B2B Buying Is a Journey.
Stop Treating It Like a Click.
We orchestrate a 3-stage narrative across ads, email, web, and SDR—so each touch picks up where the last left off and accounts move stages faster with fewer wasted touches.
PLATFORM ON (6sense / Demandbase)
- Store 'Journey Stage' + 'Next Asset' + 'Reason Code' in CRM
- Use platform segments for entry/exit; enforce promotion from 1P engagement
- Automate asset transitions as accounts cross explicit thresholds
PLATFORM OFF (CRM / MAP First)
- Define Journey Stage in CRM/MAP fields (Evaluate/Validate/Commit)
- Deploy website personalization based on Account ID + Stage
- Trigger SDR sequences based on asset progression paths + timestamps
Where Narratives Break
Most ABM programs suffer from "Touchpoint Amnesia"—where the ad, the email, and the SDR have no shared context.
- Channel mismatch: Ads say one thing, SDR says another.
- Stage mismatch: Commit assets shown to Evaluate accounts.
- No memory: Buyers repeat themselves at every touchpoint.
- Over-frequency: You win impressions but lose buyer trust.
Definition: The Sequenced Narrative
A Sequenced Narrative = 3+ proof touches across 2+ channels, delivered in order, with threshold-based promotion.
// JOURNEY_ORCHESTRATION_LOGIC
The Narrative Governance Framework
Stage Library + Proof Packets
Evaluate/Validate/Commit packets including technical, business, and executive variants aligned to committee roles.
VIEW PROTOCOL →Stateful Journey Memory
A consistent narrative across ads → email → web → SDR, driven by a centralized Journey Stage field in CRM.
VIEW PROTOCOL →Promotion Rules + Windows
Promote accounts only when thresholds hit within 7/14/30 day windows to maintain momentum.
VIEW PROTOCOL →Handoff Gates + Required Evidence
Prevent Sales routing until required assets or committee roles are met (e.g., Security Packet).
VIEW PROTOCOL →Frequency + Fatigue Controls
Caps by stage and channel with automatic suppression for existing opportunities or active customers.
VIEW PROTOCOL →Sequencing Deliverables
We install the logic that turns fragmented touches into a cohesive buying experience.
Path Triggers + Reason Codes:
- Path A (Technical): Demo View → Implementation Guide → Security Packet
- Path B (Business): Analyst Report → Case Study → ROI Calculator
Sequencing Success Metrics:
- • Promotion rate & Stage Velocity
- • Handoff acceptance rate
- • Fatigue rate