Home > Case study > Account-Based Marketing (ABM)
German Enterprise Service Management Company
Targeted Account-Based Marketing campaign focused on penetrating the Italian enterprise IT solutions market by engaging key decision-makers.
Penetrating the Italian enterprise market proved challenging for this German ESM company, as ineffective messaging and limited interaction with key decision-makers led to low conversion rates.
V11 helped the company deploy a targeted Account-Based Marketing (ABM) strategy using:
Telemarketing & surveys: Tailored BANT-based questionnaires to assess prospect needs.
Customized insights: Synthesized reports aligning solutions with client challenges.
Technology-driven approach: Dashboards enabled personalized lead engagement.
Two-way profiling: Enhanced alignment between company and prospects. .
Tracking & optimization: Continuous measurement of engagement and lead progression.
The ABM program successfully unlocked growth in the Italian market by delivering:
• Generation of 20 high-value, qualified leads.
• Conversion of 70% of these leads into tangible business opportunities.
• Accelerated sales cycles through targeted, personalized engagement.
• Improved market positioning and stronger relationships with key enterprise clients.
