Success stories

How a Fortune 500 Tech Giant Leveraged Targeted ABM to Generate Over 150 Sales-Qualified Accounts in Just 8 Months

About the Client

The client is a Fortune 500 company specializing in finance, tax, legal, and trade technology. Historically, they relied on traditional marketing approaches such as meetups, events, and digital mass campaigns to grow their pipeline. However, these methods were budget-intensive and yielded limited success.

PROBLEM

The client faced stagnation in their sales pipeline with their existing marketing strategies. They sought to transition to a more digital-focused approach to target key accounts, establish thought leadership, and generate meaningful sales opportunities.

OBJECTIVE

The objective was to optimize their website, improve SEO to drive inbound leads, and implement focused 1:few ABM campaigns to engage high-value accounts from target industries.

Building a High-Performance ABM Strategy

Phase 1

Identifying and Profiling Target Accounts

Collaborating with the client to segment accounts into three tiers based on priority, conducting in-depth research on industries, accounts, and personas to ensure a precise focus.

Phase 2

Crafting and Executing Campaigns

Designing a fresh, conversion-optimized website with relevant CTAs, propositions, and landing pages. Persona-specific content such as eBooks, whitepapers, webinars, infographics, blogs, and other assets were created to drive engagement.

Phase 3

Analysis, Reporting & Nurture

Regular analysis was conducted to track campaign performance and account engagement using lead and account scoring metrics. Detailed reporting was generated for each account, and nurturing tactics were applied to sustain momentum.

RESULTS

Accounts Engaged

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High Value Opportunities Generated

Other non-measurable metrics that were impacted: Enhanced interest from influencers and decision-makers in new accounts, along with increased brand awareness and thought leadership.