Enterprise ABM · Sales Enablement
Breaking Into the Fortune 500
Overture had enterprise-grade technology but a mid-market sales motion. We rebuilt the account strategy and the story so procurement, security, and the C-suite could all say yes.
Great technology, a mid-market motion
Overture had built genuinely enterprise-grade promotional-program technology. The platform could handle the scale, compliance, and governance a Fortune 500 procurement team demands — but the go-to-market still sold it like a mid-market tool.
Enterprise buying committees needed more than a feature demo. They needed a procurement-ready business case, clear answers on security and compliance, and multiple internal champions willing to spend political capital. Overture was getting into rooms and then stalling.
We sold the way enterprises buy
- 1
Named-account targeting, not spray-and-pray
We tiered the addressable enterprise market, committed to a focused set of named accounts, and built account-specific ABM plays around the people who actually sign — not just the people who fill out forms.
- 2
An enterprise-grade narrative
We rebuilt the story around value, compliance, and scale, then gave the sales team the assets to match: a defensible ROI model, security one-pagers, and procurement-ready proof.
- 3
Multi-threaded plays with executive air cover
Instead of single-threading one champion, we orchestrated multi-stakeholder campaigns with founder-level air cover, so deals didn't die when a single contact went quiet.
Fewer, bigger, more durable wins
At enterprise scale the win isn't a vanity percentage — it's named logos and pipeline that compounds. Overture closed three Fortune 500 accounts inside 18 months and, more importantly, built a repeatable motion for the next ones.
The figures below are deliberately modest for a company this size — and that's the point. Enterprise growth is measured in durable accounts and shorter, more predictable cycles, not headline multiples.
Net-new enterprise accounts closed in 18 months.
Built from a standing start inside named target accounts.
Versus the prior outbound baseline.
Selling great tech into slow enterprise cycles?
We build the account strategy, narrative, and enablement that gets enterprise committees to yes.