Built by experienced revenue operators in 48 hours from public sources. Now imagine it pointed at your data.
Built by a forward-deployed revenue team that becomes a second pipeline source.
Each observable in public data.
CFOs now demand pipeline attribution for every marketing dollar, and marketing budgets are at risk where it cannot be shown. Every Tier-1 account on this list installed a new revenue or marketing leader in the last 6 to 12 months. Freshworks added a CMO and a CRO, MongoDB a CRO and a CCO, Celonis an SVP RevOps from ServiceNow, each making foundational stack decisions inside the window where "evaluate later" turns into "decide this quarter."
Around 70% of B2B marketers now run account-based programs, and the ones without them are competitively disadvantaged. 6sense and ZoomInfo are pursuing the same accounts with intent-led plays. Choosing an account-based platform now decides which ecosystem a revenue team operates in for years. The window to pick is open and closing.
Intent-sourced leads convert at 18.7% to closed-won versus 5.5% for cold ICP-match leads, a 3.4x gap that competitors using AI and intent are already capturing by reaching high-value accounts first. Third-party cookie deprecation is eroding the old targeting at the same time. The org still on static lists and lead-based metrics is bringing a clipboard to a data fight.
Our forward-deployed revenue team finds your next accounts, builds the plays, and runs the channels to close them. Live in 30 days. No new hires.
Every account cleared exclusion, ICP fit, realism, and verified pain signals. Each one ships with a four-touch LinkedIn sequence ready to send.
We’ll walk through every account, every signal, and what continuous intelligence looks like for your pipeline.
Every tab below is real work on Demandbase's market, traceable to public sources.
| Company | Tier | Score | PQS Match | Top Signal | Primary Contact |
|---|---|---|---|---|---|
| FreshworksEnterprise SaaS / CRM | Tier 1 | 88/100 | PQS-1, PQS-4 | New CMO (Jan 2026) + 11% layoffs + hiring Director ABM | Kady SrinivasanCMO, Freshworks |
| MongoDBDatabase / Enterprise Software | Tier 1 | 84/100 | PQS-1, PQS-2 | Hiring Sr. Director Demand Gen + new CRO + $5B growth path | May PetryCMO, MongoDB |
| CelonisProcess Mining | Tier 1 | 80/100 | PQS-1, PQS-4 | 7+ tools, no unified ABM + SVP RevOps from ServiceNow + pre-IPO | Ashling KearnsSVP Marketing, ex-Salesforce |
| CongaRevenue Lifecycle / CPQ-CLM | Tier 2 | 78/100 | PQS-1, PQS-2 | New CRO (Nov 2025) + PROS acquisition + full C-suite refresh | Lisa MartinCRO, Conga |
| PlanviewStrategic Portfolio Mgmt | Tier 2 | 76/100 | PQS-1, PQS-2 | New CEO ex-Marketo + record revenue + PE growth mandate | VP Demand Gen / CMOUnverified; CEO Matt Zilli gets it |
| FinastraFinancial Technology | Tier 2 | 72/100 | PQS-1, PQS-3 | Agency ABM, no platform + stated need for measurable demand gen | Harjeet SinghSr. Dir. Marketing & Demand Gen Ops |
The score is a layered read of what's observable, what domain knowledge unlocks, and what combinations reveal. 48 signal types mapped across the four segments.
New CMO and CRO appointments, ABM and demand-gen job postings, layoffs and earnings detail, funding and IPO events, and public LinkedIn posts about "proving ROI." Easy to detect, widely searched, noisy alone.
SEC filing language on forecast and conversion, technographic gap detection (Marketo or HubSpot plus CRM but no ABM platform via BuiltWith), Glassdoor sentiment on "too many tools," and ads.txt analysis showing consumer-grade DSPs running B2B advertising.
Pain built by cross-referencing 2 to 3 points where no single source confirms it but the combination does. A single signal is a hypothesis; two aligned signals are a lead; three or more with context are a priority account.
Bottom-of-funnel SEO/AEO topics mapped to each segment — the content that captures buyers researching the category through answer engines. We walk the live plan through on the call.
Book the walkthrough →Four pain-qualified segments, defined by observable pain rather than firmographics. Open one to see its definition, target persona, trigger signals, and why-now.
Revenue teams spending $100K+ on marketing technology yet unable to attribute marketing activity to pipeline. Marketing reports MQLs and impressions while the CFO asks "what pipeline did this create?" The result is wasted ad spend on non-buyers, misaligned sales effort, and marketing budget at risk.
VP Demand Gen / Head of ABM and CMO at B2B companies with 500+ employees, $100M+ revenue, and a complex sales motion on Salesforce or Marketo with no ABM platform installed
Enterprise sales teams running complex, multi-stakeholder deals where the buying committee is invisible. Reps single-thread through one contact while 5 to 8 decision-makers evaluate silently. Deals stall in late stages because unknown blockers surface, and deal sizes stay suppressed.
VP Sales / CRO and CMO at enterprise B2B companies with $50K+ ACV, complex cycles, and no buying-group tooling
B2B marketing teams running display, social, and programmatic through consumer-grade DSPs that cannot target at the account level. Budget sprays across impressions that reach non-buyers, attribution is cookie-based and unreliable, and the CMO knows spend is partly wasted but cannot identify which half.
CMO and VP Demand Gen at B2B companies with $500K+ annual digital ad spend and no account-based advertising platform
Revenue operations teams managing 5 to 10 disconnected tools for account intelligence, intent, enrichment, advertising, orchestration, and analytics. Data flows break, there is no single source of truth, and RevOps spends 60%+ of its time on data hygiene instead of analysis.
