$40m in pipeline in 2.5 years

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Customers can’t buy your product if they don’t know you exist.

If you’re launching a new product or expanding into new verticals or markets, you’re going to have to invest in marketing your product(s) to the right people at the right time, with the right message.

This is why ABM is so important to our GTM efforts.

You’re prioritizing the accounts who would be the best customers for your new product or which accounts within an industry would be the best fit for one of your products or solutions based on data.

But prioritizing the accounts is only one piece of the ABM puzzle. You need to invest in the right channels to drive brand awareness, engagement and increase web traffic.

Outbound is obviously one channel, but LinkedIn ads should absolutely be the other based on it’s targeting capabilities.

While at Clari, I was responsible for our vertical expansion growth efforts.

When I say no one in these industries knew who Clari was, literally no one did.

So we had to develop our ABM strategy and invest in LinkedIn ads in order to get our product in front of the right accounts and right people.

Looking at the data, we could see these efforts were paying off.

Web traffic, including visits, bounce rate and session duration went up and to the right every single quarter. Meaning we were driving high quality visits.

Demo requests went up and to the right every quarter.

LinkedIn ad and engagement doubled industry benchmarks. And we could actually see our target personas “liking,” commenting, and sharing our ads.

Over the course of 2.5 years below are the results:

• Each SDR hit quota every quarter

• One SDR recognized as SDR of the quarter

• 200% increase in web traffic YoY.

• 2x growth in demo requests YoY.

• Over $40m in qualified pipeline in 2.5 years.

• Revenue increased 54% YoY.

Are LinkedIn ads the only channel to focus on? Heck no. But for us, and many others who are bringing new products to market or within new verticals, they are crucial to success.

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Additional Resources

Account-Based Marketing Calendar

Click here to download my new Account-Based Marketing Calendar for creating repeatable and scalable strategies.

Account-Based Marketing Metrics

Click here to download my new guide to measure ABM.

Need help with your ABM program?

Looking for advice on how to improve your ABM program? I’m here to help.

Below are the ways that I can work you and your team.

• ABM Program Audit

• ABM Calendar Planning

• ABM Account List Building

Click here to learn more and book your discovery call.