Enterprise buyers see every channel.
An enterprise buyer's inbox sees 60+ cold emails a week. Their LinkedIn sees 30+ connect requests. Their calendar sees 5+ booth invites and 2+ dinner invites at every conference. A siloed motion — email-only, LinkedIn-only — disappears into the noise.
The motion that breaks through is multi-touch and multi-channel, sequenced so each touch references the last. The buyer sees you in email this week, on LinkedIn next week, in-person at the conference, and at a dinner the night before. The cumulative effect is recognition, not noise.
Most agencies can't run this because they're organized by channel — the email team doesn't talk to the LinkedIn team, neither talks to the events team. We run it as one engineering motion in your Slack.
Sequenced. Not blasted.
- 01EmailSequenced opener + value drops
Multi-touch email sequences from your team's domain, written off per-account signals. We open the conversation — recent funding, a hire, a podcast quote, a regulatory filing — and drop value in subsequent touches. 50-125 words per email. Plain text. Reads like your most thoughtful rep.
- 02LinkedInParallel warm-up + champion approach
Paired connect requests + InMail sequences running on the same week-by-week cadence as email. Champion approached via LinkedIn first; decision-maker via email with LinkedIn warm-up. We track view-back rates, connect-acceptance, and InMail responses as separate signals from email replies.
- 03In-personConferences, booths, walk-ups
Pre-event ICP scoring against attendee lists. Per-account meeting requests routed 3-4 weeks ahead of the event. Day-of coordination from your shared Slack — engineer on-floor or remote, briefing your reps account-by-account. SaaStr, ULI, YC events, RSA, HLTH, industry-vertical conferences.
- 04VIP dinnersInvite-only executive events
Curated 10-12 person executive dinners during conference weeks or at major hubs. Venue sourcing, invite outreach, RSVP, on-site coordination, post-event nurture. Beats a $20K booth on conversion for ABM-grade accounts. See VIP dinners + side events for the dedicated service.
- 05Post-event + signal-drivenFollow-up routing + intent capture
Every signal — open, reply, forward, attendance, badge scan, LinkedIn view — flows back into the per-account orchestration. We don't just blast and hope. The next touch is shaped by what the last touch surfaced. Hot leads route to your AEs in minutes; cold accounts get paused before you burn them.
Different stakeholder. Different sequence.
Within each account, we map and sequence to the four stakeholders that move enterprise deals. Each gets a different message, on a different channel, at a different cadence.
| Role | Channel | Cadence | Goal |
|---|---|---|---|
| Champion | LinkedIn first, then email | Weekly touch, 4-8 weeks | Build trust, share value, secure internal advocacy |
| Economic buyer | Email first, then LinkedIn warm-up | Bi-weekly touch, 6-12 weeks | Surface ROI signal, secure meeting via champion |
| Technical evaluator | Email with technical proof | Triggered by champion meeting, then weekly | Validate fit, address objections, expand pilot scope |
| Blocker / detractor | Targeted thought leadership | Quarterly check-in, low-pressure | Neutralize objection, build long-term familiarity |
50-account universe. Nine closed deals in 90 days.
The customer. A Series A AI infrastructure company selling vertical software to U.S. data-center operators. The total universe was 50 active funds, each operating between $1B and $5B in assets.
What we did. Per-account research dossiers. Champion-mapped per logo with parallel email + LinkedIn cadences (4-8 week sequences). Invited 35 executives to an industry summit + four invite-only executive dinners spread across the 12-week window. Engineer on-floor at the summit running real-time follow-up coordination from Slack. Post-event signal tracking against each account.
The result.9 deals closed in 90 days from a 50-account universe. Zero burned accounts — the multi-channel motion meant no single channel got blasted enough to trigger a champion to write us off. Documented playbook the customer's first GTM hire is now running internally.
Practical questions.
How is multi-channel different from running email + LinkedIn in parallel?
Generic agencies run channels in parallel — same copy on both, same cadence. We sequence them per account and per stakeholder. The champion gets LinkedIn first. The decision-maker gets email with LinkedIn warm-up. The technical evaluator gets triggered by the champion meeting. Different stakeholders, different channels, different timing, custom per logo.
Do I need an existing CRM?
Yes — we plug into HubSpot, Salesforce, Pipedrive, Attio, Close, or anything with an API. Per-account stakeholder mapping and signal tracking get logged against the account, not in a separate spreadsheet. Your reps see the full motion in their CRM.
How does this fit with small-TAM ABM?
Multi-channel is the operating motion underneath small-TAM ABM. If your universe is under 1,000 accounts, you need multi-channel orchestration per account — generic outbound burns the universe. See Small-TAM ABM for the full motion targeted at that buyer.
What channels do you not run?
We don't do paid social, paid search, or display. Those are demand-gen, not multi-channel ABM. We don't do cold dialing as the primary channel — it's a complement, not the foundation. We don't do generic webinars or content syndication.
What if my buyers aren't on LinkedIn?
Some buyers aren't — 50-year-old distributor execs, for example. The channel mix adjusts: email becomes primary, with phone follow-up, in-person at industry trade shows, and side-event hosting where the buyer ecosystem gathers. Channel selection is part of the engagement scoping.
Tell us the channels you're running. We'll orchestrate the rest.
Thirty minutes on your accounts, your stakeholders, and your sales cycle. We'll scope the per-account sequence and the channel mix that fits.