Head of RevOps and Marketing Ops at B2B companies with 500+ employees and 4+ tools in the GTM stack but no unified platform
The buying committee mapped — each role with the pain that defines it and the hook that moves it.
Where Demandbase wins and where rivals are exposed, benchmarked against the closest comparator set — sourced from the GTM blueprint's competitive analysis.
| Dimension | Demandbase | 6sense | ZoomInfo Marketing | RollWorks |
|---|---|---|---|---|
| Category position | Unified Account-Based GTM / Pipeline AI platform; Gartner MQ Leader (5 years), Forrester Wave Leader with the highest strategy score in 2026 | The most direct rival, an ABM and revenue-AI platform | Data-first platform with ABM add-ons | Lower-complexity ABM aimed at mid-market |
| Intent data | Proprietary intent at scale: 2T+ signals per month, 70B+ page views per day, 133 languages | Strong predictive and intent modeling, a core strength | Intent layered onto a contact-database core | Intent available but narrower in scope |
| B2B advertising | Only platform with a native B2B DSP; account-based advertising with no third-party dependency | Relies on third-party ad platforms, no native DSP | Not the primary surface; advertising sits outside the core | Native ad capability, simpler scope |
| Buying group orchestration | AI buying-group assembly from 176M+ contacts; automated committee detection | Account and persona modeling, lighter on committee assembly | Contact data is the strength; orchestration is thinner | Limited buying-group tooling |
| Platform breadth & AI | Unified intent + DSP + buying groups + orchestration + AI agents in one operating system | Strong AI revenue suite, no native advertising layer | Data-centric model rather than a unified GTM platform | Focused ABM scope rather than full-platform breadth |
| Enterprise validation | Salesforce, Adobe, Palo Alto Networks, and Visa as reference customers; Salesforce chose Demandbase "based on trust" | Strong mid-market to enterprise traction | Backed by ZoomInfo's data scale and install base | Best fit for mid-market, lighter enterprise proof |
Every account ships with a four-touch sequence — A/B tested, with an opener tied to that account's observed signals. We walk you through the live ones on the call, so you see the channel that produces the pipeline before you commit.
Book the walkthrough →Account-matched ad variants plus the Tier-1 to custom-audience loop that turns your best-fit accounts into a retargeting layer. Shown live on the call — the second half of the second pipeline source.
Book the walkthrough →The top two accounts, worked end to end, why they're at the top, the evidence behind the score, and how we'd open them.
An $839M-revenue enterprise SaaS company mid-transformation, with the enterprise segment now driving 60% of ARR. Three forces converge on the same quarter: Kady Srinivasan was hired as CMO in January 2026 with a mandate to reframe the AI-led growth story and drive marketing efficiency; an 11% workforce reduction in May 2026 landed while S&M expense rose 26% in Q1, the textbook "spend more, get less" pipeline blind spot; and an open Director of Demand Generation (ABM) role with a 7-figure budget signals they are building the ABM function from scratch. New marketing leadership plus acute efficiency pressure plus no ABM platform is the textbook PQS-1 buying window, and the function is being staffed right now.
Lead with the pipeline-attribution angle, framed against her track record at Lightspeed where she doubled market share while quadrupling marketing efficiency. The wedge is the compounding stack decision: the ABM hire she is making now will build on whatever account-level data layer exists when they arrive, and with the first $1M+ ARR deal closed, buying-committee complexity just became immediately relevant for the CRO. LinkedIn DM to Kady plus a Week-2 thread to Ian Tickle (CRO); she is squarely in the decision window for the ABM stack.
A $2.46B-revenue developer-data platform on a stated $5B growth path, transitioning its demand engine from PLG-centric to enterprise. The clearest signal is a Sr. Director of Demand Generation role explicitly chartered to build "a modern, efficient, AI-enabled center of excellence." Ryan Mac Ban arrived as CRO in April 2026 and Erica Volini as CCO the same month, a GTM leadership refresh in the window where infrastructure decisions get made. EMEA ABM hiring confirms they are building account-based capability globally, not just domestically, and no ABM platform is detected at enterprise scale.
Lead with the PLG-to-enterprise attribution gap. The intent versus cold ICP-match conversion difference compounds hard against a $5B target, and the question the new demand engine must answer is which enterprise accounts are evaluating database alternatives right now, before AWS, Oracle, or Snowflake reach them first. May Petry is active on LinkedIn and verified, so a light warm-up on her content precedes the DM, with a Week-2 thread to Ryan Mac Ban on buying-committee visibility for enterprise deals. Time it to the demand-gen leader hire, who will need a platform on arrival.
No lengthy discovery. The audit gates everything downstream, infrastructure builds in parallel, and by day 90 you're reviewing pipeline against the number you set at kickoff.
Contract signed. Customised onboarding doc within one business day covering goals, ICP hypotheses, and access. You have five days.
ICP and segment analysis, competitive intel, voice-of-customer mining, AEO positioning, and a custom signal catalogue. Full readout + 90-day revenue roadmap at week three.
In parallel: CRM hygiene, LinkedIn activation, domain warm-up, signal-to-rep routing, system integrations. Engine live by day 42.
Workstreams go live as the audit dictates: signal layer, content, outbound sequences, paid, orchestration. Weekly working sessions keep it moving.
Pipeline generated and closed-won attribution reviewed against the success criteria agreed at kickoff. Channel ROI ranked. Next quarter set.
Book a call. We'll walk through the research and map out next steps together.
Book a call. The first six are yours. The next sixty are already moving through the engine.
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