The Leading B2B ABM Agency

ABM is a modern marketing strategy focused on building relationships with targeted key accounts. Your sales team isn’t asking for tons of bad leads. They want precise focus, combined with intelligence, research and execution that puts them in contact with the right people at the right time. 

If building meaningful relationships with a select group of high-value prospects sounds good, Altitude is the B2B ABM agency for you.

The Marketing Funnel No Longer Exists. But ABM Does.

Traditional B2B marketing strategies were based on the funnel. You’d create top-of-funnel leads with content downloads or tradeshows, then “nurture” them into bottom-funnel prospects and deals. This reality no longer exists. 

Marketing to niche audiences is far more complex. Prospects are inundated with hundreds of “targeted” messages every day, and follow-through rates are almost zero. They don’t engage because most messaging misses the mark, and most “personalization” is nothing more than replacing {first_name} in an email.

Altitude’s account-based marketing services combine business intelligence and real personalization to deliver predictability among the chaos. Partnering with us means you will deeply understand …

  • Who actually buys from you (and who influences their decision)
  • What triggers their buying decision (from budgetary cycles to M&A activity to regulatory approval)
  • Where they will be (digitally, and in some cases, physically)
  • How to communicate with them most effectively

Altitude's Approach to B2B ABM

Your message doesn’t need to go to everyone. What you need is highly targeted “markets of one.” That’s why each of our ABM partnerships is built custom, executed in three phases.

We work with your team to identify a small and specific list of target accounts. We don’t just scan lists and tell you the biggest companies in your space. Instead, we mix market research, your owned data and buyer intent signals to compile a list of targets who actually need what you sell. 

We use a blended process of agentic research and journalistic-style reporting to deliver your sales team a structured, filterable database with actionable insights. Your targets aren’t logos. They’re people. We help you map out their organizations, their decision-making structures, their goals, and vectors to reach them. It might be a charity sponsorship. It might be an event. It might be direct mail. Every ABM campaign is different, and we deliver a custom experience every time.

We build an account-based marketing plan that delivers three tiers of engagement. 

  • Direct Contact: The individualized tactics to get you in the same room as your critical influencers, from recommendations on events your sales team should attend to premium collateral designed to get prospects’ attention.
  • Personalized Content: We arm your sales team with custom outreach content like email and direct mail pieces, all tailored to the exact wants and needs of the individual prospect.
  • Advertising Air Cover: From hyper-local out-of-home to display retargeting to trade publication sponsorship, we pull omnichannel levers that increase the chance of your brand being present when a buying trigger occurs.

Our Approach is Powered by an Agentic ABM Stack. But it Works Because of Our People.

AI has made it both easier and cheaper to acquire your target’s contact information and deliver a high-volume of autonomous (and, frankly, annoying) content. At Altitude, we aren’t “growth hackers,” aiming to send thousands of cold emails filled with dubious dynamic fields. 

Instead, AI replaces repeatable, monotonous, and high-volume tasks so that our human brains do what they do best: strategic thinking and valuable content generation. 

This is how we blend AI and human-led strategy for an ABM approach.

List Building and Data Enrichment

Our humans power the platform and validate for accuracy. 

The AI scrapes and structures the output: Email, phone number, job title, etc.

Our humans develop the blue-sky idea, backed by market intelligence. Some of those blue-sky ideas?

The AI assists in making those blue-sky ideas real. Some examples include:

  • A browser-based app to map every industrial and distribution warehouse in Eastern, PA, for a commercial landscaping company.
  • An agent that scrapes and analyzes Medicaid CPT/HCPS codes for a diagnostic contract manufacturer.

Our humans write it, with real value as the lodestar.

The AI assists in idea generation, structure, and QA.

You Need an ABM Partner That’s Already an Insider

Building a market of one requires understanding industry quirks and norms–be it funding power brokers, compliance standards, or technical jargon.

That’s why, over 22 years, Altitude has developed specific experience in the life sciences and industrial and manufacturing sectors. Specifically, we are the best ABM agency in the world for…

Altitude’s ABM Strategy in the Real World

Building a market of one with a Critical Influencer who loves to hunt.
The Client: A Manufacturer of On-Site Air Separation Plants

The Challenge: The on-premise air separation plants built by our client demand 9-figure contracts and take up to two years to close. Decisions are made by a small committee of internal influencers buried in convoluted, enterprise-scale org charts. Altitude was charged with finding those individuals and delivering the bespoke business intelligence and execution strategy to capture their attention.

The Solution: Many of our client’s target prospects reside and work in rural areas in which their employer is the largest in the region. Altitude uncovered one such target through manual research. This sole decision-maker is a philanthropic leader in his community, has two german shepherds, and loves to bear hunt. We worked with the client’s sales team to build out messaging strategies uniquely suited to this single individual, literally learning his dogs’ names to create a market of one.
Finding Critical Influencers in South Florida’s convoluted hospital systems.
The Client: An enterprise hospital equipment maintenance provider.

The Challenge: Our client offers comprehensive equipment maintenance and optimization solutions for healthcare imaging and biomedical equipment. Their target market is restricted to fewer than 10 hospital networks in South Florida. Contracts require C-suite sign-off, but persuasion starts lower down the chain, at the healthcare site level.

The Solution: Altitude created a structured database of 75 target personnel representing 8 hospital networks. Our research established a key insight: Radiology leaders (who are key decision makers) at most of the target hospital networks are not FTEs. While they have titles and contact information with the hospital system, they share back-office operations at radiology-specific organizations. This allowed us to centralize our execution and provided key sales intel for the client’s sales team.
Structured research transforms into structured personalization.
The Client: A global leader in RFID technology.

The Challenge: One of the world’s largest access control and RFID technology providers did not have the sales bandwidth to manually reach mid-tier influencers. They tapped Altitude to create an email series with truly valuable, unique information.

The Solution: Most outbound email providers promise “personalization at scale.” This is an oxymoron, and usually means rote, AI-derived copy related to work location or college affiliation (i.e., “We see you went to [[INSERT SCHOOL HERE]]”). Our client needed messaging that did not appear automated. Our existing structured database allowed us to create 174 unique emails, curated with valuable context, in less than two hours. The key wasn’t the automation itself. But rather the underlying manual-curated data that drove the automation.

When Does an ABM Strategy Work?
And when will it fail?

  • You sell high-value solutions or large-capex products applicable to a small total addressable market.
  • You’re looking to “growth hack” new leads through a high-volume of cold outbound emails and calls.
  • An external media budget with four- to five-figure CPAs still delivers value.
  • You need a lot of leads, no matter the quality.
  • You have a sales team. And they’re energized by smart, valuable marketing intelligence.
  • You want to outsource your sales function to a marketing agency.
  • You make complex, proven and excellent products. But the right people don’t know it yet.
  • You’re still a startup without a commercial-ready product.

Ready to work with the B2B content creation experts?

We help leading business-to-business brands hit their marketing goals. Get in touch to learn what Altitude Marketing can do for your B2B company.