Case Study
#Case Study
Account Based Marketing (ABM)
B2B Enterprise Customer Acquisition SystemIn complex B2B sales, the problem is not a lack of leads. The problem is a lack of access to the right companies and the right decision-makers.
Mass marketing campaigns generate activity, but rarely lead to conversations with companies capable of signing high-value contracts. In the Enterprise segment, purchasing decisions are lengthy, multi-stage, and made by committees. Generic messaging simply does not reach them.
Account-Based Marketing (ABM) is the solution to this problem. It is a shift in growth logic.
Instead of waiting for inquiries, we systematically reach the companies you want to have in your portfolio.
ABM in the JAAQOB Model
We don’t just execute “ABM campaigns.” We design a customer acquisition system that integrates strategy, marketing, and sales into one cohesive process.
In our model, the board decides which companies are the priority, while marketing focuses exclusively on “named accounts.” As a result, sales teams don’t waste time on cold calling; instead, they engage in conversations with prepared decision-makers. We treat every account as a separate market, tailoring the communication and the timing of entry to its individual business situation.
The result is a real impact on the pipeline and contract value.
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Why does traditional marketing fail in the Enterprise segment?
Decision-makers in large organizations are immune to generic content. They are shielded by gatekeepers, procedures, and internal structures. Furthermore—unlike in SMEs—decisions there are made by multi-person buying committees.
If you are not building dedicated relationships with key accounts today, your competition already is. And in the Enterprise segment, being late means waiting years for the next opportunity.
Strategic Account Selection and ICP
We are not interested in scale, but in quality and revenue potential. Together with your board and sales team, we define the Ideal Customer Profile (ICP), select specific target companies, and map the complete buying committee.
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Strategic Account Selection and ICP 
Account Intelligence (Przewaga informacyjna)
Before taking any action, we analyze the account’s business situation, its challenges, technologies, and the activity of decision-makers. This allows us to enter the conversation at the right moment with the right argument, building immediate authority.
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Account Intelligence (Przewaga informacyjna) 
Personalized Outreach Strategy
We design dedicated communication (Landing Pages, Content, Direct Mail, LinkedIn Ads) tailored to the industry and the decision-making role. Every action has one goal: to open a high-value conversation while cutting through the standard advertising noise.
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Personalized Outreach Strategy 
Sales Process Integration
The moment a decision-maker engages, sales receives full context—they understand the client’s needs and situation, so they don’t start the conversation from scratch. The result is a shorter sales cycle and higher meeting effectiveness.
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Sales Process Integration 
For which companies is ABM a key service?
This service is not for everyone. We recommend Account-Based Marketing exclusively to companies that meet specific criteria:
They sell B2B solutions with high LTV (Lifetime Value)
They operate in the Mid-market or Enterprise segments
They have a long, complex decision-making process and aim to acquire precisely defined companies
They have a sales team ready for strategic, rather than just transactional, conversations
If your company relies on a few key contracts per year, ABM is not an option. It is a necessity.
Why JAAQOB?
We are not a campaign agency. We are a strategic partner for B2B boards.
We combine strategic thinking and advisory experience with marketing execution and sales process integration (RevOps). We work based on our proprietary JUMP® methodology, which makes ABM an integral part of a broader growth system.
