Aeion CRM for Account-Based Marketing
ABM flips the funnel — pick the accounts you want, then market to them. Aeion ships ABM primitives natively: target account lists (saved company filters), multi-buyer relationship mapping (each company has N contacts in different roles), intent signal aggregation (page visits + email engagement + tech-stack detection), multi-channel orchestration (email sequences + ads + Slack notifications), ABM-specific reporting (account-level engagement + pipeline progression). No need for a separate $50-200K/yr ABM platform like 6sense or Demandbase for the core capabilities.
The ABM Operating Model
ABM differs from inbound marketing in five ways:
Target Account List (TAL) Setup
Build a TAL as a saved filter on your companies list — no separate list-building tool required.
Multi-Buyer Relationship Mapping
Each target account has a buying committee. Aeion gives you the primitives to track it — mapping the committee itself is rep-driven, not automatic.
Intent Signal Aggregation
When a target account starts showing buying behavior, you want to know. Here's what Aeion tracks natively today, and where the gaps are:
Multi-Channel Orchestration
ABM coordinates across channels. Here's what's actually native versus what still needs a human or a separate tool:
ABM Reporting
ABM metrics differ from inbound metrics.
FAQ
Mostly. Aeion ships the first-party intent + orchestration + buyer mapping + reporting. The unique value of 6sense / Demandbase is their proprietary third-party intent data (showing accounts researching topics across the web). For that specific data, integrate via Singularity or buy a smaller intent feed (Bombora ~$30K/yr) and pair with Aeion.
Typical: 100-500 for mid-market sales teams; 500-2,000 for enterprise sales teams. Above 2,000 = back to inbound territory (probably ICP too broad).
LinkedIn Sales Navigator helps identify; Aeion's contact enrichment can suggest a likely job title and profile details via AI research (tagged as an unverified suggestion, not a live LinkedIn data pull); reps manually identify decision-makers through conversations. Coverage of buying committee correlates strongly with win rate.
Email engagement via Aeion sequences (opens, clicks, replies) and manually-logged events (booth visits, etc.) are native today. Aeion doesn't ship a page-visit tracking script or product-usage instrumentation for CRM out of the box — bring those in via Singularity or your own event pipeline if you need them. Per-contact intent scoring runs at the contact level, not rolled up into one account-level number.
Both. Aeion's AI drafts personalized first lines per contact based on their role + recent activity; sales rep reviews + edits before sending. AI does the heavy lifting; human adds the final 10% of polish.
Yes. Aeion supports both pipelines. TAL accounts get ABM treatment; non-TAL leads get standard inbound flow. Sales reps split time per allocation rules.
ABM is designed for high-AOV ($50K+) accounts where the personalized investment pays back. For SMB / mid-market, lighter-touch ABM (account-tier-based, not 1:1 personalized) works.