AEO Schema8 min read
Answer Engine Optimization for B2B
How to get cited by ChatGPT, Perplexity, and Google AI Overviews when buyers research your category.
Coming soonACCOUNT-BASED GTM
Personalized, account-based GTM orchestrated with your marketing, sales & customer teams to drive growth outcomes.
Vendery helps B2B CROs and CMOs win more deals across the customer lifecycle - using our proprietary account-based GTM methodology, signals framework, and agentic revenue engine to:
- →Improve resonance & engagement with buying committees
- →Improve quality, consistency & production of outbound motion
- →Bolster efficacy & ROI of account-based efforts, investments
- →Improve GTM efficiency & net revenue retention
State of B2B growth
B2B growth in 2026 is harder, slower, and more expensive
Buyers move in committees. Personalization is table stakes. AI is reshaping the operating model faster than most teams can absorb. Traditional ABM hasn't kept up.
13
stakeholders in the average B2B purchase
Forrester
61%
more opportunity volume with personalization
AdRoll
$0.37
growth yield per S&M dollar, down from $0.66
SBI
78%
of GTM leaders worry they’re falling behind on AI
Salesforce
65%
of S&M leaders say their teams are misaligned
Forrester
Why traditional ABM fails
Six gaps between sales and marketing
01
The Ownership Gap
Between Product Marketing & RevOps, no clear accountability for account-level sales campaigns.
02
The Definition Gap
Sales and marketing are targeting different accounts for different reasons.
03
The Intelligence Gap
Marketing sees engagement data. Sales sees conversation data. No comprehensive view.
04
The Timing Gap
A buying signal fires and nothing happens. By the time sales follows up, the opportunity has passed.
05
The Narrative Gap
Marketing is telling one story. Sales is telling a variant - likely many.
06
The Measurement Gap
Marketing reports on engagement & penetration. Sales reports on pipeline & bookings.
What is Account-Based GTM?
The modern B2B GTM operating model for maximizing S&M ROI
Account-based GTM drives more topical and timely engagement — orchestrated cross-functionally through better personalization for in-market buying personas at the account level.
01
Define
Performance tracked at the account level — all teams see the same picture and decide together.
02
Establish
Foundations that make ABM work — data, signals, technology, shared definitions — installed and refined.
03
Align
Unified campaign messaging, design and development governed by a sales & marketing operating rhythm.
04
Orchestrate
Coordinated, personalized outreach to the right people across every channel, driven by a single account narrative.
05
Learn
Performance tracked at the account level — both teams see the same picture and decide together.
06
Expand
Win patterns and account intelligence feed back into the loop, making every program sharper than the last.
SOLUTIONS & OUTCOMES
How we collaborate & create measurable impact with clients
A two-phase entry into a 6-month Integrate & Impact engagement, with outcome-based pricing available on 1-year commitments to Orchestrated and/or Composable.
Initiate
~2 weeks- →ABM maturity analysis
- →Personas validation & content inventory
- →Technology & data inspection
- →Agentic ABx roadmap & partnership plan
Activate
~6 weeks- →Contact & account data enrichment
- →Target accounts validation and refinement
- →Buy signals, triggers, intent mapping
- →Workflow evolution & tech/data blueprint
- →Campaign roadmap & cadence
- →First campaign design and development
- →Market positioning & message refresh (optional)
Integrate & Impact packages
Three packages. Choose your level of orchestration.
Retainer-Based; 6-Month IncrementsFoundational
2 campaigns/qtr — strategy, messaging, execution & impact tracking with regular reporting and monthly/quarterly business reviews.
- →Campaign content: pitch deck, email & LinkedIn sequences
- →Persona-specific value messaging, KPIs & objection handling
- →Account & contact list refresh with ongoing signal and engagement monitoring
Most Popular
Orchestrated
3 campaigns/qtr with full seller readiness — everything in Foundational, plus the assets and rituals that turn campaigns into selling motions.
- →Expanded assets: pitch deck, email & LI sequences, supplemental content/infographics, landing page
- →Account-based GTM schema + seller readiness sessions
- →Weekly seller briefs & account engagement package
- →Meeting prep & handoff summaries for sellers
Composable
1:1 add-on for named accounts — custom content and personalized campaigns developed for individual accounts.
- →Account-specific creative and content
- →Weekly strategy sessions
- →Layered onto Orchestrated
Anatomy of a Campaign
What goes into an account-based GTM campaign
A coordinated, time-bound outbound motion targeting a defined set of accounts and buying decision teams with a single unifying theme — executed across multiple channels simultaneously.
Strategy
- →Theme & messaging — one problem, trigger, or 'why now' with messaging architecture
- →Signals & triggers — behaviors and events that constitute 'in-market'
- →Offers — lead magnet or hook that compels buyer engagement
- →Target account list — 10–20 accounts for a 1:few campaign
- →Persona targeting — isolate core personas on the buying decision team
- →Tailored engagement strategy — campaign touchpoints and sequence
Assets
- →Campaign pitch deck
- →Persona-specific value messaging, KPIs & objection handling
- →Email messaging & sequence (3–5 touches)
- →LinkedIn messaging + voicemail
- →Landing page / microsite copy
- →Supplemental content — infographics, research, thought leadership
Data
- →Target account list refresh
- →Contact enrichment + decision-team adds
- →Real-time engagement & signal monitoring (intent + triggers)
Execution
- →Outbound sequence built and activated in your sales engagement platform
- →Account engagement + opportunity attribution & routing
- →Regular reporting + monthly & quarterly business reviews
- →Account-based GTM schema outlining sales tactics for engaged accounts
- →Seller readiness sessions (~60 min/campaign) + real-time deal coaching
- →Weekly seller briefs, account engagement package & handoff summaries
Resources
View all resourcesField notes on account-based GTM
Writing, guides, and case studies from the teams running account-based motions.
Field Guide6 min read
The Account Brief Template
The weekly one-pager our agents deliver to sellers — what to say, to whom, and when.
Coming soonResearch12 min read
Five Failure Modes of Traditional ABM
Where definitions, timing, intelligence, narrative, and measurement break down — and how to fix each one.
Coming soonAbout Vendery
Built by sellers, for sales velocity
Jamie Halpin
Founder, Vendery · Partner, SBI Growth Advisory
- 15 years in GTM: CRM transformation, B2B growth strategy & capability building (majority PE-owned), GTM finance & operations.
- ~50 clients served since 2015, spanning technology and manufacturing.
- Originated and delivered $25M+ in consulting & execution engagements across growth strategy, ABM, sales effectiveness, organizational design, and revenue tech/operations.
What makes our account-based GTM different
Integrated Sales & Marketing
We're integrators by nature — 'one team' is a mantra we live by and guides our approach.
Full Cycle
Account-based GTM transcends the customer lifecycle — not just ABM with prospects in the funnel.
Built for Sellers, by Sellers
Every deliverable is designed for seller effectiveness — filtered by those who have carried a bag.
'Outside-In' Data-Driven
Windowless basement laboratories are not our thing. VoC, market input and empirical analysis inform every decision.
AI-Native Agility
We move faster, adapt in real time, and scale personalization further than any traditional agency model allows.
Outcome-Based
We drive metrics that drive revenue — and where circumstances permit, we'll align our incentives with yours.
Let's build your
growth engine
Tell us about your growth objectives. We'll show you exactly how Vendery can drive outcomes.
Get in Touch→