DealIQ · Account Intelligence

Account Intelligence, ABM & Growth: Win Target Accounts and Grow the Ones You Have

Your cheapest revenue sits in accounts you already have and target accounts you already named. This workflow keeps both researched, mapped and acted on before the moment passes.

In pilot with a customerDelivered as a managed workflowAccount briefs prepared for the seller to act on

NX Nexora Cloud Existing customer · £120k ARR · renews in 74 days Account brief

Stakeholders

DMDana Mehta RKRaj K new + economic buyer not engaged

What changed

Product usage up 22% this quarter

Champion engagement dropping

New VP joined on the buying side

Recommended playExpansion: usage supports an upsell, multi-thread the new VP before renewal.

Kept current

The problem it solves

Treated as strategic, handled reactively.

Two things get treated as strategic and then handled reactively. Named target accounts get researched the night before a meeting, with stakeholder maps living in one AE’s head. And existing customers only get attention when a renewal looms or they ask to buy more, which means you’re being sold to rather than selling. Both are the same problem: nobody has time to keep a rolling picture of what’s happening inside a set of accounts.

Target accounts

Researched last-minute

Pulled together the night before a meeting.

In one head

Maps not shared

Stakeholder maps live in one AE’s memory.

Existing base

Attention too late

Noticed only at renewal or when they ask to buy.

The result

Sold to, not selling

You react to the moment instead of driving it.

This workflow keeps that picture current and turns it into specific actions for whoever owns the account, winning a target account or growing an existing one .

How the workflow works

A rolling picture, turned into a play.

Click any step to see what happens under the hood. The workflow keeps a live picture of each account, detects the moments that matter, and hands the owner an account brief with the play.

→→→→→

Step 1: Define the account set

Named target accounts, existing customers, or both. Agreed with you, not scraped.

What it connects to

The signals that predict expansion and churn.

Connects your CRM, email and account history, with product usage, billing and support data brought in where available and relevant, the signals that predict expansion and churn. Typical connections: CRM, email and calendar, data and enrichment, product analytics, billing, support/CS, Slack or Teams.

CRMAccounts, contacts, activity

EmailSending & inbox

CalendarMeetings & booking

LinkedInSocial touches

Data & EnrichmentFirmographics & contacts

Email VerificationValidate before send

Sending InfrastructureDeliverability protected

SlackAlerts & approvals

TeamsAlerts & approvals

Confirmed during scoping.

What powers it

Skills and agents, working as one system.

Composable skills feed the account agents. Together they run the motion from account set through to a routed renewal, expansion or win-back play.

Skills

Composable capabilities the workflow draws on.

Pipeline ReviewScoreResearchReach OutMap ContactsHandle ReplyAccount GrowthClear My Desk

Agents

Intelligent components that act on the skills.

Account Growth

Surfaces renewal, upsell, cross-sell and win-back plays across the base.

Surfaces plays

Buyer Mapping

Keeps the stakeholder map current and flags where the relationship is thin.

Maps stakeholders

Skills→Agents→Workflow→Outcomes

Researched. Mapped. Grown by system.

Target accounts that stay researched

Not rebuilt from scratch before every meeting.

Stakeholder gaps made visible

You learn you’re single-threaded before the champion leaves.

Renewals with a plan

Surfaced early enough that the conversation is about value, not price.

Expansion that’s systematic

Growth conversations happen because a signal fired, not by luck.

Who it’s for

Built for the teams that own growth.

If your best accounts drift until a renewal or a request forces attention, this workflow keeps them live.

AEs & CSMs

Own expansion and renewal.

Wants growth by system

ABM / named-account leaders

Running a named-account motion.

Wants accounts always ready

SDR / BDR Teams

Focused on net revenue retention.

Wants NRR they can rely on

Grow from existing accounts by system, not by luck.

FAQ

Frequently asked questions

Is this ABM or account growth?

Both, on the same engine. Keeping a named target account researched and mapped is the same work as keeping an existing customer researched and mapped. One targets a win, the other targets growth.

Where does Grow My Accounts fit?

Inside this workflow. Renewal risk, upsell, cross-sell and win-back are the growth plays it produces for your existing base.

What data does it need?

CRM, email and account history is the baseline. Product usage, billing and support data make it sharper where available, but aren’t required to start.

How mature is this workflow?

It’s running as a pilot with a customer today, preparing account-level briefs AEs use to inform their accounts. We’re clear about what’s proven versus configured for your environment.

Win target accounts and grow the ones you have.

Book a walkthrough. Bring your top ten accounts and we’ll show you what a current account brief looks like for one of them.