← Pattern Analysis

Account Based Marketing Playbook

How 1 startups used account based marketing to grow. Here's what the data says about what they actually did.

1
Companies
-
Avg MRR
-
Top MRR
-
$50k+ Hit Rate

Most Used Tools (1 companies)

podcast (CVM Stories)1 (100%)
LinkedIn1 (100%)
conferences1 (100%)
RFP process1 (100%)

How They Got Their First Customer

Direct outreach to a telecom company with no product built, convincing them to pay upfront before shipping1

Time to PMF

3 months from first paying customer to shipped product1

Top Companies by MRR (1)

Exacasterby Egidijus Pilypas

Exacaster is a $7M+ ARR bootstrapped SaaS company based in Lithuania serving telcos globally. After 18 months of failed cold outreach and zero closed deals, founder Egidijus Pilypas pivoted to account-based marketing, building trust through a niche podcast, a collaboratively written industry book, and over-investing in enterprise sales pitches with 20-person teams. This transformation took them from zero conference meetings to 35 meetings in a single year.

SaaSaccount-based-marketingvia The SaaS Podcast

Other Growth Patterns

partnershipsseocontent-marketingcold-emailotherword-of-mouthproduct-hunt-launchpaid-adsenterprise-direct-salesviralproduct-led-growthplatform-parasiticbootstrappedcommunityagency-to-productbootstrapped-organicsocial-mediaacquisitionsaffiliate-marketingtrade showsdirect-salesmedia-partnershipsspeaking-engagementsproduct-launchinfluencer-marketingmedia-drivenmedia-coverage