When a company is staring at a botched Salesforce rollout, a HubSpot migration nobody owns, or a self-built org they've outgrown, the deal is not won by waving the same Diamond or Elite badge every partner on the shortlist also holds. We name the accounts at that implementation inflection, map the full committee — the RevOps practitioner feeling the pain, the economic buyer weighing you against an in-house build or a rival SI, the security and procurement reviewer vetting who gets to touch the CRM data, and the platform's own account executive who routes the referral and influences who gets shortlisted — and run campaigns that differentiate you past the badge and answer the one fear under every deal (will this firm break our revenue operations) before the first call, then track engagement account by account in your CRM through the data-handling review and the platform co-sell conversation where these deals actually move. Built for long, committee- and platform-influenced implementation deals, measured in CRM-tracked revenue, not directory views or marketplace stars.
We start with your economics and delivery reality: average implementation value, your project-versus-managed-services mix, your platform and product-cloud focus (Salesforce, HubSpot, Dynamics, NetSuite), how much pipeline today is rented from the platform directory and AE referrals you don't control, the long committee-influenced cycle and exactly who sits on it — including who runs the security and data-handling review and how much the platform AE shapes your shortlist — and how many named accounts your consultants can genuinely work. We map any existing account efforts to find where a practitioner engaged but the deal died in a security review, or where the list was full of accounts that were already live and stable with someone else.
We hold your situation against the account-based and demand programs we've run across implementation and consulting firms, including Salesforce partners. A boutique Sales Cloud specialist rescuing ten enterprise accounts from failed rollouts is one playbook; a HubSpot partner running one-to-few across fifty mid-market firms migrating off a self-built org is another. That pattern-matching tells us fast whether your real constraint is trigger-based account selection, committee coverage (especially the security gate), differentiation past the partner badge, the failed-implementation fear, or dependence on the platform's own referral engine — and which tier model fits — so the plan is benchmarked against deals that actually closed, not guessed.
We commit to the target list, the tier model, and the channel mix that fit your buyer and your delivery capacity — and we deliberately scope it down. A focused one-to-one program against the handful of accounts at a live implementation trigger, whose deal size justifies deep personalization and a proper security-and-proof track, beats a thin one-to-many sprayed across a list no consultant can follow up on. We decide where the first effort goes, which accounts lead, and how we'll work the platform relationships that feed the referral — given the trigger won't stay open forever and a rival certified partner or the platform's own AE is competing for the same decision.
We stand up the program as a system: the trigger-selected account list, the multi-sided committee maps, the platform-relationship plays, the account research, the implementation-credible and fear-answering content, the data-handling and adoption proof for the security gate, the multi-threaded engagement sequences from warm-up to activation, the handoff rules to your consultants and founder, and account-level CRM tracking with the security review and the co-sell conversation as discrete stages. The bar is that a RevOps practitioner on a target account reads it and thinks 'this firm has done exactly our migration,' the economic buyer sees a de-risked alternative to building in-house, the security reviewer sees a partner they can trust with the CRM data, and the platform AE sees an obvious firm to recommend. Then we launch against named accounts whose trigger is open.
Each cycle we combine account-level CRM data with direct feedback from your consultants, delivery leads, and sales team on which accounts and which threads moved. We drop accounts whose trigger closed or who renewed with an incumbent, double down on the ones warming across the committee, refine the messaging each part of the room responds to, strengthen the platform relationships that are surfacing referrals, and act on where accounts are stalling — most often a security or data-handling review we can see because we instrumented it. The program compounds because it's optimized against account engagement and signed implementation contracts, not directory views or marketplace stars — and it holds up across the long, committee-gated CRM cycle.
We've run account-based campaigns across 60-plus B2B tech engagements and spent 9-plus years marketing implementation and consulting partners — including Salesforce consultancies — to RevOps, revenue, and security buyers, so we don't build your account list or committee map from a blank page. We already know the winnable trigger here is a platform-anchored implementation event (a stalled or botched rollout, a migration, an outgrown self-built org, a new RevOps leader, a mandated upgrade) rather than a product-purchase window, that the committee runs from a RevOps practitioner up through an economic buyer weighing build-vs-buy and a security reviewer gating data handling — with the platform's own AE influencing the referral from outside the org — and which personalization differentiates you past the badge versus which reads as a faster 'certified Diamond partner' pitch. That memory is the same one that took Synebo, a Salesforce consultancy, to 500% more SQLs and #1 on Google with no link-building. We know what a credible target list looks like for a CRM partner before we touch yours.
