Why this matters now
13
avg. stakeholders in a 2026 enterprise deal
81%
of buyers shortlist a vendor before first contact
2.5x
more likely to report a high-quality deal when buying groups reach internal consensus
87%
of leads marketing hands to sales never convert to a sales-qualified opportunity
WHATS INSIDE
The GTM architecture for how enterprise decisions actually get made
This isn't another ABM checklist. It's a ground-up rethink of demand generation for the era of dark funnels, AI-assisted research, and 13-person buying committees.
Built for VP-level marketers, demand-gen leads, and revenue operators who are done defending MQL numbers in board meetings.
WHATS Inside the ebook
01
Why the traditional ABM playbook is broken
The mental model problem — and why lead-centric funnels were built for a world that no longer exists.
02
The death of the lead funnel & attribution mirage
Why 53% of closed revenue can be attributed to podcasts by buyers — and 0% by your software.
03
The dark funnel reality
70–80% of the buying journey completes before vendor contact. Here's how to show up where it's invisible.
04
Intent data as buying signal infrastructure
How to use 6sense, Demandbase, and Bombora to detect buying group formation — before competitors do.
05
Building a buying group engagement engine
The metrics, operations, and tech stack for account-centric GTM — and the KPIs boards actually care about.
06
The future: agentic buying journeys & AI
How AI agents are about to make the dark funnel even darker — and how to prepare now.
Ready to evolve beyond ABM?
Download the playbook and start building for the era of buying groups.