistency across ad campaigns, sales outreach, and website personalization.
- Engagement tracking: Real-time analytics track engagement across multiple stakeholders within each account.
When to choose The ABM Agency: You need an end-to-end partner to build and execute your ABM program from scratch.
6. Momentum ITSMA
💡 Best for: Enterprise companies that rely on long-term, high-value relationships rather than one-off deals.
If your business growth depends on expanding key accounts, cross-selling, and deepening existing relationships, Momentum ITSMA is built for that. Rather than focusing on lead generation, they help companies strengthen relationships with strategic accounts through executive engagement and customer advocacy programs.
- Deep account intelligence: Build detailed account roadmaps to understand how to drive long-term customer growth.
- Executive engagement: Help you craft high-touch ABM campaigns that connect with C-suite decision-makers.
- Customer marketing expertise: Create retention-focused ABM campaigns that turn existing clients into expansion opportunities.
When to choose Momentum ITSMA: You need an executive-level ABM strategy to engage and retain Fortune 500 or large enterprise clients.
When an ABM agency is the right choice (vs. in-house or general B2B agency)
Investing in an Account-Based Marketing (ABM) agency is a strategic decision that depends on your business needs, resources, and sales model. While some companies can successfully build ABM in-house, others benefit from the expertise and efficiency of an agency. But when does hiring an ABM agency make sense?
Key decision factors for ABM investment
Is your sales cycle built for ABM?
ABM is suited for complex sales environments. Think: long decision-making processes, multiple stakeholders, and high-value deals that take months to close. If your sales process is more of a quick, transactional sprint, ABM might be overkill. Traditional demand generation could get you results faster without the heavy lift.
Do you have high-value target accounts?
If your growth depends on closing a handful of big-ticket accounts rather than selling to the masses, ABM is a smart bet. But if you’re focused on driving high lead volume at lower price points, broad-based inbound and performance marketing will likely deliver better marketing investment.
Can your team execute on ABM?
For effective ABM, you’ll need expertise in data analysis, account intelligence, and hyper-personalized content. If your team doesn’t have this skill set (yet), hiring an ABM agency or specialist can help. But if you already have the talent in-house, you may just need the right tech to scale your efforts.
Are you equipped with the right tech?
Tools like Demandbase and Terminus power ABM by helping teams identify, engage, and track high-value accounts. If your team lacks the expertise to manage these platforms, you may need external support. But if you’re already leveraging the right stack (intent data, predictive analytics, multi-channel engagement tools), you’re well on your way.
Comparison table
When ABM might not be the best fit
While ABM delivers strong results for many B2B companies, it may not be the right choice for your needs. It may not be the best fit if:
- You have a high-volume, low-ticket sales model. ABM is resource-intensive and works best for high-value deals.
- Your sales cycle is short. If deals close quickly with minimal engagement, ABM’s personalized approach may not provide enough ROI.
- You lack internal sales buy-in. ABM requires tight collaboration between sales and marketing. Without that alignment, campaigns won’t succeed.
- You don’t have the budget for personalization and multi-touch campaigns. If your team is small and budget is tight, starting with a demand-gen approach might be more effective.
Why do traditional marketing approaches fail enterprise B2B companies?
Enterprise B2B sales aren’t just bigger versions of smaller deals—they’re fundamentally different.
For instance, enterprise buyers don’t respond to one-size-fits-all outreach. They expect relevance. A CFO evaluating a million-dollar software purchase isn’t going to engage with the same content as an IT director or procurement lead. Yet, traditional marketing often fails to account for these nuances, wasting time and budget on surface-level engagement that never translates into revenue.
Then there’s the classic sales and marketing disconnect. Marketing focuses on filling the funnel, passing off MQLs without clear intent or buying signals. Sales then chases down leads that aren’t ready (or relevant), leading to frustration on both sides. Meanwhile, high-value accounts—the ones that actually matter—don’t get the personalized, multi-channel engagement they require.
Recognizing these flaws, companies are adopting account based marketing tactics. Instead of casting a wide net, ABM focuses on precision—tailoring outreach, content, and sales efforts to specific accounts. Snowflake, for example, saw a 300% jump in pipeline velocity after adopting ABM, and Thomson Reuters increased customer retention by zeroing in on enterprise accounts with a highly targeted strategy.
Where to go for the best fractional ABM marketing hires
Building an ABM program from scratch requires specialized ABM skills. Many businesses consider hiring an ABM agency to fill these gaps, but for companies that need more flexibility and direct control over execution, agencies aren’t always the best fit.
MarketerHire offers an alternative: instead of committing to a full-service agency, businesses can hire experienced ABM specialists on-demand to work as an extension of their team. This is particularly useful for companies that:
- Need ABM expertise but not a full agency engagement.
- Prefer hands-on execution rather than outsourcing strategy completely.
- Want to test or scale ABM efforts without long-term commitments.
With MarketerHire, you can bring in proven ABM strategists, campaign managers, or demand generation experts who integrate into existing teams, ensuring marketing and sales alignment from day one. Unlike agencies, where execution can feel disconnected, fractional ABM hires work closely with internal stakeholders to drive meaningful engagement with key accounts.
Regardless of whether you’d like to give fractional marketing a try or prefer to do it old-school, contact MarketerHire and get access to today’s leading marketing talent.