Case Study: Leading B2B Technology Company achieves precise TAM & ICP-driven ABM targeting with CaliberMind

How to Select the Right Targets for your Account-Based Strategy

Leading B2B Technology Company, a Series B NYC-based tech startup, needed to quickly scale revenue and align marketing and sales around a practical Total Addressable Market (TAM) and Ideal Customer Profile (ICP). They engaged CaliberMind and its Customer Data Platform and Services Team to avoid costly ABM mistakes and accelerate 90-day performance while new hires were being recruited and onboarded.

CaliberMind cleaned and deduped data, enriched records with firmographics and intent, auto‑scored and tiered 40k+ accounts, and layered cross‑channel engagement (including k‑means clustering) to prioritize targets and update Salesforce. The work produced a 39,216‑account target list with projected potential ARR of $1.3B (overall avg. ACV ~$37,333) and clear Tier A–D prioritization, enabling tighter sales/marketing alignment and faster, data‑driven account engagement.