Before we launch a single play we diagnose whether ABM is even your constraint — and the CRM-consultancy failure modes are specific. Sometimes the accounts had no live implementation trigger, so the fix is trigger-based account selection, not more outreach. Sometimes the practitioner engaged but the deal died in a security and data-handling review the program never spoke to. Sometimes the economic buyer chose an in-house build because the failed-implementation fear was never answered with proof. Sometimes the platform AE quietly recommended a competitor because you were never on their radar as the obvious partner for that vertical. And sometimes the real bottleneck is that every touch still says 'certified, Diamond, 200 projects,' so the constraint is differentiation off the badge, not targeting. Because we've seen these patterns across implementation and consulting firms, we usually name the real constraint in the first weeks instead of personalizing campaigns at accounts that were never leaving their current partner.
An account-based program for a CRM consultancy reaches a multi-sided committee — and a platform relationship — through whatever each part trusts: LinkedIn to target the exact RevOps, revenue-leader, security, and procurement titles on a named account; founder- or principal-consultant content with enough implementation depth to earn a practitioner's respect; outcome-led case studies and an executive 'how to de-risk a CRM project' narrative for the economic buyer; data-handling, security, and adoption-guarantee proof packaged for the procurement gate; warm co-marketing and partner-sourced plays that keep you visible to the platform AE who routes referrals; one-to-one assets tied to the account's actual platform and the integration they're worried about; and tightly scoped account-level ads. But the mix follows what you sell and who decides: ten enterprise accounts mid-re-platform run one-to-one looks nothing like a one-to-few program across fifty mid-market firms recovering from a failed rollout — and a managed-services motion is courted differently than a one-time implementation. We choose the channels and tier model that fit your account count, average implementation value, project-versus-retainer mix, and your consultants' capacity to actually work named accounts, and we leave out what only adds cost without reaching the room or the AE.
In a CRM consultancy the people who know whether a target account is real are your solution architects, your delivery leads, your sales team, and often the founder — and frequently the platform partner manager who tipped you off — not a dashboard, so the loop with them is the program. We build the account list and committee map with them, review every cycle which named accounts engaged and which went quiet, read which threads opened inside an account and whether it was the RevOps practitioner, the economic buyer, security, or procurement who warmed, and listen to the exact objections the room raised — 'we're considering building this in-house,' 'your tier is the same as the incumbent's,' 'how do we know you won't break our pipeline data in the migration,' 'security hasn't approved giving you org access,' 'our Salesforce AE recommended someone else.' That feedback rewrites the next cycle's targeting, the messaging for each part of the committee, and which contacts — and which platform relationships — we pursue.
We instrument ABM at the account level in your CRM, not as a pile of lead metrics — which matters more for a CRM consultancy because the deal runs a long, committee-influenced cycle and stalls, more often than not, in a data-handling or security review weeks after the marketing touch that surfaced it, and because so much pipeline arrives through the platform's directory and AE that owned account engagement is easy to lose in referral noise. So we give those stages their own tracked statuses, keep platform-sourced and marketing-sourced account engagement legible on the same line, and watch each account move through: which target accounts went from cold to engaged, how many committee members each activated and whether it was the practitioner, the economic buyer, or the security gate, where each account is stuck, and how ABM-touched deals close versus the rest. Across our book that account-level discipline is part of how we've tracked $30M-plus in CRM-tracked, marketing-led revenue — and it's how we tell you honestly which accounts to keep working and which logos to drop.
Strategy first, channels second, sales feedback always. We measure by the qualified demand and revenue we can trace back inside the CRM.
Our founder led their marketing as Head of Marketing, running a 7-person team across SEO, demand gen, and paid — $1M/year in marketing revenue. Re-engaged in 2026 and halved cost per MQL and SQL.
ServicesFractional CMO · SEO · Demand Generation · Paid Ads
Senior operators on every account. Never a junior pod.
Rebuilt inbound from scratch — 100% YoY SQL growth, 207% more traffic, domain rating from 12 to 45, and 141 articles shipped.
ServicesFractional CMO · SEO · Demand Generation
“We've seen a 207% increase in web traffic and our domain rating improved from 12 to 45.”
