# Account-based marketing (ABM) agency in India | Corptive > Buying-group ABM for enterprise and government deals in India: account selection, stakeholder mapping, content and warm introductions through our network. Source: https://corptive.com/account-based-marketing.html · Last updated: 2026-10-01 · Publisher: Corptive Research Pvt. Ltd. --- # Win the whole buying group, not just the lead. Enterprise and government deals are decided by committees you rarely meet in full. We map every account, reach each person with content they trust, and open doors through a decade of relationships. [Book a growth call](https://corptive.com/contact.html?type=business) In short Account-based marketing (ABM) targets a defined list of high-value accounts and the whole buying group inside each one, instead of chasing broad leads. Corptive runs ABM for enterprise and government deals in India: we select and tier the accounts, map every stakeholder, reach each role with content they trust and open doors through warm introductions from our network. - **Who it’s for:** Companies selling high-value deals to Indian enterprises, PSUs and government - **Typical engagement:** 10–25 accounts for two quarters - **Tiers:** 1:1, 1:few and 1:many - **Reporting:** Leading indicators every month What’s changed ## The market has moved. Here’s the evidence. 13 + 9 people shape a typical B2B purchase: 13 internal stakeholders and nine external influencers. [Source: Forrester, January 2026](https://www.businesswire.com/news/home/20260121478240/en/Forresters-2026-Buyer-Insights-GenAI-Is-Upending-B2B-Buying-As-Leaders-Face-Mounting-Pressure-To-Justify-Every-Dollar-Spent) 94% of buying groups ranked their preferred vendors before first contact — and bought from that favourite 77% of the time. [Source: 6sense, November 2025](https://6sense.com/newsroom/the-timeline-for-influencing-b2b-buyers-is-shrinking-insights-from-6senses-2025-buyer-experience-report/) 95% of hidden decision-makers say strong thought leadership makes them more receptive to sales and marketing outreach. [Source: Edelman–LinkedIn, 2025](https://www.edelman.com/sites/g/files/aatuss191/files/2025-07/2025%20Edelman-LinkedIn%20B2B%20Thought%20Leadership%20Impact%20Report_FINAL.pdf) If you only talk to the person who filled in a form, you’re talking to one voice in a group of more than twenty — after most of them have already made up their minds. Our approach ## How we run ABM in 2026 Current practice, adapted for how Indian enterprises and government actually buy — and backed by relationships most agencies don’t have. Worth knowing ### Lead scoring is out. Buying groups are in. In Forrester’s buying-group case study, Palo Alto Networks doubled win rates in its pilot after moving from individual leads to buying-group engagement. We build programmes the same way: coverage of the whole committee comes first. [Source: Forrester](https://www.forrester.com/blogs/the-verdict-is-in-its-buying-groups-for-the-win/) 01 ### Buying-group mapping For every account we map the economic buyer, champion, technical evaluator, procurement, finance and the external influencers — consultants, project management units and peers — and track who we have reached. 02 ### Signal-led selection and tiering Accounts are chosen on fit, intent and trigger events such as budgets, tenders and leadership changes, then tiered: 1:1 for strategic accounts, 1:few for clusters, 1:many for the long tail. 03 ### Thought leadership for hidden buyers Point-of-view papers, benchmark data and executive briefings written for the people who never take a sales call but decide the shortlist. 04 ### Orchestrated plays LinkedIn campaigns to matched accounts, personalised outreach, executive direct mail and events — sequenced per account, not blasted per channel. 05 ### Warm introductions and roundtables Our network opens doors cold outreach can’t, and closed-door roundtables bring several people from a target account into one conversation. 06 ### One plan for sales and marketing Shared account plans, weekly stand-ups and deal support. We measure buying-group coverage, engagement and stage movement — not marketing-qualified leads. 