← All case studies
Account-Based GTM

From Account Research to Engaged Pipeline

How a half-billion-dollar U.S. services company turned every AE into a full-stack revenue team.

Enterprise IT & Digital Engineering ServicesIT & Digital Engineering ServicesKampaignAIUsh3rSpear
3×
Accounts actively worked per AE
<1 day
From account selection to first informed touch
62%
Increase in meetings booked
$4.2M
Net-new qualified pipeline influenced
Jump to →
OverviewChallengeSolutionWorkflowResults
Judgment precedes execution. The AE decides; OnePgr compresses everything else from weeks to hours.

For a services company selling seven-figure engagements, every account pursuit is a campaign in miniature. The company deployed the OnePgr GTM platform and rebuilt its account pursuit motion as a single, continuous workflow that each AE drives end to end — ten stages, one operator, one system of record.

The challenge

What they were up against.

Judgment trapped behind busywork

Before an AE could have a credible first conversation, someone had to segment the market, build a target list, research each account, identify the buying committee, monitor signals, craft a point of view, produce collateral, and orchestrate outreach — scattered across tools and teams.

Weeks to first touch

AEs depended on marketing for lists and collateral, on SDRs for outreach volume, and on their own evenings for research. Elapsed time between deciding to pursue an account and the first well-informed touch stretched to weeks.

No closed loop

Once a message went out, AEs had little visibility into whether anyone read it, watched it, or shared it internally — and no systematic way to decide what to do next.

The solution

How OnePgr helped.

Deployed the OnePgr GTM platform as a single, continuous ten-stage workflow each AE drives end to end.

KampaignAI generates ICP-scored target lists, deep account dossiers, and buying committee maps.

Ush3r coaches AEs to build a narrative and value hypothesis before any outreach ships.

Spear orchestrates multichannel execution across email, LinkedIn, and phone.

Engagement intelligence feeds live account scores and specific next-best-action recommendations.

The workflow

Ten stages. One operator.

AE workflow on OnePgr
Discover · KampaignAI
01

Research segments

AEs define and explore market segments — industry, size, tech footprint, geography, and buying behavior — using research agents instead of receiving static lists from marketing.

Discover · KampaignAI
02

Target account list

KampaignAI generates a ranked target account list scored against ICP. The AE curates rather than compiles — accepting, rejecting, and reprioritizing in minutes.

Discover · KampaignAI
03

Deep research

Structured account dossier: business priorities, recent announcements, tech stack, org changes, competitive context, and likely initiatives — delivered as a reviewable brief.

Discover · KampaignAI
04

Map contacts

Full buying committee mapped — economic buyers, champions, technical evaluators, influencers — with verified email, LinkedIn, and phone coordinates.

Discover · KampaignAI
05

Run signals

Continuous monitoring for leadership changes, funding events, hiring spikes, and intent signals. Signals re-rank the list daily so AEs focus on warm accounts.

Decide & Create
06

Build narrative

Ush3r coaches the AE to a point of view and value hypothesis that anchors every touch. Every subsequent asset inherits this narrative — one coherent story, not disconnected pitches.

Decide & Create
07

Generate collateral

Personalized video and account microsite tailored to each persona, produced in minutes. Collateral that once required a designer, writer, and two-week turnaround.

Execute · Spear
08

Outreach via Spear

Sequenced multichannel execution across email, LinkedIn, and phone — personalized from research and narrative, paced to each contact's role in the buying committee.

Learn · Engagement Loop
09

Engagement intel

Who opened, watched, read, forwarded — by contact and by account. Every touch instrumented with visibility at contact and account level.

Learn · Engagement Loop
10

Score & next action

Live account engagement score. Ush3r recommends the specific best next move — call the VP who watched twice, send the case study to the architect on the security page.

Results

What changed.

A morning in the life of an AE

By 9:15 a.m., an AE has reviewed overnight signals, seen a target account announce a new digital transformation initiative, pulled the refreshed research brief, and confirmed the buying committee map. By 10:00, Ush3r has helped sharpen the narrative and the platform has generated a personalized video and microsite.

Full-stack account owners

AEs stopped negotiating with internal teams for lists and collateral, and started operating as full-stack owners of their accounts. Sales leadership gained a single view of which accounts were genuinely engaging.

Why it works

Principles that compound.

01

Judgment precedes execution — outreach is grounded in the AE's judgment about the account and story, not templated volume.

02

One continuous chain — segments, lists, research, contacts, signals, narrative, collateral, outreach, and engagement live in one workflow.

03

Narrative-first personalization — every channel tells the same coherent story to the same buying committee.

04

Closed feedback loop — engagement data converts into a score and a specific recommended next action.

“What used to take three teams and three weeks, our AEs now do before lunch — and they do it better, because every touch is grounded in research and every follow-up is grounded in real engagement data.”

— Sales Leader, Enterprise Services Company

Want results like Enterprise IT & Digital Engineering Services?

Start with a proof offer — 40 accounts, 8–12 weeks, written verdict.

Get Started