Took a referral-only firm to a real new-business engine — 5 deals and $240K revenue from Meta in a year, plus 2–4 SQLs/month from ChatGPT.
ServicesMeta Ads · Fractional CMO · AI Search
“Their expertise and proactiveness have impressed our team.”
Positioned them as the recommended Salesforce partner inside the major LLMs — two $1M enterprise deals closed from ChatGPT in a 3-month engagement.
ServicesAI Search · Fractional CMO · Meta Ads
“They operated with the discipline and initiative of an internal senior marketer.”
Built the marketing function from zero — website, SEO, paid, AI search — from 166 to 2,513 monthly clicks and 3 enterprise deals won.
ServicesFractional CMO · SEO · AI Search · Meta Ads
“They defined a clear marketing strategy and established our unique value proposition.”
Turned Salesforce-niche SEO into a deal channel — 2.73× traffic and MQL-to-SQL conversion up from 17% to 29%.
ServicesSEO · Content Marketing
“We have started receiving our first inbound requests.”
Restructured the marketing team and shifted to lead-driving SEO — doubling client count and growing SQLs 133% in nine months.
ServicesSEO · Fractional CMO
Switched them from brand-awareness content to lead-driving SEO — 20 of 25 service pages ranked top 5 and the first deals closed from organic.
ServicesSEO · Fractional CMO · Content Marketing
“XQL Group's marketing expertise is a hallmark of the engagement.”
Stood up SEO as a new acquisition channel — domain rating 27 to 44, 50+ leads, and 88 articles in nine months.
ServicesSEO
“Their subject matter expertise is highly impressive.”
After six months of zero results from another agency, we delivered +70% Google clicks and grew AI-assistant traffic from 10 to 154/month in three months — and the first SQLs from SEO.
ServicesSEO · AI Search
Meta appointment funnels at scale — 466 leads and over 100 booked sales conversations from a single paid channel.
ServicesAppointment Funnels · Meta Ads
“They've brought structure, strong execution, and constant initiative.”
Set up marketing from zero — positioning, website, LinkedIn social selling, and an ABM campaign that landed four new clients fast.
ServicesFractional CMO · ABM · LinkedIn
“Their ability to combine strategic vision with hands-on execution was particularly valuable.”
Positioned a small studio in a niche AI-search category — recommended by LLMs for 2 commercial keywords, landing a big client in one month.
ServicesAI Search · AEO/GEO · Website
“They knew how to approach AI search practically, not just in theory.”
Recommended by every major AI assistant for 3 commercial keywords, plus a deal closed from Meta appointment funnels.
ServicesAI Search · Appointment Funnels
“What impressed us most was their deep specialization with software development companies.”
Positioned for an important commercial keyword and recommended by the major AI assistants within a single month.
ServicesAI Search · AEO/GEO
Took over marketing as their agency after an unsuccessful in-house run — GTM strategy, paid funnels, AI search, and LinkedIn delivered 75 leads and the first qualified pipeline.
ServicesFractional CMO · GTM Strategy · Appointment Funnels · AI Search
A targeted ABM campaign booked 13 conversations with ICP accounts and opened three opportunities in two months.
ServicesABM
Repositioned the agency, revamped the site, and built appointment funnels that booked qualified intro calls at just $34 each.
ServicesAppointment Funnels · Positioning · Website
A custom AI-assistant paid funnel produced 76 leads and 34 booked appointments at $123 per call with an ICP.
ServicesAppointment Funnels · Meta Ads
Meta appointment funnels delivered 35 leads at a $42 CPL and closed two deals on modest spend.
ServicesAppointment Funnels · Meta Ads
Thanks to XQL Group's efforts, we've seen a 207% increase in web traffic and an improvement in domain rating from 12 to 45. The team has successfully optimized our SEO strategy and gained around 160 backlinks. Overall, they're responsive and thorough in their project management.
Since working with XQL Group, our domain rating has improved from 27 to 44. In addition, we've seen a 15% increase in monthly traffic within nine months. The team completes work on time and within the agreed budget. Moreover, their subject matter expertise is highly impressive.
XQL Group's efforts have resulted in 44 leads from paid campaigns and improved web traffic from Germany by 5x. The team is responsive, quickly surfaces issues, and communicates regularly through chats and virtual meetings. Their expertise and proactiveness have impressed our team.
