Your ABM platform tells you an account is surging. Marketing puts more budget behind it. Sales starts guessing who to email.
But who’s actually interested? Who else needs to be involved? And are your ads reaching those people, or repeatedly reaching the same person?
People buy. Knowing a company is active only gets you so far.
Vector has always helped answer the first question with contact-level signals. Now, Journeys helps you see and engage the broader buying committee, including the people who haven’t engaged yet.
Starting today, Vector customers can automatically enrich their buying committees, connect more than 30 contact-level signals into one visual journey, and run different plays for different people within the same account.
An interested buyer can go to Sales. An unreached stakeholder can go into an ad audience. Your team can work the account based on what’s happening with the people inside it.
Build the buying committee beyond your CRM
Your CRM might have a few contacts at a target account. That doesn’t mean it has everyone you need to reach.
Journeys automatically enriches buyers across your key personas using Vector’s identity graph, with unlimited enrichment. You don’t need to finish a CRM cleanup project before you can understand who belongs in the buying group.
Role detection and tagging help you see how those people fit into the committee. Their activity shows who’s engaged and where you still have gaps.
That gives you a fuller starting point for an account campaign. You can plan around the people involved in a purchase, including those who haven’t visited your website or filled out a form.
See the activity behind the account
Journeys connects more than 30 contact-level signals from across your stack into one visual timeline.
You can see which people are engaging, what they’re doing, and when it happened. You can also see whether activity is spreading across the buying committee or staying concentrated in one contact.
That distinction changes your next move.
Imagine a demand generation director repeatedly visits your pricing page, while the VP of Revenue Operations hasn’t shown engagement. The director may warrant a conversation with Sales. The VP may need an introduction to your product.
Journeys gives you the context to make those decisions separately, even though both people belong to the same account.
Put your next ad dollar toward someone you haven’t reached
One of the biggest opportunities in ABM lives in the “negative space” of an account: the relevant buyers you haven’t gotten in front of yet.
An account can look active while important members of its buying committee remain untouched. If you respond by simply increasing spend against the account, you can end up saturating the same buyers.
Journeys makes those gaps visible so you can shift your activation toward the people you still need to reach.
You can put ads in front of unengaged buyers while sending interested contacts to Sales. Marketing keeps building coverage across the committee, and Sales gets specific people to follow up with.
The account is shared. The next action depends on the person.
Ask the Journey what to do next
When you need help making sense of the activity, you can chat with the Journey agent.
Ask questions like:
- How did this account first find us?
- Which contact is worth reaching out to right now?
- Which key buyers haven’t we reached?
- What play should we run next?
The agent helps you explore the data, find insights, and get advice on plays to run. You can use those answers alongside the timeline to decide where to focus your team.
Account scoring adds context, too. You can inspect the contacts and signals behind an account’s assessment, including how recent the activity was, so Marketing and Sales can discuss the evidence behind a priority.
Your first Journeys play
Start with a handful of target accounts your team is already working.
1. Review the buying committee.
Look at the enriched contacts and their roles. Identify the stakeholders you need to reach, including people missing from your existing CRM contacts.
2. Check engagement and coverage.
Review the timeline to see who’s active and what they’ve done recently. Look for key buyers who haven’t been reached, as well as buyers you’ve reached who haven’t engaged.
3. Give each group a next step.
Build an advertising play for the buyers you still need to reach. For contacts showing relevant interest, share their recent activity and context with Sales so the account owner can assess the right follow-up.
4. Review what changes.
Return to the Journey during your next account review. Check whether you’re reaching more of the committee and whether new people are engaging. Use that evidence to adjust your audiences and outreach.
For example, your next move might be to introduce the product to an unreached economic buyer while a rep follows up with an engaged evaluator. Both actions support the same account, with a different job to do.
Start exploring your accounts
Journeys is available to Vector customers starting today.
Pick a priority account, explore its buying committee, and look for the people your current motion is missing. That’s your next opportunity to put Journeys to work.
