For B2B services firms that live on named accounts

Your deal is decided in rooms you never enter.

StepUp.One puts trained, AI-equipped professionals alongside your account teams to map buying centres, understand the people shaping decisions and build relationships before, between and after meetings.

Bring one account How the work gets done

Client experience

Depth in one partnership.
Breadth across thousands.

One long-standing client partnership

Nearly seven years together. 30+ professionals working across divisions and countries.

Every day

Personalised connection requests sent to new prospects: 600+
Private-message engagements: 150+
Public-comment engagements: 150+

Every month

Meetings organised: 150+

Inside the partnership

Across seven years of GTM work

Start-ups, scale-ups and global enterprises.

Contracted clients: 2,000+
People approached: 2 million
Accepted connectionsThen engagement began.: 1 million
First meetings arranged: 40,000+

What the figures represent

The partnership figures describe the work of 30+ StepUp.One professionals supporting one client across divisions and countries, after nearly seven years together.

Daily activity: 600+ personalised connection requests sent to new prospects, 150+ private-message engagements and 150+ public-comment engagements per day.
Monthly meetings: 150+ meetings organised per month for that client. This is a different time period from the daily activity.
Historical reach: Cumulative figures supplied by StepUp.One across seven years of GTM work: 2,000+ contracted clients, 2 million people approached, 1 million accepted connections after which engagement began, and 40,000+ first meetings arranged.
How to read these figures: Contracted clients, not registrations. People approached are distinct from accepted connections. Meetings arranged or organised are not meetings held or business won. These totals do not establish a conversion rate.

More of the teams we have worked with

The relationship gap

Who is building relationships across your whole account?

A few strong relationships can sit alongside entire buying centres where you are unknown. Closing that gap takes sustained attention, before, between and after meetings.

Illustrative relationship journey

One account. Several buying centres.

Illustrative account coverage4 buying centres × 25 relevant people = 100 relationships. Agree the priorities and capacity, then assign the work.

Break In · Expand · Protect

Three commercial priorities.
One discipline underneath.

Know the people. Understand what matters to them. Become useful before the commercial conversation, and keep contributing afterward.

How the workflow supports Break In, Expand and Protect
Your priority	Where we focus	The goal
Break In	Find a credible entry point and build relationships with the people shaping consideration and selection.	First business won.
Expand	Connect proven delivery with unmet needs and new decision-makers across more of the account.	Additional business.
Protect	Broaden relationships beyond individual sponsors, keep value visible and surface concerns and competitive threats early.	Business retained.

One account can need all three at once. Existing relationships continue; new people get the groundwork they need.

Our approach

StepUp.One does the groundwork.
Your team leads the room.

Account-based sales and marketing connects account understanding, relationship development and coordinated action. The work progresses through five phases, with clear responsibilities on both sides.

Five phases of the account relationship work
Phase	Our Role	Your Role
Choose & map	Research your offer, map buying centres and recommend where to focus.	Share account context. Agree priorities, scope and the first buying centres.
Understand people	Identify stakeholders, research priorities and plan a relevant personal approach.	Add contacts and expertise. Confirm ownership, tone and review arrangements.
Build familiarity	Make contextual connections and contribute usefully as familiarity develops.	Enable introductions. Supply expertise and relevant material.
Arrange meetings	Agree the purpose, arrange the meeting and prepare your team.	Choose attendees, lead the conversation and make commitments.
Sustain relationships	Record what matters, coordinate follow-through and notice changing priorities.	Confirm commitments, deliver agreed actions and redirect account priorities.

For each new relationship, we contribute usefully for at least 90 days before initiating a commercial ask. An explicit buyer request can be answered sooner. A meeting still needs a relevant reason and willingness to engage.

Explore all 20 steps

Founded by Mohamed Anis, following 20 years in leadership roles at Infosys.Our story

The judgement behind the work

Every interaction
needs a reason.

Understand their priorities. Contribute something useful. Give the relationship time.

Relevance before
a commercial ask.

The standard behind each contribution

Understand what matters.
Map their buying centre, responsibilities and stated priorities. Find the gaps beyond the people your team already knows.
Contribute something useful.
An informed comment on their work. Research relevant to their priorities. A personal note with real context.
Choose the moment.
Decide whether public engagement, a private contribution or waiting makes sense. Familiarity takes time; a connection alone is not trust.
Keep paying attention.
Follow through on the response. Notice changing priorities and roles. Keep contributing when there is something useful to add.

AI assists preparation. Professionals check context and engage personally. Your team directs the work.

Client stories

The work behind Break In, Expand and Protect.

Three client experiences. The turning points, the work and what changed.

An enterprise data company.

Finance opened the door.
A first contract followed.

The usual data and technology audience stayed closed. Mapping the wider buying centres revealed a route through Finance.

Illustration of a closed route through Data and technology, and a new route through Finance. A Finance-led first meeting led to the first contract within six months. — The first routeData and technology
The room stayed closed.
Another buying centreFinance opened the door
CFOs, finance directors and finance VPs.

The story in detail

We began with the usual ideal customer profile: data and technology leaders. Mapping the wider buying centres brought Finance, Operations and Supply Chain into view. Finance opened the door: CFOs, finance directors and finance VPs became the turning point. The Finance-led first meeting led to the first contract within six months of that meeting.

Break In

Expand

We started with Medical Devices, in one country. Pharma and Consumer followed, then Biocides and Pesticides. Nearly seven years on, 30+ StepUp.One professionals support the business across its divisions and countries.

Over the same period, the client company grew from approximately $10 million to more than $150 million in revenue. StepUp.One’s contribution was the account research and relationship work described here.

Protect

We supported ten country heads and their teams across ten countries, covering around 100 stakeholders from CXOs to directors. We mapped existing customer and project relationships, identified white spaces and engaged new stakeholders. We kept engagement going beyond email, flagged issues and followed people who changed jobs, including moves to new companies. Engagement with incoming stakeholders began as they arrived.

Client identities withheld. Illustrations represent the work, not actual client premises.

Getting started

What would the first 90 days involve?

We agree priorities, map the relevant buying centres and people, and begin useful engagement. Each new relationship has at least 90 days of contribution before we initiate a commercial ask; an explicit buyer request can be answered sooner.

How much involvement would you need from our team?

You set priorities, add expertise and lead important conversations. We handle the agreed research, relationship development, meeting coordination and follow-through.

How would we assess progress?

We review who recognises you, who responds, where relationships are strengthening and which gaps remain. Meetings arranged, meetings held and commercial outcomes are tracked separately.

How does this fit our existing relationships?

Existing relationships carry forward. We build on the familiarity already earned; new people get the groundwork they need. Your team flags active conversations and sensitive relationships.

Start with one account
that matters.

Bring an account you want to win, expand or protect. We’ll discuss the relationships that need attention, how your team works today and where StepUp.One could help.

Bring one account

Your deal is decided in rooms you never enter.

One long-standing client partnership

Every day

Every month

Across seven years of GTM work

Understand what matters.

Contribute something useful.

Choose the moment.

Keep paying attention.

Start with one account that matters.

Start with one account
that matters.