ANZ SaaS Company
A 6,000-company market narrowed to 150 best-fit buyers for a high-touch ABM campaign
Launching a $100+ bottle-of-wine ABM motion meant the team couldn't afford a wrong guess. Axon scored the full ANZ market on tech stack, FAQ pages, and team makeup, and surfaced the buyers worth sending a gift to.
"Speechless. I'm actually speechless."
The Challenge
The team was gearing up for a high-touch ABM campaign — sending a $100+ bottle of wine to a select group of contacts. That kind of spend only works if every recipient is a true best-fit buyer. With 6,000 companies in the ANZ market and no shared fit signal, there was no safe way to pick the short list.
- 6,000 companies in the ANZ list with no consistent fit signal
- A $100+ wine-per-contact ABM campaign meant every pick had to count
- Fit depended on hard-to-read signals: tech stack, FAQ pages, team makeup
- Reps prioritised by gut feel, not by a shared definition of ICP
- No single place where fit, segment, and buyer role lived together
The Solution
Axon evaluated the entire 6,000-company market against the team's real buying criteria — reading tech stacks, FAQ pages, and team makeup — then scored every account and found the specific buyers worth a bottle of wine.
- Scored all 6,000 companies on tech stack, FAQ pages, and team makeup
- Filtered the market down to the top-fit accounts that genuinely matched
- Identified and enriched 150 best-fit contacts at those accounts
- Labelled every record with fit, segment, and buyer role for downstream use
- Delivered the prioritised list straight into the CRM, ready for the ABM send
The Results
The team replaced a 6,000-row spreadsheet with 150 best-fit buyers worth a $100+ gift — and drove $400K in expected revenue from the focused ABM motion.
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