Glossary
What is Account-Based Marketing (ABM)?
Account-based marketing (ABM) is a B2B go-to-market approach that concentrates sales and marketing resources on a defined set of high-value target accounts instead of casting a wide net across an entire market.
Quick definition
Account-based marketing (ABM) is a B2B go-to-market approach that concentrates sales and marketing resources on a defined set of high-value target accounts instead of casting a wide net across an entire market.
Why ABM pairs with technographics
ABM works best when the account list is precise. Technographic signals — such as Shopify, HubSpot, or React usage — help teams prioritize companies that already match their ICP and product fit.
Instead of buying generic contact databases, teams can start from accounts that run complementary tools and then unlock contact details only for those accounts.
Practical takeaway
Use technology filters to assemble an ABM target list, unlock contacts for priority accounts, and export the result into your CRM or outreach sequence.
Related terms
Ideal Customer Profile
An ideal customer profile (ICP) is an evidence-based description of the type of customer or B2B account most likely to gain substantial value from an offering and deliver strong acquisition, retention, expansion, and service economics for the seller.
Technographics
Technographics are data describing the software, platforms, and digital tools a company uses — especially those detectable on public websites — used to segment markets and prioritize B2B outreach.
Lead
A lead is a person, company, or account identified as a possible customer because it matches basic targeting criteria or has shown a relevant signal, but has not yet been fully qualified as a sales opportunity.
Keep exploring
Browse the full technographic glossary or follow the B2B prospecting playbook to search by stack and unlock leads.