The Hurdle
Pipeline Stagnation in Financial Services
PRGX faced a significant challenge: a stalled pipeline within the highly competitive Financial Services sector. Lengthy sales cycles and an increasingly crowded marketplace made it difficult to break through and generate qualified leads. This required a strategic shift to revitalize their approach and reignite growth.
Our Strategy
Multi-Channel ABM Approach
We employed a strategic, multi-channel ABM approach to target key accounts. This involved careful account selection, tiered targeting, and a diversified channel mix including email, content, events, and paid advertising. This integrated approach ensured maximum engagement and pipeline generation. Account selection was based on revenue potential and strategic fit. Targeting tiers were prioritized based on engagement likelihood.
90-Day ABM Program Execution for PRGX
Our 90-day ABM program for PRGX was executed with precision, leveraging a multi-channel approach and a carefully orchestrated timeline. We integrated key tools and platforms to maximize impact and drive pipeline growth.
- Channel Mix: Integrated email, targeted events, strategic content, and paid advertising.
- Timeline: 90-day rollout with weekly milestones and performance reviews.
- Tools: Marketo, Salesforce, LinkedIn Sales Navigator, and custom analytics dashboards.
Impressive Results Achieved Through Strategic ABM Implementation
Our targeted ABM strategy for PRGX yielded significant results within just 90 days. We successfully generated a $1.2M pipeline, demonstrating the power of a focused, multi-channel approach to account-based marketing.
New Pipeline Value Generated, Demonstrating the Effectiveness of Our ABM Strategy
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Increase in Account Penetration, Showing Deeper Engagement with Key Target Accounts
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Key Takeaways
Scalability and Integration
Our integrated ABM approach not only generated a significant pipeline but also proved highly scalable. By aligning marketing and sales efforts, we created a repeatable model for future campaigns. The seamless integration of various channels ensured consistent messaging and a unified customer experience, driving better engagement and conversion rates.
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