Sales Doesn’t Need Leads.
They Need Narratives.
The moment of CRM handoff is where ABM signal usually dies. Context-Preserved Handoff™ ensures SDRs receive more than a contact record—they receive a complete intelligence payload. Works with 6sense, Demandbase, or a CRM-first ABM stack.
Stop the Signal Collapse
Most ABM strategies build context upstream only to flatten it downstream. We treat the handoff as a field-level contract. We structure the evidence trail so that the SDR can enter the conversation exactly where the buyer left off.
The platform can generate signals—Fairway ensures they become sales actions. No more cold starts for hot accounts.
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Outcome: Context is preserved as structured fields + timeline so Sales can act without re-researching the account.
How the Handoff Works in Your Environment
Whether you run 6sense, Demandbase, or neither, the goal is the same: preserve the narrative.
Execution Path
We don’t replace 6sense. We make its intent + segments operational by preserving the evidence trail, aligning definitions, and writing the payload into CRM so reps can act fast.
- 01 6sense intent/segment → normalized to stage model
- 02 Committee persona mapped + enriched
- 03 Evidence timeline compiled (touches + assets)
- 04 CRM payload written + routed with SLA rules
What Sales Sees (CRM View)
Written to CRM fields + timeline
Key point: The rep sees stage + evidence + next step in the record they already work from.
Forensic Sales Alignment
Field-Level Contracts
Structured field mapping ensures engagement context doesn't collapse into generic 'Notes' fields.
Evidence Timeline
A chronological record of every touchpoint and asset view delivered directly into the CRM interface.
Persona Enrichment
Normalizing data into persona tiers so reps multi-thread into the right buying committee stakeholders.
Routing Automation
Enforcing SLAs and distribution logic based on account fit and intent stage, not raw volume.