Growth-Changing Demand Generation
Through Integrated Account-Based Funnel Management
Scratch accelerates your company growth trajectory by improving your marketing + sales performance
We help you build your demand generation machine, and create a seamless flow between your marketing and sales so you can land and expand the accounts that matter most to your business.
It’s not just Account-Based Marketing (ABM) or Account-Based Sales Development (ABSD) — We help you build, and get the most out of, your Account-Based Funnel Management (ABFM):
- Align sales + marketing around accounts
- Increase productivity, average deal sizes + conversion rates
- Track everything to make decisions based on accurate, real-time data
- Efficiently allocate your marketing budget
Your Resident ABFM Pros
Experience in growing sales + marketing for B2B software companies — from $10 to $16 million with 1,400+ customers
(Inbound + Demand Gen) x Account-Based = Predictable Revenue Growth
We believe passionately in systems, process + analytics
Featured ABFM Content
ABFM Services Offered by Scratch
LAUNCHING YOUR FIRST ACCOUNT-BASED PILOT
- Choosing + identifying your ideal customers — net new, or within your prospect database
- Designing + developing engaging content throughout your buyers’ journey
- Determining your optimal channel mix + best ABFM toolset
- Launching + optimizing your pilot for growth
GROWING YOUR MARKET INFLUENCE WITH TARGET + KEY ACCOUNTS
- Targeted PR + thought leadership programs
- Content development for specific accounts or segments
- Nurture content for on-going engagement
- Account-based advertising: laser-focused branding + demand generation programs (content syndication, paid social, SEM)
OPTIMIZATION OF YOUR ABM + ABSD PROCESS / TOOLS PERFORMACE
- Establishing scalable systems + processes
- Aligning sales + marketing
- Measuring your entire funnel — from first touch to close + all the way to expansion
ABFM Metrics + KPIs
We help you start and scale your ABM and ABSD with the right metrics and KPIs

LEAD GEN METRICS
- Impressions / CPM
- Click-through rates
- Unique visitors
- Net new leads
- Inbound inquiries
- Downloads
- MQLs
ACCOUNT-BASED FUNNEL
- Number of Target Accounts
- Number of Opportunities
- Close Rates
- Lifetime Value
ACCOUNT-BASED VELOCITY
- Marketing penetration across accounts
- Optimal number of touch-points
- SDR capacity + performance
ABFM Analytics in Action
You cannot manage ABM + ABSD if you cannot measure your funnel — from first touch to close. Ask us how we can equip you with the powerful analytics that will help you land and expand the accounts that matter most to your business, including CAC and LTV.
Account Timeline

Want to Learn More About ABM at Scratch?
Check out the Scratch Blog to discover all of our latest marketing insights, musings and recommendations
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