Loxo partnered with The Kiln to tackle a problem most teams only dream of: too much TAM. With over 200,000 potential accounts across diverse recruitment verticals and a lean go-to-market team, Loxo needed a precise, data-driven system to segment, prioritize, and engage the right accounts with the right level of effort.

The Kiln worked with Loxo to build a fully customized, AI-powered market mapping and scoring system—one that didn't just look backwards at historical win rates, but forward to where the company wanted to grow. The outcome was a scalable GTM framework that aligned human resources with opportunity size, vertical fit, and strategic growth priorities.

The Challenge: Prioritize with Precision, Not Intuition

While many companies use ABM to focus narrowly on 100–200 top accounts, Loxo faced the opposite problem: a vast addressable market, with limited internal bandwidth to cover it all.

"Most people do ABM by picking 100 accounts. Our TAM is 200,000+. We needed to know where to apply one-to-one vs. one-to-many, and why."

With only ~100 team members, Loxo needed to:

• Map their entire market with deep attribute-level intelligence.

• Prioritize accounts based on both historical success and future strategic fit.

• Apply human effort where it mattered most—while automating the rest.

• Report market insights back to leadership and the board with clarity and confidence.

The Kiln’s Approach: Custom Market Mapping at Scale

AI-Powered Segmentation & Scoring

The Kiln worked with Loxo to:

• Identify dozens of variables to segment agencies by recruitment type, industry served, revenue, company size, and more.

• Break down subtypes like executive search vs. temp vs. permanent placement.

• Create flexible filters for geography, team size, and role focus.

• Apply custom weighting logic (secret sauce!) to score accounts not only by win rate, but also by strategic value.

"We win tons of small accounts. But we wanted to go upmarket—and this helped us align our efforts toward that future, not just our past."

GTM Team Alignment & Application

Once prioritized segments were built, The Kiln helped Loxo:

• Align outbound and BDR efforts by tier (high-touch vs. automated).

• Build Clay-based automations to distribute and refresh lead lists.

• Set up tier-based outreach motions based on account score.

• Consult on upcoming layering with Common Room and engagement scoring.

"Before, it was finger-in-the-air. Now we can answer to the board with real data: this is our TAM, this is who we're targeting, this is why."

The Results: GTM Clarity, Strategy, and Scale

• Complete market map of over 200,000 potential customers, segmented by ideal fit.

• Scoring system aligned to Loxo’s future growth, not just past performance.

• Data-backed outreach strategy, with a clear roadmap for personalization vs. automation.

• Improved ability to report TAM and coverage to investors and leadership.

• Scalable Clay infrastructure that enables future campaigns and experimentation.

"We’ll know it’s working when our top accounts aren’t unfamiliar with us. And we finally have a system to track and drive that progression."

Conclusion: ABM at Enterprise Scale

Loxo didn’t need another campaign—they needed a full-market visibility and prioritization engine. With The Kiln, they got a system that could score, segment, and drive action across their entire TAM.

Even better, the engagement positioned Loxo to scale intentionally—investing resources where they matter most and aligning every part of GTM to the big picture.

"Let’s do a part two in Q4—we’re just getting started."

Want to build a GTM motion that can prioritize thousands of accounts with confidence? Let’s talk.