Cluster Account Marketing

ABM 1-to-Few (Scale)

by LeadMagic · MIT license · ★ 62 on GitHub

Runs ABM at scale (1-to-few) for 15-50 clustered accounts: industry or persona clusters, semi-custom campaigns, and cluster-level content. Use when named-account ABM needs to reach more accounts without bespoke work per account.

---
name: abm-1-to-few
description: >-
  Runs ABM at scale (1-to-few) for 15-50 clustered accounts: industry or persona
  clusters, semi-custom campaigns, and cluster-level content. Use when
  named-account ABM needs to reach more accounts without bespoke work per
  account. Triggers on: "1-to-few ABM", "ABM scale", "cluster ABM", "industry
  ABM".
license: MIT
compatibility: Claude Code, Codex, GitHub Copilot, Cursor, Gemini CLI, OpenCode, Goose, Hermes, Windsurf, Zed
metadata:
  version: "1.0.0"
  author: LeadMagic
  category: abm
  tags: [abm, 1-to-few, scale-abm, industry-clusters, b2b]
  frameworks:
    - "TOPO (now Gartner) — 1:few ABM clusters"
    - "Force Management — MEDDICC"

Overview

Before delivering, verify: - [ ] All required sections are complete - [ ] Output matches the user's stated need - [ ] Named frameworks are cited for key recommendations - [ ] No vague claims — every recommendation has a specific action - [ ] Deliverable is ready for operational use, not just conceptual

Manual install (npx, ZIP)

Claude Codenpx skills add LeadMagic/gtm-skills --skill abm-1-to-few -g -a claude-code

Claude Code (degit)npx degit LeadMagic/gtm-skills/skills/abm/abm-1-to-few#main ~/.claude/skills/abm-1-to-few

Claude.ai / desktopZip the folder and upload it under Settings → Capabilities → Skills.

Codex, Cursor, other agentsPoint them at SKILL.md. The other files are plain text.

Connects with Agent Alley MCP · agentalley.io/mcp

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ABM 1-to-Few (Scale)

Overview

ABM at Scale for 15-50 accounts clustered by industry, use case, or buying trigger. Not fully custom like 1-to-1, but not automated like 1-to-many. This is the sweet spot where you get 80% of 1-to-1 results at 20% of the effort — if you cluster correctly and build semi-custom assets that feel personalized.

Authoritative Foundations

TOPO (now Gartner) — 1:few ABM clusters — Cluster 15-50 accounts by a shared trait (vertical, use case, trigger, or competitor) and build one semi-custom play per cluster instead of per account.
Force Management — MEDDICC — Confirm a champion and economic buyer in every clustered account before scaling the play; cluster content does not replace per-account qualification.
ITSMA — Account-Based Marketing — Tier-based ABM (1:1 / 1:few / 1:many); measure pipeline from target accounts, not lead volume.

When to Use

"Build ABM at scale"
"Create industry cluster ABM"
"Semi-custom ABM campaigns"
"Scale our ABM beyond named accounts"

Step-by-Step Process

Phase 1: Account Clustering

Group accounts by commonality:

Industry cluster: All fintech, all healthcare, all manufacturing
Use case cluster: All companies buying for pipeline gen, all buying for enrichment
Trigger cluster: All companies that just raised, all with new CRO, all hiring RevOps
Tech stack cluster: All on Salesforce, all on HubSpot, all running Clay
Competitor cluster: All current users of a specific competitor

Phase 2: Cluster-Specific Campaign Design

Per cluster, build:

Pain point narrative: Industry-specific challenge, regulatory pressure, market shift
Proof points: 2-3 case studies from the same industry/use case
Persona messaging: CFO, CRO, VP Sales, RevOps — each gets industry-contextualized value prop
Objection library: The top 5 objections specific to this cluster

Phase 3: Semi-Custom Assets

Industry landing page: Variant of your homepage with industry-specific hero/social proof
Cluster email sequence: 5-touch sequence with industry-specific openers + proof
LinkedIn content calendar: 4-week cadence tailored to cluster themes
Cluster webinar: Industry panel or use case deep-dive
Direct mail / gifts: Physical asset (book, report) — coordinate via strategic-gifting (Sendoso/Postal); no logo swag

Phase 4: Coordinated Execution

Week 1: LinkedIn connection + content engagement
Week 2: Direct mail arrives + email Touch 1 (reference the mailer)
Week 3: Email Touch 2 + LinkedIn DM + SDR call
Week 4: Webinar invite + personal outreach to registrants

Phase 5: Measurement by Cluster

Track per cluster: coverage %, engagement rate, meeting rate, pipeline created, win rate, ACV. Kill clusters that underperform after 60 days; double down on winners.

Output Format

Cluster playbook with: cluster definitions, per-cluster campaign brief, asset production plan, execution calendar, and measurement dashboard.

