Preview
What it is.
Andrei Zinkevich co-founded Fullfunnel.io, which builds ABM programs for companies with high contract values and long sales cycles. The newsletter is what the consultancy writes down on Fridays.
The subject is narrow on purpose: fixing broken B2B playbooks, running ABM on a small budget, and getting a change through internally when sales and marketing disagree. Readers come from Microsoft, Twilio, Salesforce, and IBM, which tells you the deal sizes it's pitched at.
Issues run long because the buyer journeys they describe run long. You get the account scoring and the sequences, down to the messages they sent.
What you get.
- A long-form issue every Friday on ABM and full-funnel programs
- Buyer journey maps and account scoring models from client engagements
- Case studies with the company named, including their AI-native ABM work
- Playbooks for running ABM when the budget won't cover a platform
- Internal change management advice for getting a program approved
Editions we'd start with.
The Full-Funnel OS ↗
June 2026. The operating model the rest of the archive hangs off. Start here.
How Backbase built an AI-native ABM motion ↗
A named case study with the program structure shown, which is rare in ABM writing.
How to become an AI-native CMO ↗
July 2026, aimed at the person who answers for the number.
B2B marketing in the 2nd half of 2026 ↗
His read on what changed this year, with the plays he'd keep.
Field events and conference playbook ↗
The full program for events, down to follow-up. Useful if you're spending on a booth.