Resources "Case Studies"
Leading Systems Integrator Elevates ABM with Targetorate, Achieves 3X Engagement and 40% Faster Sales Cycles
Client Overview
Discover how a tech company partnered with Targetorate to scale its ABM strategy – resulting in 3X higher engagement, 2X MQL growth, and 40% faster deal velocity across key enterprise accounts.
- Industry: IT Services
- Location: USA
Executive Summary
A tech company, operating across the US, collaborated with Targetorate to sharpen its ABM focus and unlock greater value from high-potential accounts. Through a tailored, data-driven ABM approach – leveraging intent signals, personalization, and integrated outreach – the engagement delivered stronger pipeline performance, improved sales-marketing alignment, and faster conversion across their target enterprise landscape.
Introduction
The client has built a strong presence, known for helping enterprises streamline and transform their technology landscape. To maximize impact with strategic accounts, they sought to evolve their digital outreach efforts and deepen engagement with decision-makers. This led to a partnership with Targetorate, focused on creating a scalable, ABM program.
Strategic Opportunity
While the client had a solid foundation in digital marketing and outreach, they recognized the opportunity to:
- Deepen Engagement with High-Potential Accounts
Target high-value enterprise accounts with more relevant, personalized campaigns. - Strengthen Sales & Marketing Collaboration
Enhance coordination between teams to drive consistent messaging and shared outcomes. - Increase Campaign Precision
Move from broad-based messaging to intent-based targeting for better audience alignment. - Accelerate Pipeline Impact
Optimize digital and paid efforts to more effectively support revenue growth
The Targetorate Solution
Targetorate deployed a tiered ABM model tailored to the client’s business goals and market dynamics.
Key Elements
- Tiered ABM Execution
Applied 1:1, 1:Few, and 1:Many models to balance personalization and scalability. - Intent-Based Targeting
Used real-time buying signals to prioritize outreach to accounts showing active interest. - Hyper-Personalized Content
Developed content aligned to specific personas, pain points, and journey stages. - Integrated Multi-Channel Outreach
Engaged accounts across LinkedIn, email, executive touchpoints, and syndication channels. - Unified Sales & Marketing Insights
Enabled both teams with actionable account intelligence for higher conversion.
Business Impact
The program delivered measurable success across critical KPIs:
- 3X Increase in Engagement
Meaningful lift in interactions across key enterprise accounts. - 2X Growth in MQLs
Surge in qualified leads driven by targeted, high-intent campaigns. - 40% Faster Sales Cycles
Improved lead quality helped reduce deal timelines significantly. - Greater Executive Visibility
Strengthened positioning and awareness in the ecosystem.
Key Learnings & Next Steps
Success Drivers
- Tailored ABM models empower focused and effective outreach.
- Intent data and content relevance dramatically enhance engagement.
- Close alignment between marketing and sales teams is key to long-term success.
The Road Ahead
The client continues to build on this momentum, expanding its ABM program with Targetorate to include deeper executive engagement initiatives, vertical-focused content, and broader global outreach.