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Success stories

A Fortune 500 Tech Giant leverages targeted ABM for Indian MNCs & generates over 150 Sales Qualified Accounts within 8 months

About the Client

A leading Fortune 500 company operating in the space of finance, tax, legal, and trade technology. They had erstwhile used traditional approaches, including meetups, events, and digital mass campaigns to grow their pipeline. But this drained their budget and delivered little success.


The client was facing stagnancy in their sales pipeline with the erstwhile marketing approach and wanted to shift to a predominantly digital approach to reach out to target accounts, establish thought leadership and drive opportunities.


Optimize the existing website, improve SEO, drive inbound leads. In addition to inbound, drive targeted 1:few ABM programs to generate leads from target industries.

Creating a well-oiled ABM Engine

Phase 1

Account Identification, Profiling & Account Planning

Working with the client to identify target accounts and dividing them into three different tiers. Upon account selection, thorough research was done for accounts, industries, and personas to be targeted.
Phase 2

Content Creation & Campaign Orchestration

A fresh website, optimized for CTAs with relevant propositions, assets, and landing pages were created. Persona targeted ebooks, whitepapers, webinars, infographics, blogs, and other assets were created.
Phase 3

Analysis, Reporting & Nurture

The campaign had multiple variables and therefore regular analyses were needed. For ABM campaigns, the account penetration was judged based on lead and account engagement scoring. Reporting was done for each account separately based on engagement scoring.
Analytics and Report


Accounts Engaged
0 +
High Value Opportunities Generated

Other non-measurable metrics that were impacted: Interest from Influencers and Decision-makers of new accounts, Brand awareness & Thought leadership.

inbound marketing
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