Past Projects
ABM Orchestration & Personalization at Scale
Industry: B2B SaaS; Digital Commerce
Company Profile: 1,000 - 10,000 Employees, Public
Market: Global, Enterprise and Mid-Market Customers
Objective: Drive demand and generate sales pipeline for a new enterprise software product
Success:
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2x increase in account engagement and conversion
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Sourced $xxM/quarter new business sales pipeline and accelerated revenue growth
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Considerably faster in pipeline creation vs. Baseline
Approach: Conducted an in-depth win/loss analysis and Ideal Customer Profile (ICP) study, then developed and executed a targeted, full-funnel, multi-persona account-based campaign, leveraging account based dynamic marketing and sales personalization at scale, multi-channel outreach / acquisition, and automated cross-channel orchestration, powered by existing tech stack and newly developed API capabilities.
ROI-Proven Account Scoring and Segmentation
Industry: B2B SaaS; BI / Data Analytics
Company Profile: 100 - 1,000 Employees, High-growth Scale-up
Market: Global, Enterprise, Mid-Market & Scaled Customers
Objective: Develop a scalable data-driven approach to identify and prioritize accounts, and create targeted integrated campaigns to drive engagement and pipeline
Success:
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30+% increase in sales-qualified leads
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25% increase in funnel to pipeline conversion rate
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60% gains in sales / business development efficiency
Approach: Developed a proprietary account scoring model to identify and prioritize high-value high-propensity accounts, implemented the model within CRM and MAP technologies, and designed & created targeted marketing campaigns tailored to both technical and business personas, leveraging persona-tailored content and multi-channel outreach to warm up account and drive pipeline creation.
Scalable ABM Infrastructure for Efficient Execution
Industry: B2B SaaS; BI / Data Analytics
Company Profile: 100 - 1,000 Employees, High-growth Scale-up
Market: Global, Enterprise, Mid-Market & Scaled Customers
Objective: Design and implement a scalable infrastructure to execute account-based marketing campaigns, enabling personalized engagement and pipeline creation at scale.
Success:
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2X in ABM campaign ROI% and 60% efficiency gains
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20+% increase in target account engagement
Approach: Developed a cloud-based infrastructure integrating cloud data warehouse, marketing automation, CRM, and data analytics tools, enabling the execution of highly targeted and personalized ABM campaigns across multiple channels and teams (marketing, sales development, account sales), and providing real-time insights for optimization and improvement.
Igniting Enterprise C-Level Engagement
Industry: B2B SaaS; Big Data & Analytics
Company Profile: 100 - 1,000 Employees, High-growth Scale-up
Market: North America, Enterprise Customers
Objective: Develop and execute a targeted account-based integrated campaign to effectively engage IT executives in Fortune 1000, drive conversions and accelerate pipeline.
Success:
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Sourced $xxxM/quarter sales pipeline from campaign
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30+% increase of sales-qualified leads in targeted prospect engagement during campaign live quarters
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20% increase in account-to-pipeline conversion rates
Approach: Designed and executed end-to-end a multi-channel ABM campaign combining field and digital engagement tactics, including a creative C-level engagement strategy using branded direct mailing tactics, targeted content and email campaigns, targeted AE and social media outreach, and AI-powered account identification to prioritize high-propensity accounts within Fortune 1000 to maximize campaign ROI.
Digital Acquisition Meets ABM
Industry: HealthTech; B2B SaaS & B2C
Company Profile: 50 - 100 Employees, Early-stage Startup
Market: North America, Public Sector Customers
Objective: Build and execute a digital acquisition strategy from scratch, leveraging ABM principles to drive high-quality lead generation from partners and fuel users growth.
Success:
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3X partner applications from accredited institutes vs. baseline
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25% increase in lead generation from partners
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30% increase in app's user subscription
Approach: Spearheaded the development of a digital acquisition function, executing a multi-channel ABM strategy including: created targeted Paid & SEO web content to attract and engage high-priority universities and research institutes, designed and launched batch and always-on email campaigns to nurture leads, and leveraged social media channels to amplify brand awareness and drive engagement among targeted organizations.