07 ### A government track Scheme owners, project management units and procurement, aligned to budget cycles and GeM and tender timelines, with content written to be forwarded on a file. What you get ## Deliverables - Target account list, tiered 1:1, 1:few and 1:many - Buying-group map for every priority account - Account plans with messages for each role - Content kit: POV paper, briefings, account-specific pages - Orchestrated campaigns across LinkedIn, email and events - Monthly account report: coverage, engagement, meetings, pipeline ### How engagements start We usually start with 10–25 accounts for two quarters. ABM rewards patience; we report leading indicators every month. [Book a growth call](https://corptive.com/contact.html?type=business) [Call +91 80760 54804](tel:+918076054804) How it runs ## From first call to results 1 Weeks 1–2 ### Select Agree the accounts, tiers and what success looks like. 2 Weeks 2–4 ### Map Buying groups, influencers, triggers and current relationships. 3 Month 2 onwards ### Engage Content, campaigns, outreach and introductions — per account. 4 Ongoing ### Convert Roundtables, executive meetings and deal support with your sales team. 5 Every month ### Measure Coverage, engagement, stage movement and pipeline. The Corptive difference ## The doors cold outreach can’t open Since 2016, secretaries, police chiefs, city CEOs and CXOs have spoken at and attended our events. That network is the fastest route into accounts where a cold email never reaches the decision-maker. - Warm introductions into target accounts - Credibility from a decade on the same stage as your buyers - Roundtables that bring buying groups together 70+ Conferences convened 40+ IAS / IPS speakers 10K+ Senior delegates 100+ Trainings delivered Related work ## Results from similar programmes [View all work](https://corptive.com/index.html#work) ABM ### Security leaders ABM programme 120 qualified leads Roundtable ### CISO Roundtable 18 seats · 4 pilots signed Market planning ### Security-tech market entry Stakeholder map · 60 accounts FAQs ## Questions clients ask Anything else? Our team replies within one working day. [Ask a question](https://corptive.com/contact.html?type=business) ### How many accounts should we start with? Typically 5–15 strategic accounts for 1:1 plans, 20–100 for 1:few clusters, and a longer list for 1:many. Most clients start small, prove it, then widen. ### How is ABM different from lead generation? Lead generation counts form fills. ABM chooses the accounts first and works to reach, engage and convert the whole buying group inside each one. Success is pipeline and wins at named accounts. ### Do you work with our sales team? Yes — closely. We share account plans, join weekly stand-ups and support deals with content, introductions and roundtables. ### Does ABM work for government buyers? It works especially well. Government decisions involve many people, long cycles and formal procurement. Mapping the decision chain and building credibility early is exactly what ABM is for. ### Which platforms do you use? LinkedIn matched audiences, intent and enrichment data, and your CRM. We are tool-agnostic and work with what you already have. ### How long before we see results? Engagement and meetings show up in the first one to two months. Pipeline typically builds over one to two quarters, depending on your sales cycle. Works well with ## Related services [All services](https://corptive.com/services.html) [AI marketing Answer-engine visibility, signal-based targeting and outreach that doesn’t read like a bot.](https://corptive.com/ai-marketing.html) [Roundtables 12 to 20 decision-makers, closed door, around one sharp question.](https://corptive.com/roundtables.html) [Market planning Market sizing, stakeholder maps, tender intelligence and a reach-out plan.](https://corptive.com/market-planning.html) Sources · statistics checked October 2026 1. [Forrester, “2026 Buyer Insights: GenAI is upending B2B buying”, 21 January 2026](https://www.businesswire.com/news/home/20260121478240/en/Forresters-2026-Buyer-Insights-GenAI-Is-Upending-B2B-Buying-As-Leaders-Face-Mounting-Pressure-To-Justify-Every-Dollar-Spent) 2. [6sense, 2025 B2B Buyer Experience Report, November 2025 (4,000+ buyers across North America, EMEA and APAC)](https://6sense.com/newsroom/the-timeline-for-influencing-b2b-buyers-is-shrinking-insights-from-6senses-2025-buyer-experience-report/) 3. [Edelman–LinkedIn, 2025 B2B Thought Leadership Impact Report (1,934 executives, fieldwork March–April 2025)](https://www.edelman.com/sites/g/files/aatuss191/files/2025-07/2025%20Edelman-LinkedIn%20B2B%20Thought%20Leadership%20Impact%20Report_FINAL.pdf) 4. [Forrester, “The verdict is in: it’s buying groups for the win”](https://www.forrester.com/blogs/the-verdict-is-in-its-buying-groups-for-the-win/) Account-based marketing ## Tell us who you need to reach. We’ll come back within one working day with a view on the opportunity and how we would approach it. [Book a growth call](https://corptive.com/contact.html?type=business) [All services](https://corptive.com/services.html)