Quality Check

Before delivering, verify:

All required sections are complete
Output matches the user's stated need
Named frameworks are cited for key recommendations
No vague claims — every recommendation has a specific action
Deliverable is ready for operational use, not just conceptual

Common Pitfalls

Treating ABM as a marketing-only initiative. ABM requires tight sales alignment. Without BDRs assigned to specific accounts and shared account briefs, marketing produces content nobody uses. Fix: weekly ABM standups with marketing + BDRs + AEs.
One-size-fits-all tiering. Applying the same playbook to Tier 1 and Tier 3 accounts. Fix: Tier 1 gets custom content and executive engagement; Tier 3 gets automated personalization.
Measuring ABM on MQLs. ABM success is pipeline from target accounts, not lead volume. Fix: track coverage %, engagement depth, pipeline created, and win rate by tier.

Execution Artifacts

references/framework-notes.md — named frameworks, citation anchors, and operating assumptions
templates/output-template.md — copy-paste deliverable structure for the user
scripts/check-output.py — local checklist validator for required sections This skill includes lightweight artifacts the agent can load on demand: Use the artifacts when the user asks for an implementation-ready deliverable, a repeatable workflow, or a quality check rather than generic advice.

Implementation Depth

Use this section when the user asks for a finished asset, not a high-level explanation.

Diagnostic Questions

What is the primary motion: founder-led, sales-led, product-led, partner-led, or lifecycle-led?
Which ICP tier is the output for: small business, mid-market, enterprise, or mixed?
What proof is available today: customer stories, usage data, third-party validation, screenshots, or none?
What system will execute the work: CRM, sequencer, warehouse, support desk, product analytics, or manual workflow?
What decision will the user make from this output: launch, prioritize, route, rewrite, score, coach, or measure?

Framework Application

Map the recommendation explicitly to the named frameworks in this skill:

TOPO ABM Scale Framework: apply only the part that directly improves the requested deliverable.
Force Management MEDDICC: apply only the part that directly improves the requested deliverable.
ITSMA — Account-Based Marketing: apply only the part that directly improves the requested deliverable.

Deliverable Standard

A strong output from this skill includes:

A crisp diagnosis of the current situation
A recommended path with tradeoffs, not a generic list
A concrete artifact the user can use immediately: table, script, checklist, scorecard, sequence, dashboard spec, or implementation plan
A measurement plan with leading and lagging indicators
Risks and edge cases called out before execution

Adaptation Rules

For small business: reduce complexity, shorten time-to-value, and prioritize owner/operator clarity.
For mid-market: include workflow ownership, handoffs, integrations, and enablement assets.
For enterprise: include governance, risk, procurement, stakeholder mapping, and proof requirements.

