GTM systems for high-ACV B2B
Move the right accounts forward.
We build and run automated go-to-market systems for B2B companies whose deals are worth €25k or more. You get scored target accounts, live buying signals, and a pipeline that stops leaking between marketing, sales and customer success.
Your pipeline doesn’t need more leads. It needs a better system.
Above €25k a deal, buyers research alone, decide in groups and reach out late. A playbook built to maximise lead volume misses most of that. The cost shows up in four numbers.
people inside the buying organisation are involved in the average B2B purchase.
Forrester, State of Business Buying 2024of the buying journey is done before buyers first contact a seller.
6sense, Buyer Experience Report 2025more likely to qualify a lead when you contact it within an hour rather than later.
Harvard Business Review, 2011of leads convert to closed deals.
Forrester, 2023A lead-volume funnel loses almost everything between the form fill and the forecast.
Buyers are past halfway, with a favourite, before they speak to anyone.
Eight people decide the deal. The CRM knows one of them.
Two kinds of companies call us.
Both sell high-value deals. One already runs account-based marketing and it leaks. The other still runs a lead-volume playbook that was built for smaller deals.
Already account-based, but it leaks
You have target account lists and ABM tooling. Engagement doesn’t turn into meetings, deals stay single-threaded, the CRM is messy, and nobody can show what the programme produces.
- Intent data that nobody acts on within a week
- Ad spend still running on accounts in open deals
- “Influenced pipeline” reports that finance doesn’t trust
Should be account-based, but buys volume
You sell €25k+ deals with MQL targets, gated content and broad ads. Sales complains about lead quality, and you pay for volume the team can’t close.
- Marketing measured on leads, sales measured on revenue
- Leads routed by round-robin, hours after the form fill
- Every form fill treated the same, whatever the account
Five signs your motion doesn’t fit your deal size
The Panel Check measures each of these against your CRM data, so you get numbers instead of a feeling.
Book a GTM auditDeal size decides the design.
The same tools become a different motion at €40k than at €400k. ACV sets how many accounts your team can work, how deeply, and what you can afford to spend on each one. We show the economics behind every choice.
As deal size rises, the target list shrinks and the work per account deepens.
What can you afford per qualified opportunity?
- Ceiling per won deal
- €0
- Target list size
- 0
- Accounts per AE
- 0
Ceiling per opportunity = ACV × win rate × acquisition budget.
Anything you spend above this line loses money on the first contract.
One system from target account to renewal.
Seven stages sit on one shared foundation. Every stage reads from and writes to the same account data, so a better lead is never wasted by slow routing, a messy CRM or a lost handoff.
Start with a diagnosis. Scale what works.
Each step is priced and bought on its own. Most clients start with a Panel Check and a Signal Desk pilot, because together they show both sides of the problem: the accounts you are missing and the leaks that waste the ones you have.
1Panel CheckFind the leaks
Whether your motion fits your ACV, where it leaks, and a baseline on every metric we will later be judged on.
2–3 weeks · fixed scope
2Signal DeskFind the accounts
Scored target accounts, mapped buying groups and live signal alerts, delivered into your CRM every week.
6-week pilot · then monthly
3Leak FixFix the biggest leaks
Usually qualification, routing and CRM hygiene first. Built and documented in your own accounts.
Fixed scope · 4–8 weeks
4Panel OpsOperate and tune
We run the motion with your team and report account progression against the baseline every month.
Monthly · cancel any monthOne question, answered every month.
Are more of the right accounts moving forward, at a cost that makes sense for the ACV? Every number is baselined before work starts, and every after-number is reported against it.
| Metric | What it shows |
|---|---|
| Qualified pipeline from target accounts | Pipeline created per quarter from accounts on the target list |
| Account progression | Share of target accounts moving a stage: unaware → engaged → opportunity → customer → expanded |
| Cost per qualified opportunity vs ACV | Whether spend per account fits what a deal is worth |
| Process health | CRM hygiene score, speed-to-lead, forecast accuracy |
The monthly report tracks accounts, not activity.