Organic traffic has increased by 10–15% each month, and we have started receiving our first inbound requests. XQL Group's optimization tips have also helped improve keyword rankings, and internal stakeholders are impressed with the team's collaborative approach.
XQL Group has successfully defined a clear marketing strategy and established our company's unique value proposition. The team has also helped hire critical specialists for our marketing team. They are communicative and organized, and their expertise in the tech industry is impressive.
Thanks to XQL Group's efforts, we have defined our marketing strategy and hired key developers for our website. The team has launched retargeting campaigns on LinkedIn and developed a strong content marketing strategy. XQL Group's marketing expertise is a hallmark of the engagement.
They were not just talking about AI search in theory; they knew how to approach it practically.
What impressed us most was their deep specialization in working with software development companies.
They've brought structure, strong execution, and constant initiative to improve outcomes.
They operated with the discipline and initiative of an internal senior marketer.
Their ability to combine strategic vision with hands-on execution was particularly valuable.
Their focus on results and true interest in making things work set them apart.
XQL Group's project management was exemplary.
The quality of their work is consistently high.
They solve different problems and work best layered. SEO and AI Search earn buyer-intent attention across the market so firms find you when they search a migration, adoption, or platform-comparison problem — it's how we took the Salesforce consultancy Synebo to 500% more SQLs and #1 on Google with no link-building. Appointment funnels book sales-ready meetings from the slice already shortlisting a partner. Platform referrals and the AppExchange or Solutions Directory send leads you don't fully control. ABM sits above all of them: instead of waiting for a buyer to surface, you name the specific accounts at a live implementation trigger, treat each as a market of one, and orchestrate marketing and your consultants to engage the whole committee — the RevOps practitioner, the economic buyer weighing an in-house build, and the security reviewer who gates the data — while keeping the platform AE who routes referrals on your side. The difference is what you measure — not directory views or cost-per-meeting, but account engagement and committee coverage on a named list, tracked account by account in your CRM through the security review and the co-sell conversation. For a long, high-value implementation deal, a handful of the right in-market accounts can outweigh a quarter of broad leads or rented referrals.
That timing problem is the whole point of selection for a CRM consultancy, so we build the list with your consultants and sales leads around trigger signals that mean an implementation decision is genuinely live — a botched or stalled rollout being rescued, a migration off legacy or a self-built org, an acquisition merging two CRMs, a new RevOps or revenue leader who inherited a mess, a platform-mandated upgrade with a deadline, an integration that broke and is now costing deals, an expiring contract with an incumbent partner — combined with fit, product-cloud focus, and your minimum implementation value. We then tier the list: one-to-one for the few strategic accounts at a live trigger whose value justifies deep personalization and a real security-and-proof track, one-to-few for clusters sharing a trigger (everyone migrating off the same legacy system, say), one-to-many for a broader in-market segment. A target list of accounts actually facing a CRM decision now, and that your consultants will follow up on, beats a long wishlist of logos that are live and stable with someone else.
It will if it's built on those same claims, which is why we start with positioning before we touch the account list. An ABM program that personalizes the first line but still ships 'certified Diamond partner, 200 implementations' content gives a committee no reason to pick you over a wall of identical badges — and frequently lands right next to a marketplace listing that flattens you into a star rating the platform controls. We help you stake out a specialization the shortlist can't all claim — a vertical you've implemented repeatedly, a product cloud you own (Sales Cloud, Service Cloud, CPQ, Marketing Cloud), or a migration or integration scenario you're demonstrably best at — and frame your certifications as evidence of outcomes rather than a logo wall. Then we build the account-based content around it, so a buyer at a target account weighs why you specifically instead of which Diamond partner ranks highest in the directory. Targeting the right accounts can't rescue a message that sounds like every certified firm in the category — which is exactly why repositioning off the badge is the first thing we fix.
We treat the platform AE or partner manager as a real member of the buying committee, because on most mid-size and enterprise CRM deals they are — they decide which SI gets the warm introduction and the co-sell, and they can route a referral past you overnight. So an account-based program here has two jobs at once: multi-thread the committee inside the target account, and keep you visible and credible to the platform relationship that feeds the shortlist. We arm the AE with the same thing the committee needs — clear vertical positioning, visible proof in that domain, and references they can stand behind — so you become the obvious, low-risk partner to recommend, not a name they're unsure of. At the same time we build owned account demand so you're not dependent on that introduction. Ignore the platform relationship and you lose the referral that shortlists you; depend on it entirely and you have no pipeline of your own. The program does both, and tracks deals from either source through to closed-won in your CRM with platform-sourced and marketing-sourced engagement kept legible on the same line.
