×Peter TarrantThe ABM Layer Assort
Has Been Missing.
Peter Tarrant, Senior ABM Leader. Built from scratch. Measured in pipeline.
Assort's sales motion, events plus outbound, is working. ABM doesn't replace it. It amplifies it. The accounts that matter most deserve more than a cold call and a booth conversation.
What I'd build in 90 days.
Listen and Map
Audit account coverage with AEs. Identify the top 15–20 health system targets. Map every buying committee stakeholder. Understand the event calendar. Baseline every metric we'll track from day one. First account brief delivered to an AE by end of week one.
Run the First Play
Launch 1:1 ABM for 3-5 tier-1 accounts. That means: LinkedIn 1:1 ads served directly to named decision-makers, a curated executive event or dinner, personalized direct mail tied to their specific pain, and every touch tracked back to account engagement and pipeline. First campaign live within 30 days of starting.
Build the Engine
First reporting cadence live. Account engagement scoring in HubSpot and Salesforce. Pipeline influence dashboards. Playbooks documented. The motion ready to scale, with metrics that prove it's working. Full ABM engine operational and handing off to sales within 90 days.
I've done this before.
Most recently at Pendo, but the playbook has been refined across 12 years of enterprise demand gen and ABM programs at B2B SaaS companies including Tipalti and WatchGuard Technologies.
Three companies. One consistent result: ABM that drives enterprise revenue.
An operating system, not a feature.
AI is an operating system, not a feature. Claude synthesizes account intelligence across Assort's ICP. Clay enriches named stakeholders the moment a signal fires. n8n pipes it all into HubSpot in real time. The tactics: 1:1 LinkedIn ads to named operators, exclusive dinners, direct mail built around the numbers their own staff are quoting. Every play is tracked. Every touch is tied to a metric.
I'd build this in the first 30 days.
Not a campaign. A tool your buyer uses, shares with their CFO, and remembers you for. This is a working prototype.
Where are your patients falling through the cracks?
7 questions. A shareable report for your leadership team.
How does your practice handle inbound patient calls after hours?
After-hours coverage shapes patient access and retention.
ABM only works if sales owns it too.
ABM isn't a marketing function handed to sales: it's a co-owned motion. Assort's buyer isn't a CFO at a Fortune 500: it's the COO of a 40-provider orthopedic group, the Director of Patient Access at a multi-site ENT practice, the Managing Partner of a GI group evaluating their first AI voice agent. I embed inside AE account plans and build plays that meet those operators where they actually are: a 1:1 LinkedIn ad in a practice COO's feed timed to their next MGMA conference, a curated dinner for five specialty group operations leaders the night before AAOE, a hand-delivered package to a Director of Contact Center benchmarking their hold times against Peninsula Orthopaedic's 89% reduction. Not spray-and-pray. Not a 6sense dashboard. Tactics that open doors , tracked from first touch to closed-won.