Client Case Study: Achieving Impressive Results in Six Months

In the competitive world of marketing, launching a successful ABM program requires careful planning, precise execution, and measurable outcomes. Let’s dive into an exemplary case study on how we squeezed the juice for one client, resulting in $16-million in revenue over just six months. 

Objective:

The primary goal of the ABM Program was to generate a significant pipeline and drive revenue growth. Our touchpoints start with TOF, working through MOF and BOF to ensure every account is uniquely targeted. Once we establish a plan with a client, we begin our work on the back-end and proceed forward.  

Strategy and Implementation:

The ABM Program was divided into several key stages, each designed to maximize reach and impact. The data? - Look at our strategies employed during the six month analysis:

1. Targeted Approach:
• The program began by identifying and targeting ~1,700 potential customers, comprising the primary audience.
• These accounts were carefully selected based on various criteria, ensuring a high probability of engagement.
2. Influencing Accounts:
• Out of the initial target group, 1,312 accounts (77.73%) were influenced through strategic marketing efforts.
• This involved delivering compelling messages, building brand awareness, and nurturing relationships.
3. Engaging Accounts:
• Leveraging Terminus, Found&Chosen identified accounts with at least 8 intent signals, initiating AE sales flow.
• Remarkably, 212 accounts (12.56%) demonstrated strong intent signals, indicating a higher likelihood of conversion.
4. Qualifying Leads:
• As the campaign progressed, the team diligently qualified leads, ensuring their suitability and potential as customers.
• From the initial pool, 31 accounts (~2.0%) successfully met the stringent qualification criteria.
5. Conversion Success:
• The marketing efforts resulted in 6 successful conversions, highlighting the campaign's effectiveness.
• These conversions represented a remarkable 100% increase, demonstrating the impact of the program.

Results and Achievements:

The six-month study yielded exceptional results across various key performance indicators. Let's examine the achievements:

1. Pipeline Generation:
• The program successfully generated a pipeline worth over $29-million, a testament to its ability to attract potential customers.
• The pipeline's value represented a significant growth trajectory, showcasing the campaign's impact.
2. Revenue Growth:
• The revenue won during the campaign amounted to an impressive $16-million.
• This accounted for 100% of the total revenue, demonstrating the program's effectiveness in driving tangible business outcomes.

The case study of this six-month ABM planning and implementation stands as a remarkable testament to the power of strategy, targeted engagement, and effective execution. By employing a multi-faceted approach that encompassed audience targeting, influence building, lead qualification, and conversion optimization, the program achieved extraordinary results. The substantial pipeline generated and the substantial revenue growth exemplify the campaign's resounding success.

By understanding the power of data-driven strategies and leveraging cutting-edge techniques, marketers can drive growth and surpass their objectives. The journey undertaken in this case study illustrates that with the right approach, dedication, and expertise, remarkable results can be achieved within a relatively short span of time.

This isn’t our only success story. Read more about how we helped another client achieve 30% growth in six months!