The intent signal stops at the account.
The platform tells you "Acme Corp is researching." It doesn't tell you which person at Acme is researching, what they've engaged with, or whether they're an actual stakeholder.
Outbound · Account-based ABM
Account intelligence is where most ABM agencies stop. We start there.
6sense and DemandBase surface the account-level signal: which companies in your TAM are actively researching your category, ranked by intent score. That signal is the starting point — not the deliverable. We activate it into targeted ad audiences, route it into persona-based buying-group engagement, and sync it to your CRM so SDRs work the right accounts at the right moment.
Verto runs 6sense and DemandBase as the intent layer of a coordinated outbound framework — not as a standalone report. The platforms surface in-market accounts. We handle what happens after.
TAM → SQL
target accounts engaged at every layer of the funnel
Five days. Senior specialist. Senior debrief.
6sense & DemandBase operators
Buying-group mapping · 6–10 contacts per account
Engagement-triggered SDR workflows
G2
★ 4.9
The gap
The platforms work. Most programs don't extract their value.
Platform deliverable
VALUE LEAKING-
Output
Account list · "in-market this week"
-
Sales handoff
Weekly CSV export to SDRs
-
Buying group
Not identified
-
Ad-platform integration
Manual retargeting on a few campaigns
-
SDR enablement
A list. No context.
Six months later: renewal conversation gets uncomfortable.
Coordinated motion
FULL VALUE-
Output
Surging accounts integrated to ad-platform audiences daily
-
Sales handoff
Engagement-tiered priority list with playbook
-
Buying group
6–10 contacts mapped per account · scored individually
-
Ad-platform integration
LinkedIn · Google · Microsoft · Meta · auto-refresh
-
SDR enablement
Engagement-triggered alerts · content history · sequence
Renewal conversation: the platform is now central to pipeline reporting.
Companies invest six figures into 6sense or DemandBase, and end up with an account list. Sales gets a weekly export of "in-market accounts." A few campaigns get retargeted. Six months later, the platform contract is up for renewal and the conversation gets uncomfortable.
The platforms work. The deployment around them is where the value leaks.
Three things break the chain:
The intent feed isn't integrated with the campaign layer.
Surging accounts should be triggering LinkedIn campaigns, paid search retargeting, contact-level outreach, and SDR sequences — automatically, in coordination. Most setups handle one or two of these manually.
The sales handoff is a list, not a playbook.
Sales gets the account list. They don't get the engagement history, the buying-group map, or the outreach context. The conversion rate looks the way you'd expect.
The signal layer
The account signal. How it flows to sales.
Account-based ABM produces the broadest signal in the stack: which companies are in market and trending toward a purchase decision. That signal is worth nothing if it stays in the platform dashboard. We wire it to ads, to the SDR team, and to your CRM — so every layer of the funnel is working from the same intelligence.
Signal produced
Account intent score
6sense or DemandBase flags which accounts in your TAM are actively researching your category — ranked by intent score, topic cluster, and firmographic fit. Updated daily.
SDR trigger
Threshold alert with context
When an account’s intent score crosses a defined threshold, an alert fires to the SDR team — including the company’s firmographic profile, the topics triggering the signal, and the recommended outreach sequence.
CRM sync
Account intelligence in every call
Account-level intent signals sync daily to your CRM. Sales enters every conversation with the account’s engagement history, intent trend, and topic clusters — not a cold account name on a list.
Methodology
How we run 6sense and DemandBase.
Five components. The platform is the input. The system around it is what produces pipeline.
Live · Account intent waterfall
01
configuration
Platform deployment or audit.
If you have 6sense or DemandBase, we audit the configuration: ICP definition, scoring model, integrations with CRM and ad platforms. If you don't, we deploy. The platform's value comes from how it's set up — most deployments leave 30–40% of the value on the table.
02
activation
Intent feed integrated to ad platforms.
Surging account lists pipe into LinkedIn Audience Manager, Google Customer Match, and Microsoft Audience Network — automatically, on a daily refresh cycle. Accounts that go in-market this week are getting paid impressions this week. The campaign layer responds to intent in near-real-time.
03
person-level
Buying-group mapping.
Account intent is the start. Buying-group identification is the next layer. We use LinkedIn Sales Navigator and the platform's contact data to map the 6–10 person buying committee per surging account, then layer messaging sequenced for each role.
04
scoring
Engagement scoring at the person level.
Account-level intent + contact-level engagement = a sharper signal than either alone. We integrate Influ2 or LinkedIn's native attribution to track which person inside which surging account has engaged with what content, when. The signal becomes actionable, not just informational.
05
handoff
Sales handoff framework.
Every account in the priority outreach list comes with: buying-group map, content engagement history, recommended outreach sequence, recent intent signal context. SDRs walk into the conversation with the homework done.
Integration
What we integrate the platforms with.
