abm-1-to-1

# ABM 1-to-1 (Strategic) ## Overview Strategic ABM for 5-15 named accounts where you're pursuing $100K+ ACV deals. This is custom, high-touch, relationship-driven — not automated sequences. You research the account like you're writing a case study about them, then design interactions that feel like the entire company exists to serve this one account. ## Authoritative Foundations - **ITSMA Strategic ABM** — Tier-based ABM (1:1 / 1:few / 1:many); measure pipeline from target accounts, not lead volume. - **Force Management Command of the Message** — Command of the Message — persona-specific value narrative and differentiation per stakeholder. - **John Ruhlin Giftology** — Go-deep-not-wide relationship gifting; remarkable personalization beats logo swag. - **Sendoso Sending Platform** — Sending platform for physical touchpoints — address verify, warehouse, CRM triggers. ## When to Use - "Run 1-to-1 ABM on [account]" - "Build strategic account plan" - "Custom ABM for enterprise" - "Named account marketing play" ## Step-by-Step Process ### Phase 1: Account Deep Dive (2-4 hours per account) Research across 10+ dimensions: 1. **Financial:** Revenue, growth rate, profitability, recent funding/earnings 2. **Strategic:** 10-K/earnings call priorities, analyst reports, CEO interviews 3. **Org chart:** Economic buyer, champion, influencers, blockers, exec sponsor 4. **Tech stack:** BuiltWith/Wappalyzer teardown, gaps your product fills 5. **Initiatives:** Hiring patterns, new office...