$80M ABM Campaign

CHALLENGE: Develop a substantial book of business targeting medium-sized enterprises within defined zone of success. To achieve this, I initiated a comprehensive strategy that involved conducting in-depth research on 231 target accounts, delving into industry trends, challenges, and their specific aspirations. This groundwork was essential in crafting bespoke, story-driven pitch decks that resonated deeply with our prospects, aligning our offerings precisely with their needs.

APPROACH: Methodical and data-driven. We meticulously verified end-user and executive contacts within these 231 target accounts, employing third-party resources to ensure accuracy and relevance. This enabled us to tailor our outreach effectively, maximizing the impact of our communication.

STRATEGY: A key component of our strategy was the creation of an SDR Outreach program specifically targeting these accounts. I took the lead in training our SDRs and sales teams, equipping them with the knowledge and tools necessary to engage these prospects successfully. This training was not just about imparting information but about fostering a deep understanding of the value we could offer to these businesses.

EXECUTIVE LEADERSHIP: Furthermore, I developed and regularly updated transformation plans for medium businesses, ensuring these plans were not only actionable but also aligned with the evolving needs and challenges of our target accounts. Regular updates and presentations to executive leadership ensured transparency and alignment at every stage of the process.

RESULTS: The result of these concerted efforts was the acquisition of 231 target accounts, worth $80M in revenue. This achievement not only reflects the success of our targeted marketing and advertising campaigns but also underscores the effectiveness of a holistic approach to business development, from strategic research and customized pitch development to targeted SDR outreach and executive engagement.