ABM Target Lists Built on Government Intelligence
Effective ABM requires knowing exactly which accounts to target and having a specific reason to reach them. Procurement award data provides both — high-intent accounts with a concrete trigger event.
How it works
1. Identify trigger-event accounts
Government contract awards are ideal ABM triggers. A company that just won a £2M contract has budget, urgency, and growth plans. Filter SAM.gov or Find a Tender awards by sector and contract value.
2. Map your Total Addressable Market
Use company formation data filtered by SIC codes to count every active company in your target sector and geography. This is your complete TAM — verified by government registration.
3. Segment by company characteristics
Formation date gives you company age. SIC codes give you industry. Registered address gives you geography. Combine these to build precisely-defined ABM tiers.
4. Personalise at scale using trigger context
Reference the specific contract win, recent formation, or filing event in your outreach. This signal-based personalisation is what separates effective ABM from mass email.
Data sources used
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