Resources "Case Studies"
1:1 ABM Success: Targetorate Enables Deep Engagement Across 19 Strategic Accounts
Client Overview
Discover how Targetorate designed and executed a personalized 1:1 ABM program for a fast-growing IT services provider—driving stronger CX, better sales alignment, and targeted impact through digital transformation and precision content.
- Industry: IT Services & Solutions
- Location: USA
Executive Summary
A mid-market IT services company partnered with Targetorate to enhance outreach and relationship-building across a select list of 19 high-value accounts. Targetorate developed and deployed a comprehensive 1:1 Account-Based Marketing strategy that combined website and UI/UX transformation, customized content, sales enablement tools, and digital campaigns. With deeply personalized assets—including videos, blogs, 1:1 flyers, and account-specific decks—the initiative helped the client’s sales team initiate meaningful conversations and improve their conversion readiness.
Introduction
In a competitive technology landscape, breaking into strategic enterprise accounts requires more than just cold outreach—it requires deep research, personalized messaging, and meaningful interactions. Recognizing this, the client turned to Targetorate to implement a highly focused 1:1 ABM initiative targeting 19 named accounts that were key to their expansion goals.
Strategic Opportunity
The client was well-positioned with proven capabilities in technology services, but needed a sharper, more strategic approach to engage with specific high-potential enterprises. Targetorate identified the opportunity to:
- Personalize Engagement at Scale
Move from broad messaging to highly tailored 1:1 campaigns with bespoke content and design. - Empower Sales with Insights
Equip sales managers with deep account intelligence and tailored sales collaterals for each account. - Enhance Digital Experience
Revamp the client’s digital presence to better reflect their value proposition and customer-centric messaging.
The Targetorate Solution
Targetorate executed a high-touch ABM program designed to enable precision outreach, optimize CX, and align digital marketing with sales goals.
Key Initiatives
- 1:1 ABM Campaigns for 19 Target Accounts
Each account had its own strategy, including tailored decks, flyers, and messaging mapped to buyer roles and needs. - Digital Strategy and Marketing Execution
Built end-to-end digital journeys to attract, nurture, and convert stakeholders from each account. - Website and UI/UX Transformation
Redesigned the company’s website to align with modern expectations and elevate user experience for enterprise buyers. - Account Data Templates
Created detailed intelligence reports for each target account, equipping the sales team before outreach and meetings. - Content Engine Development
Delivered high-value content including blogs, case studies, videos, and collateral—all personalized for target industries and personas.
Business Impact
The client’s transformation from generic outreach to a strategic 1:1 ABM approach delivered strong outcomes in both digital and sales performance:
- Sales-Ready Content for 19 Accounts
Tailored decks, presentations, and collaterals increased relevance and opened doors to executive-level conversations. - Improved Sales Engagement
Data-backed account templates provided sales with better context and personalization in each interaction. - Enhanced Digital Credibility
The new website and content journey positioned the client as a forward-looking, enterprise-ready provider. - Seamless Marketing-to-Sales Handoff
Sales teams were enabled with exactly the right content and data at the right time to drive decision-maker conversations.
Key Learnings & Future Outlook
Success Drivers
- 1:1 ABM strategies build deeper resonance and foster stronger trust with strategic accounts.
- Enabling sales with research-driven, personalized tools accelerates both interest and conversion.
- A cohesive digital experience enhances brand credibility and supports mid-funnel efforts.
The Road Ahead
With a scalable 1:1 ABM framework in place, the client plans to expand into new verticals using a similar approach. Targetorate will continue to support with evolving messaging, creative campaigns, and deeper CX transformation to accelerate enterprise wins.