abm-strategy, abm-1-to-1, abm-1-to-many, cold-email-strategy, landing-pages

1	---
2	name: abm-1-to-few
3	description: >-
4	Runs ABM at scale (1-to-few) for 15-50 clustered accounts: industry or persona
5	clusters, semi-custom campaigns, and cluster-level content. Use when
6	named-account ABM needs to reach more accounts without bespoke work per
7	account. Triggers on: "1-to-few ABM", "ABM scale", "cluster ABM", "industry
8	ABM".
9	license: MIT
10	compatibility: Claude Code, Codex, GitHub Copilot, Cursor, Gemini CLI, OpenCode, Goose, Hermes, Windsurf, Zed
11	metadata:
12	version: "1.0.0"
13	author: LeadMagic
14	category: abm
15	tags: [abm, 1-to-few, scale-abm, industry-clusters, b2b]
16	frameworks:
17	- "TOPO (now Gartner) — 1:few ABM clusters"
18	- "Force Management — MEDDICC"
19	- "ITSMA — Account-Based Marketing"
20	---
21
22	# ABM 1-to-Few (Scale)
23
24	## Overview
25	ABM at Scale for 15-50 accounts clustered by industry, use case, or buying trigger.
26	Not fully custom like 1-to-1, but not automated like 1-to-many. This is the
27	sweet spot where you get 80% of 1-to-1 results at 20% of the effort — if you
28	cluster correctly and build semi-custom assets that feel personalized.
29
30	## Authoritative Foundations
31	- TOPO (now Gartner) — 1:few ABM clusters — Cluster 15-50 accounts by a shared trait (vertical, use case, trigger, or competitor) and build one semi-custom play per cluster instead of per account.
32	- Force Management — MEDDICC — Confirm a champion and economic buyer in every clustered account before scaling the play; cluster content does not replace per-account qualification.
33	- ITSMA — Account-Based Marketing — Tier-based ABM (1:1 / 1:few / 1:many); measure pipeline from target accounts, not lead volume.
34
35	## When to Use
36	- "Build ABM at scale"
37	- "Create industry cluster ABM"
38	- "Semi-custom ABM campaigns"
39	- "Scale our ABM beyond named accounts"
40
41	## Step-by-Step Process
42
43	### Phase 1: Account Clustering
44	Group accounts by commonality:
45	- Industry cluster: All fintech, all healthcare, all manufacturing
46	- Use case cluster: All companies buying for pipeline gen, all buying for enrichment
47	- Trigger cluster: All companies that just raised, all with new CRO, all hiring RevOps
48	- Tech stack cluster: All on Salesforce, all on HubSpot, all running Clay
49	- Competitor cluster: All current users of a specific competitor
50
51	### Phase 2: Cluster-Specific Campaign Design
52	Per cluster, build:
53	- Pain point narrative: Industry-specific challenge, regulatory pressure, market shift
54	- Proof points: 2-3 case studies from the same industry/use case
55	- Persona messaging: CFO, CRO, VP Sales, RevOps — each gets industry-contextualized value prop
56	- Objection library: The top 5 objections specific to this cluster
57
58	### Phase 3: Semi-Custom Assets
59	- Industry landing page: Variant of your homepage with industry-specific hero/social proof
60	- Cluster email sequence: 5-touch sequence with industry-specific openers + proof
61	- LinkedIn content calendar: 4-week cadence tailored to cluster themes
62	- Cluster webinar: Industry panel or use case deep-dive
63	- Direct mail / gifts: Physical asset (book, report) — coordinate via `strategic-gifting` (Sendoso/Postal); no logo swag
64
65	### Phase 4: Coordinated Execution
66	- Week 1: LinkedIn connection + content engagement
67	- Week 2: Direct mail arrives + email Touch 1 (reference the mailer)
68	- Week 3: Email Touch 2 + LinkedIn DM + SDR call
69	- Week 4: Webinar invite + personal outreach to registrants
70
71	### Phase 5: Measurement by Cluster
72	Track per cluster: coverage %, engagement rate, meeting rate, pipeline created,
73	win rate, ACV. Kill clusters that underperform after 60 days; double down on winners.
74
75	## Output Format
76	Cluster playbook with: cluster definitions, per-cluster campaign brief, asset production
77	plan, execution calendar, and measurement dashboard.
78
79
80
81	## Quality Check
82
83	Before delivering, verify:
84	- [ ] All required sections are complete
85	- [ ] Output matches the user's stated need
86	- [ ] Named frameworks are cited for key recommendations
87	- [ ] No vague claims — every recommendation has a specific action
88	- [ ] Deliverable is ready for operational use, not just conceptual
89
90	## Common Pitfalls
91
92	1. Treating ABM as a marketing-only initiative. ABM requires tight sales alignment. Without BDRs assigned to specific accounts and shared account briefs, marketing produces content nobody uses. Fix: weekly ABM standups with marketing + BDRs + AEs.
93	2. One-size-fits-all tiering. Applying the same playbook to Tier 1 and Tier 3 accounts. Fix: Tier 1 gets custom content and executive engagement; Tier 3 gets automated personalization.
94	3. Measuring ABM on MQLs. ABM success is pipeline from target accounts, not lead volume. Fix: track coverage %, engagement depth, pipeline created, and win rate by tier.
95
96	## Execution Artifacts
97
98	- `references/framework-notes.md` — named frameworks, citation anchors, and operating assumptions
99	- `templates/output-template.md` — copy-paste deliverable structure for the user
100	- `scripts/check-output.py` — local checklist validator for required sections
101	This skill includes lightweight artifacts the agent can load on demand:
102	Use the artifacts when the user asks for an implementation-ready deliverable, a repeatable workflow, or a quality check rather than generic advice.
103
104	## Implementation Depth
105
106	Use this section when the user asks for a finished asset, not a high-level explanation.
107
108	### Diagnostic Questions
109
110	1. What is the primary motion: founder-led, sales-led, product-led, partner-led, or lifecycle-led?
111	2. Which ICP tier is the output for: small business, mid-market, enterprise, or mixed?
112	3. What proof is available today: customer stories, usage data, third-party validation, screenshots, or none?
113	4. What system will execute the work: CRM, sequencer, warehouse, support desk, product analytics, or manual workflow?
114	5. What decision will the user make from this output: launch, prioritize, route, rewrite, score, coach, or measure?
115
116	### Framework Application
117
118	Map the recommendation explicitly to the named frameworks in this skill:
119
120	- TOPO ABM Scale Framework: apply only the part that directly improves the requested deliverable.
121	- Force Management MEDDICC: apply only the part that directly improves the requested deliverable.
122	- ITSMA — Account-Based Marketing: apply only the part that directly improves the requested deliverable.
123
124	### Deliverable Standard
125
126	A strong output from this skill includes:
127
128	- A crisp diagnosis of the current situation
129	- A recommended path with tradeoffs, not a generic list
130	- A concrete artifact the user can use immediately: table, script, checklist, scorecard, sequence, dashboard spec, or implementation plan
131	- A measurement plan with leading and lagging indicators
132	- Risks and edge cases called out before execution
133
134	### Adaptation Rules
135
136	- For small business: reduce complexity, shorten time-to-value, and prioritize owner/operator clarity.
137	- For mid-market: include workflow ownership, handoffs, integrations, and enablement assets.
138	- For enterprise: include governance, risk, procurement, stakeholder mapping, and proof requirements.
139
140
141	## Related Skills
142	- abm-strategy, abm-1-to-1, abm-1-to-many, cold-email-strategy, landing-pages
143