Recotap

Recotap is an AI-powered ABM platform helping GTM teams drive efficient and effective customer acquisition. As a founder, I led the bootstrapped venture from concept to product-market fit and sustainable revenue growth, driving strategy, execution, and innovation.

Key Achievements:
Designed and executed the GTM strategy for the 0-1 journey, integrating marketing programs to drive business expansion and accelerate demand generation.

Forged strategic alliances with industry leaders (e.g., LinkedIn, HubSpot), amplifying market reach and driving business development opportunities.

Built and mentored cross-functional teams, fostering a high-performance culture and improving collaboration across Marketing, Sales, and Customer Success.

Advised clients on ABM roadmaps and execution, delivering measurable results in revenue growth and customer engagement.

Influenced product strategy by identifying key customer problems and market opportunities, resulting in a more targeted product roadmap.

Co-Founder

Ignite ABM

Ignite ABM is your Go-to Consulting partner for crafting impactful Go-To-Market strategies. We specialize in leveraging the principles of Account-Based Marketing to drive industry-leading growth for your business.

Managing Consultant

The ABM Voice Podcast

Podcast Host

AppliedMACS Technology Solutions Pvt. Ltd.

Infosys Ltd

Led high-impact digital transformation initiatives for Fortune 100 clients across Banking, Telecommunications, and Professional Services sectors, managing multi-million-dollar projects across multiple geographies and consistently delivering results that drove business growth.

Cultivated and nurtured strategic relationships with key clients, leading business development efforts with Nordic and Australian telecom clients (top 5 Infosys client), consistently exceeding expectations and delivering significant business outcomes.

Advised C-level executives on aligning technology investments with business goals, ensuring technology solutions supported strategic growth objectives and delivered measurable ROI.

Partnered in organizational development initiatives to streamline delivery processes, enhance talent management, and boost operational efficiency, resulting in improved performance across teams and projects.

Built, mentored, and led high-performing teams across diverse geographies, fostering service delivery excellence and ensuring consistent, high-quality project outcomes and client satisfaction.

Portfolio Manager

Hewlett-Packard

Associate Project Manager

Co-founder & CEO of Recotap. 📣 Account-based Marketing evangelist. 🎙️The ABM Voice Podcast host. 🚀 Startup Mentor. 🎯 Follow me for actionable Go-to-Market ideas. 📅 Book a time with me on officehours.com/arun

With over 2 decades of experience spanning enterprise IT and entrepreneurship, I bring a strategic outlook and execution skills to transform business challenges into revenue opportunities.

By aligning technology with customer needs across Banking, Telecommunications, and Professional Services sectors, I've delivered solutions that unlock stakeholder value.

I'm passionate about engineering customer-centric products, designing result-driven marketing programs, and implementing go-to-market strategies that accelerate growth.

My interests lie at the intersection of Product Innovation, Marketing, GTM and Strategic Alliances, helping organizations navigate AI transformation and capitalize on emerging opportunities.

Arun Gopalaswami ☸️

Amplifying B2B SaaS Growth | Driving Pipeline Revenue through Demand Gen & ABM

I help B2B SaaS and IT Services companies turn marketing into a revenue driver, not just a cost center.

After 15+ years of leading marketing strategy, ABM, and demand generation, I’ve seen one thing again and again: great products struggle to grow because marketing efforts are misaligned with GTM goals, the tech stack is bloated, and there’s no clear path from campaign to pipeline.

That’s when I knew I wanted to do more, to bring a more focused, execution-led, and results-driven approach to B2B marketing.

At the end of 2023, I left my full-time job to start consulting independently, something I had always wanted to do. 

Over the next few months, I worked closely with several B2B SaaS and IT Services companies to help them generate pipeline, speed up deal cycles, and drive measurable growth through focused ABM and Demand Gen strategies.

By October 2024, I decided to turn that independent journey into something bigger and more structured. I wanted to build a team of experts and create a consulting brand that could deliver both strategy and execution at scale.

And that’s how Engrow was born.

At Engrow, we specialize in ABM and Demand Generation consulting for companies with high ACV deals and long sales cycles. 

We help you acquire, accelerate, retain, and expand your most valuable accounts, using lean tech stacks, clear strategy, and measurable execution.

Whether you need a fresh ABM strategy, want to launch demand gen campaigns, or just need someone to bring structure and clarity to your GTM motion, that’s where we come in.

Let’s connect if you’re looking for a strategic partner to help you drive real pipeline and revenue growth, not just leads.

Debjit Sen

Field marketing should be part of your ABM program.

