From siloed sales and marketing to full-funnel account-based marketing and demand generation

We help your team develop an ABM strategy, launch pilot programs, operationalize and scale the programs without ramping up budget or depending on external agencies.

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Trusted Marketing Partner

for European and North American B2B tech companies

Marketing Now Generates 60%
of Our Pipeline

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Our Process

Full-Funnel Account-Based Marketing and Demand Generation

1. ABM strategy development

We go together through a four-week strategy sprint that includes:

  • Assessment of current marketing and sales processes
  • Challenges both teams face and the root reasons behind them
  • Revenue and channel analysis to identify focus markets and ICP for the ABM campaigns
  • Custom ABM strategy development including detailed:
    • Goals
    • Verticals
    • ICP
    • Account qualification and segmentation
    • ABM team and time involvement
    • Stack
    • List of target accounts
    • Metrics and KPIs for the pilot campaign
  • Marketing and sales alignment with ICP, strategy and playbooks
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“It’s always very difficult to align Sales and Marketing, lots of companies say they are aligned but I don’t think I can ever see I’ve seen it done properly (until now). The FullFunnel team has helped us implement a variety of different ABM campaigns (proper ABM campaigns!) that have allowed us to expand our networks and build pipeline through top-of-the-funnel activities. Most importantly, marketing and sales development are now working towards common goals so we are now winning as a team not just siloed business units. The way in which FullFunnel team has worked with us has essentially allowed them to become an integral part of our team, and the value they has brought our teams has been priceless.”

James Loveridge

PGS Software [acquired by Xebia]

2. Pilot ABM program execution

Within a single quarter, we’ll work with a pilot team to implement a minimal viable full-funnel program, without pausing existing processes. The pilot team usually consists of one marketer and one sales development rep.

When we hit the target KPIs, we move to the operationalization and scaling stage.

6 Sales
Opportunities
in 6 Weeks

from a pilot ABM campaign

3. Developing the full-funnel demand generation and ABM function

At this stage we combine ABM with demand generation function to create a holistic model that creates awareness, generates demand and activates accounts that are already engaged across the full funnel.

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Breaking Marketing and sales silos

with a 2-month pilot program at Cardata

Is our full-funnel ABM model the right fit for you?

Here is a simple checklist to evaluate if our ABM approach is a good fit for you
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Long Sales Cycle (>180 days)

If your sales cycle is short and transactional, we’d recommend focusing on demand capturing activities (ads, SEO, cold outreach) instead of ABM

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Ability to staff the pilot team

You need to be able to create a pilot ABM team to work with us, including one marketer (0.8 FTE) and one sales development rep (0.3 FTE)

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Multiple buyers are involved in vendor evaluation and buying processes

If you usually deal with multiple people who influence the buying decision, ABM is a perfect strategy

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Average Deal Size > $30k

Will it pay off to proactively market and prospect a specific set of accounts? We suggest considering ABM if the average deal size of your best customers is higher than $30k

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22 enterprise deals and two closed opportunities

from a pilot ABM campaign

Are we a good fit as a partner?

We believe that B2B marketing has a strategic role, is done across the full funnel and should:

Generate awareness and demand in your target market to source pipeline with inbound opportunities

Help sales with demand capturing and supply sales with engaged accounts for further prospecting, nurturing, and activation

Marketing ≠ sales. 
Marketing ≠ lead generation.
Marketing ≠ a sales assitant.

The deck below describes our philosophy and the points we should be aligned with.

5 Enterprise
Deals From
a Pilot ABM

from a pilot ABM campaign
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How we’ll work together

After developing and aligning on the ABM strategy and core programs, we start launching the campaigns together with your team while explaining the processes and training them.
“I worked with Andrei as a consultant to prepare our company’s ABM strategy and develop tactics. He (and his partner Vladimir) are a pleasure to work with. His commitment to understand the market and current situation for each client they take on is relentless. It’s not like they have a “one-size-fits-all” approach try to implement it everywhere. Andrei worked with us in all steps of the way, brought his experience and helped us document a very clear cut roadmap. Now, most consultants would make their recommendations and leave it there but Andrei was more like an internal project manager to us, keeping track of all tasks and nudging us to complete them during our regular meetings. He really wanted to make it happen and see the results, sometimes even taking the reign and leading us. One more thing: his patience when training new members of the team, even when we were halfway into the project and it wasn’t his responsibility to train newcomers is amazing. He and the Fullfunnel.io team are the best consultants I’ve ever worked with in so many ways. I’d definitely recommend working with Fullfunnel.io for all companies who are stepping into the ABM world and re-shape their marketing efforts in general!”

Leon Bilen

Riva Internati, Inc

Requirements to work with us

Understand that we are building a long-term strategy and motion instead of quick one-time lead gen tactics

If your sales cycle is short and transactional, we’d recommend focusing on demand capturing activities (ads, SEO, cold outreach) instead of ABMWith long sales cycles, we can't expect instant spike in revenue. We define together KPIs and leading indicators and focus on metrics that impact revenue and sales pipeline velocity

Having one dedicated person from your team for inhouse project management

While we can engage with all team members, we prefer to have one dedicated person from the customer side, who'll be in charge of coordination, control and reporting on execution on your side

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“We used FullFunnel to coach and kick-start our ABM-driven demand gen program in early 2022. Andrei and Vladimir are world-class experts advising not only on strategic issues but also “getting their hands dirtier” by zooming on specific operational and training issues. From workshops to templates, advice and tools, along with the ad-hoc networking and advice, FullFunnel is a key, reliable and customer-friendly partner to accelerate your inbound and ABM activities with a good dose of no-nonsense and latest best practices.”  

Phil Ruttens

Tyk

What exact ABM programs we’ll launch together?

After developing and aligning on the ABM strategy and core programs, we start implementing key processes and launching campaigns together with your team. These processes might include:

Transparent pricing

Kick-off

Full-funnel strategy development
$ 7.500 one-time
  • Deep assessment of current marketing and sales processes through marketing and sales interview and analysis of GTM documentation
  • Challenges both teams face and the root reasons behind them
  • Revenue and channel analysis to identify focus markets and ICP for the ABM campaigns
  • Custom ABM strategy development including detailed playbooks, timeline, metrics and resources aligned with the available marketing and sales capacity
  • Marketing and sales alignment with ICP, strategy and playbooks

Ongoing consulting

Hands-On Consulting and Execution
$ 10.000 per month
  • Weekly conference calls (including practical workshops & execution and Q&A calls)
  • Sprints with concrete milestones and deliverables to help you build and keep a positive momentum in building your sales and marketing approach
  • Ongoing support via Slack or another messenger for chat and discussion
  • Project dashboard with tasks status
  • Project plan, orchestration, management and control
  • Prepare necessary templates. Working with and training your team to launch & maintain different ABM and demand gen programs
  • Feedback on all marketing and sales content
  • Campaign documentation: checklists, templates, instructions
  • Timely advice and feedback to project team members on project implementation issues
  • Reporting

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Our consulting fees start at $15K per sprint.