Head-on, by putting the proof the committee actually fears about in front of them early in the account program, not after a pitch. Under every CRM deal sits one question — will this firm break our revenue operations — because buyers have lived through or heard about botched migrations, integrations that never sync, and rollouts nobody adopts. And before they sign, a security and procurement function gates hard on who gets to touch the production CRM data and what the MSA covers. Because ABM lets us treat each account as a market of one, we build that evidence into the account's content from the start: outcome-led case studies that lead with the risk you removed (migrated the records with zero downtime, lifted adoption from 30% to 90%, made the integration they were worried about actually sync), in their industry and on their product cloud, plus clear answers on data handling, adoption guarantees, and who owns the outcome if it goes wrong — aimed specifically at the practitioner, the economic buyer, and the security reviewer who each carry a different piece of that fear. An account-based program that races to a scoping call before answering the failed-implementation fear or clearing the data-handling gate stalls in a review your sales team was never in; one that leads with that proof is what makes a first call worth taking.
By resolving which motion a given account program is for, because the two speak to buyers with different time horizons and different fears, and trying to run both at one account with one undifferentiated message converts neither. A one-time implementation is a project where the committee's anxiety is the failed rollout and the data migration — 'will you break our revenue operations and then disappear after go-live.' Managed services, optimization, and AppExchange-product retainers are recurring revenue where the question is 'are you a long-term operator we trust to keep our org healthy.' So for an account weighing an implementation we tier and message around the trigger and the de-risking proof; for an account weighing managed services we lead with the ongoing relationship, the optimization roadmap, and adoption over time. Often the same account moves from one to the other, so we sequence the account program to land the implementation and set up the managed-services expansion — all tracked on one account-level line in your CRM so you can see which motion each account is actually converting on, and so you stop optimizing only for the lumpy project work and starving the recurring revenue that compounds enterprise value.
We measure at the account level, not the lead level, and we instrument it for exactly this long, committee-gated cycle. From day one we track which named accounts moved from cold to engaged, how many committee members each activated and whether it was the RevOps practitioner, the economic buyer, or the security and procurement gate, where each account is stuck in the buying process, and how ABM-touched deals close versus the rest — with the security and data-handling review, the platform co-sell or referral conversation, and procurement given their own tracked statuses, because that's where CRM deals quietly stall. We won't claim a single LinkedIn touch caused a deal, but we can show you, account by account, which in-market companies are genuinely warming and which aren't, and we keep platform-sourced and marketing-sourced engagement separate so the directory's referrals don't get miscredited to your campaigns or vice versa. That account-level discipline is part of how we've tracked $30M-plus in CRM-tracked, marketing-led revenue, and it's what keeps an account program funded through a long implementation cycle instead of cut in the middle of a security review.
No — ABM is about concentration and committee coverage, not headcount, and it's often the highest-leverage motion for a boutique precisely because you can't afford to spend a senior consultant's billable hour on an account that was never going to leave its current partner. A lean program might run one-to-one against ten accounts at a live implementation trigger and one-to-few across a couple of well-defined trigger clusters, using the CRM and channels you already have rather than expensive software. The discipline is the same at any size: select on real triggers, map the committee through the security gate, court the platform AE who routes referrals, differentiate past the badge, and track at the account level through the data-handling review. What changes is the tier model and how many named accounts you work at once given your consultants' delivery capacity — and a boutique that owns a specific vertical or product cloud the global SIs are too broad to claim is often exactly what a buyer at a live trigger, and the platform AE making the recommendation, is looking for.
Bring your offer, channels, and revenue goals. We'll show you where the biggest growth constraint is and what to build next.
For B2B tech companies selling complex expertise to serious buyers.
I’m Danylo, founder of XQL. For 9+ years I’ve helped B2B tech companies turn technical expertise into pipeline — 60+ clients and $30M+ in CRM-tracked revenue.
30 minutes, no deck. Bring your offer, channels, and revenue goals — I’ll come with a read on where your biggest growth constraint is and what to build next.