The platforms ship with native integrations. Most are surface-level. Real coordination requires additional plumbing — and that's where the Pipeline Intelligence team adds value.
Ad platforms
Surging account lists piped to LinkedIn, Google, Microsoft, Meta as audience inputs. Daily refresh.
CRM
Salesforce, HubSpot, or Marketo synced bidirectionally. Account engagement scores pushed back to CRM. Deal-stage signals fed back to the platform.
Contact-Level ABM
Surging accounts feed Influ2 or contact-level targeting tools. Person-level ad delivery layered over account-level intent.
SDR workflow
Outreach, Salesloft, or your motion-of-choice triggered by engagement thresholds. Right person, right moment, right context.
Proof
What this looks like
AMPECO
EV Charging
+58%
cold meetings
+40%
pipeline per outreach attempt
Account intent + contact-level ABM + SDR trigger workflows. Coordinated motion across all three layers.
See the work
Verified Aviation & Aerospace client
Niche industrial
Top-of-funnel quality lift
on a brand-new category
Buying-group reach across engineers and decision-makers.
"They leaned into the complexity. That's rare." (G2 verified.)
Read the reviewCustomer voice
Our clients speak for themselves.
4.9 / 5
"VertoDigital completely transformed our paid acquisition efforts, setting up campaigns across Google, Bing, LinkedIn, 6sense, and more. They built a paid acquisition program that became one of marketing's top three sources of pipeline generation for our business."
Grant Ho
CMO, IRONSCALES · LP, Stage 2 Capital Catalyst
G2 Verified · Jan 2025
Who this fits
Who 6sense / DemandBase ABM fits.
Best fit
- B2B SaaS or B2B technology, $20M+ ARR (ACVs that justify ABM economics)
- Defined ICP, named-account list of 200+ accounts
- Sales-led motion with an SDR or BDR team in place
- CRM hygiene at baseline — account hierarchies, contact-to-account mapping intact
Not the right fit yet
- Sub-$20M ARR with low ACVs — the platform contracts don't pencil
- No SDR team — ABM produces sales-ready signal that needs to be acted on
- ICP not yet defined — the platforms can't score signal against an ICP that doesn't exist
If you're in this column, the Pipeline Assessment will flag what to fix first.
FAQ
Questions B2B marketing leaders ask before signing.
Do we need a 6sense or DemandBase contract before working with you?
No. We deploy or extend whichever platform you have, and can run a comparable program using LinkedIn AI Targeting + Contact-Level ABM if you don't have either. The Pipeline Assessment helps determine the right starting layer.
What's the difference between 6sense and DemandBase in your view?
6sense is stronger on intent data depth and predictive AI. DemandBase has stronger advertising integration. Both work. The choice depends on whether your bottleneck is intent signal or activation.
How long until ABM shows pipeline impact?
Account-level activity (impressions, engagement) shows in 30–60 days. Pipeline impact (sales-accepted opportunities) shows in 60–120 days for most engagements.
Can you operate the platform if our team is running it?
Yes. Many engagements are co-managed — your team owns day-to-day, we own program strategy and the integration layer. Pricing reflects scope.
What if our CRM data isn't clean enough to feed the platform?
We surface this in the Pipeline Assessment. CRM hygiene is a prerequisite for ABM working — if it's below baseline, we'll recommend fixing the data layer first before activating the platforms.
Do you handle SDR enablement?
We handle the framework: account engagement tiers, priority outreach lists, content history, playbooks. The actual SDR work — sequences, calls, emails — sits with your team or your outbound agency.
Can you run 6sense / DemandBase alongside LinkedIn AI Targeting?
Yes — and we recommend it. The two layers complement: the platforms surface in-market accounts; LinkedIn AI Targeting reaches the buying group inside those accounts. Run together, the coverage compounds.
How we engage
Assess. Pilot. Grow.
Day 1
FREE
Pipeline Assessment
Account-level intent analysis. Platform configuration audit (if applicable). ICP audience snapshot. Five days. Thirty-minute debrief.
Day 90
PILOT
ABM Pilot Sprint
Fixed fee. Fixed scope. Platform configured or audited. Intent feeds integrated. First sales handoff framework delivered.
Day 90+
ONGOING
Always-On ABM
Continuous program optimization. Quarterly account list refresh. SDR enablement cadence. 30-day notice from day one.
Commercial guarantee
No 12-month lock-in. No surprise scope fees. Renewal earned quarterly.
30-day notice from day one
Cancel any time. The contract doesn't trap you.
Fixed-fee pilots, no scope creep
What you signed for is what you pay. Always.
Renewal earned every quarter
Pipeline targets reviewed at QBR. The work earns the next quarter.
One last thing
See which named accounts are in-market right now. In five days.
The Pipeline Assessment includes account-level intent analysis tied to your ICP. Whether you have 6sense or DemandBase already, or you're evaluating.
Five business days. No commitment.