Not as an add-on or a separate initiative, but as a core motion inside your account strategy.

The format itself doesn’t need to change.
The experience can still be a dinner, a roundtable, or a private gathering.

What needs to change is the intent behind it.

Instead of planning experiences first and then deciding who to invite, start with the accounts.

Ask which accounts you are trying to move forward, what stage they are in, and what kind of experience would genuinely help create progress with them.

This only works when ABM is treated as part of your GTM logic, not as a parallel initiative running on the side.

That small shift makes field marketing far more strategic.

Experiences then become designed around:

→ Specific 1:1 priority accounts
→ Small 1:few clusters
→ Target segments that need deeper engagement
→ Deals that need acceleration

Field marketing still owns the experience.

ABM brings the clarity that shapes it.

→ Which accounts are prioritised
→ Where they sit in their buying journey
→ Which stakeholders should be involved
→ What narrative needs reinforcement

Execution remains with field marketing.
Alignment comes from the account strategy.

Measurement also evolves.

→ Engagement from the right accounts
→ Multi-stakeholder participation
→ Movement across buying stages
→ Influence on pipeline and deal velocity

When the right stakeholders from the right accounts are in the room, conversations move differently.

Without that alignment, field marketing can feel like activity on a calendar.

With ABM guiding it, the same activity becomes intentional and revenue-connected.

That’s why field marketing works best when it operates as an integrated motion within ABM, not alongside it.

Would love to know your thoughts on this.

Founder at Engrow | ABM & Demand Gen Consulting for B2B SaaS & IT Services Companies

If you’re a startup trying to break into enterprise using LinkedIn ads with a limited budget, this is where you should start.

Begin with clarity around who you actually want to win.

Build a focused target account list that includes only accounts that truly match your ICP.
This will bring precision when you have a limited budget.

Once that list is clear, enrich it to identify the right people inside those accounts.

Find contacts based on the right functions and seniority levels, and upload them directly into LinkedIn.

From there, keep your messaging simple but intentional.

Instead of running one generic message, test three clear angles:

→ A pain-driven message that speaks to the problem they’re likely facing
→ A value-led message that highlights the outcome you deliver
→ A proof-based message built around results or credibility

Different stakeholders respond to different triggers. Clarity beats complexity here.

→ Run thought-leader ads in parallel
Enterprise buyers don’t respond well to product heavy messaging from a brand they don’t yet trust.
Insight-led content from founders or leaders builds credibility first, which makes the direct outreach feel more relevant.

→ Pay attention to meaningful signals as campaigns run
Look at response quality, engagement from target accounts, and signs that conversations are warming up.

Doesn’t matter whether you’re a startup or an established company, breaking into enterprise needs targeted precision, showing up consistently, and refining based on what the accounts are actually telling you.

That’s it.

Sharing this because recently I’ve received a few queries from SaaS startups who wanted to run account-based LinkedIn ads but weren’t sure how to approach it with a limited budget.

Most ICP discussions sound strategic.

But when you look closely, they’re often built on assumptions rather than evidence.

Attractive logos, promising markets, and “ideal” segments can look right on paper, yet the accounts that actually drive revenue, renew smoothly, and expand over time often tell a different story.

So instead of asking, “Who would we like to sell to?”, a better question is, “Which customers are actually the right fit for us?”

This simple shift changes everything.

What I suggest to every brand is to look at internal perspectives before redefining their ICP.

Start with finance.

Look at
→ Top accounts by profitability
→ Payment behaviour
→ Lifetime value by segment

This helps you understand which customers generate strong revenue without constant friction.

Then speak with customer success.

Review
→ NPS by account
→ Product usage patterns
→ Support ticket volume and type

Now you begin to see which customers are engaged, getting real value, and likely to grow.

Finally, involve sales.

Check
→ Win rates by segment
→ Sales cycle length
→ The actual buying groups involved
→ Common blockers and consistent champions

This shows which types of accounts move efficiently from first conversation to closed deal.

You get a clear picture of your ICP when these three views align.

Your best customer is usually
→ Profitable
→ Actively using the product
→ Relatively smooth to sell to
→ Positioned for expansion

That’s a far stronger starting point for ABM than choosing accounts based on brand recognition or aspiration.

If you asked finance, customer success, and sales to describe your best customer today, would their answers match? Let me know in the comments.

taplio

The Battle

Arun Gopalaswami ☸️

Debjit Sen

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taplio

The Battle

Arun Gopalaswami ☸️

Debjit Sen

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Debjit Sen's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreDebjit Sen's LinkedIn Performance