From a lead count to an account system.
What most €25k+ companies run today
- Target
- Anyone who fills in a form
- Qualified
- A score from page views and downloads
- Follow-up
- Round-robin, hours or days later
- People
- One contact per deal
- CRM
- Duplicates, stale contacts, blank fields
- Proof
- MQL counts and “influenced” pipeline
What we build and run with you
- Target
- A named, tiered list built from your closed-won data
- Qualified
- Account fit plus engagement, defined before volume is counted
- Follow-up
- Routed to the owner in minutes, with a brief and an SLA
- People
- Buying-group coverage tracked per account
- CRM
- Hygiene scored monthly, fixed at the point of entry
- Proof
- Baseline → after on every metric
You own everything
Every workflow, scoring model and dashboard is built in your own accounts and documented. If we part ways, the system stays.
Every automation is accountable
Each one has an owner, a trigger, a logged output and a metric, and sits in an automation registry you can read.
AI drafts, people approve
We use language models for research briefs and CRM updates. Every AI step has a human review gate before anything reaches a buyer.
Where AI sits in the workflow, and where it stops.
A few niches, known deeply.
We work in a small number of niche B2B markets where every addressable account can be named. That lets us build a signal library for each market, so we know which job post or tech change means a company is about to buy.
| Criterion | Where we fit |
|---|---|
| ACV | €25k or more. Sweet spot €50k–€500k |
| Sales cycle | Longer than two months |
| Buying group | Three or more people per deal |
| Market | Finite and nameable, roughly under 20,000 accounts |
| Company size | 50–2,000 employees |
| CRM | HubSpot or Salesforce |
Who usually hires us
CROs, VPs of Sales or Marketing and Heads of RevOps. Below about €10M in revenue, often the CEO. Our champions are RevOps and marketing-ops managers, GTM engineers and SDR leads.
Where we are not the right fit
- ACV under about €15–20k, where a volume motion is the right one
- Transactional, self-serve, B2C or e-commerce sales
- Brand, creative production or broad media buying
- Autonomous AI SDRs or high-volume cold email
FAQ
Anything else, ask on the scoping call. It’s 30 minutes and there is no pitch deck.
Is this lead generation or consulting?
Both, in that order. Signal Desk delivers scored target accounts, mapped buying groups and research briefs into your CRM. The Panel Check and Leak Fix make sure those accounts turn into pipeline instead of dying in a queue.
Do you send cold email on our behalf?
No high-volume cold email and no autonomous AI SDRs. We deliver accounts, contacts, signals and briefs to your team, and we can build and tune the sequences your reps send. At high ACV, a reviewed first touch from a named rep outperforms volume.
Which tools do we need?
HubSpot or Salesforce, and usually Slack. We add Clay for enrichment and n8n or native CRM workflows for orchestration. Everything runs in accounts you own. We track tool credits and seat costs so the stack pays for itself.
How fast will we see results?
The Panel Check gives you a baseline and a leak map in 2–3 weeks. Signal alerts and scored accounts start flowing in the first two weeks of a Signal Desk pilot. Pipeline moves on your sales cycle, so we report leading indicators monthly: speed-to-lead, engaged accounts, meetings per target account.
What does it cost?
The Panel Check and Leak Fix are fixed-price and fixed-scope. Panel Ops is a monthly fee. We quote on the scoping call once we know your ACV, team size and stack, because those decide the size of the work.
Is there a minimum commitment?
The Panel Check is a one-off fixed fee. Signal Desk starts as a six-week pilot with a success test agreed upfront. Panel Ops is monthly with 30 days’ notice. No annual contracts.
How do you handle data protection?
We work inside your systems under a data processing agreement, use enrichment providers with documented legal bases, and suppress opted-out contacts across every tool. Outreach rules differ by country, so plays are designed for the markets you sell into.
Start with a Panel Check: a 2–3 week GTM audit. Leave with a baseline, a leak map and a plan.
