ABM List & Client Status — 2026-04-05
Overview
Internal sync between Mark and Sebastian to align on next steps for the [1] ABM program. The ABM list has been narrowed to 91 target accounts in HubSpot, but execution is blocked pending data enrichment and client approval of two required tools. The meeting also touched on Aviary Google Ads conversion setup and broader internal maintenance work.
Attendees: Mark Hope, Sebastian Gant
Recording: Fathom
Key Decisions
- Mark will enrich the top 91 accounts using ZoomInfo (manual export/import process — the agency's single ZoomInfo license cannot be directly integrated with the client's HubSpot instance).
- Sebastian will pursue client approval for two tools required to execute the ABM strategy before any outreach can begin.
- Clay will be used to load company insights for the top 91 accounts to support personalized outreach.
- Email template work will be coordinated with Raphael and the design team; email content (5–7 drip emails) will be AI-drafted by Sebastian.
Blockers
| Blocker | Owner | Notes |
|---|---|---|
| Client has not approved HubSpot Marketing Hub Pro ($445/mo) | Sebastian | Required for email automation and drip sequences; current Sales Hub Pro subscription does not include marketing automations |
| Client has not approved LinkedIn Sales Navigator | Sebastian | Required for targeted outreach and HubSpot sync |
| No email template exists yet | Sebastian + Design | Raphael/designers to build; needed before any drip campaign can launch |
| Aviary Google Ads conversion goals not yet configured | Mark | Sebastian drafted campaigns; needs events/goals wired up |
ABM Strategy Context
The client (Aaron) identified ~100 target accounts. The working list in HubSpot is 91 accounts in a named segment. Current state of those records is thin — missing phone numbers, org chart contacts, LinkedIn profiles, and role/buying-stage tags.
Enrichment Plan (Mark)
- Export the 91-account segment from HubSpot
- Match against ZoomInfo to pull: revenue, employee count, technology stack, org chart contacts, direct/mobile phone numbers, LinkedIn profiles, engagement likelihood signals
- Re-import enriched data into HubSpot; assign company owners and contact buying roles (Executive Sponsor, Decision Maker, Buyer, User)
- Load company-level insights into Clay for personalization signals
Outreach Plan (pending client tool approval)
- Email: 5–7 drip emails over ~4 weeks via HubSpot Marketing Hub Pro
- LinkedIn: Targeted outreach via LinkedIn Sales Navigator, connected to HubSpot for activity tracking
- Template: Branded HubSpot email template (logo, design) to be built by Raphael/design team
Note: Sebastian should confirm whether Aviary uses a separate email platform (e.g., Mailchimp). If so, the case for consolidating into HubSpot Marketing Hub is stronger, not weaker.
HubSpot Subscription Gap
Aviary currently has HubSpot Sales Hub Professional (1 full seat, 2 core seats, 3,000 credits). This tier does not include marketing automations or email drip sequences.
To execute the ABM email strategy, the client needs to add HubSpot Marketing Hub Professional at $445/month. Sebastian needs to present this to the client and get sign-off before Mark configures email sending domains or builds sequences.
Action Items
- [ ] Enrich Aviary top 91 accounts in HubSpot with ZoomInfo data (phone, LinkedIn, org chart, revenue, tech stack); assign owners and buying roles — @Mark
- [ ] Load company insights into Clay for the top 91 — @Mark
- [ ] Set up Aviary Google Ads conversion goals/events — @Mark
- [ ] Email Aviary re: HubSpot Marketing Hub Pro ($445/mo) + LinkedIn Sales Navigator approval; confirm whether they use a separate email platform — @Sebastian
- [ ] Coordinate Aviary HubSpot email template with Raphael and design team — @Sebastian
- [ ] Draft 5–7 Aviary ABM outreach emails (AI-assisted) — @Sebastian
Related
- [2]
- [3]