REDEFINING ABM IN LOCKDOWN

A highly-personalised 1:1 ABM campaign that soared past its KPIs in a market hit by Covid-19, with over $1m pipeline generated in 3 weeks of nationwide lockdown. So far, it’s achieved:

• 95% account engagement rate
• $1 M+ pipeline
• 6 opportunities

BACKUP PLAN NEEDED

Leading Cloud Data Backup & Management provider Veeam wanted to crack open the UK enterprise market and secure its stake as a leader in data protection. And we were all set, with carefully-created content and a bulletproof strategy to blow the socks off 10-15 key contacts in our chosen accounts - which is when Covid hit.

REDEFINING ONE-TO-ONE

An in-depth analysis of the market, a reimagined strategy, some freshly-created comms and newly-researched content later, we launched in the midst of a pandemic. The human touch of a DM was replaced with personal videos from the Sales Team introducing themselves and speaking to contacts’ new pain points, as we combined constant strategic re-evaluation with a cautiously inspiring message: Backup, Move Forward.

RAISING THE BAR, FROM AFAR

At a time where face-to-face interaction was impossible, we helped Veeam keep things personal – and the results are speaking for themselves. As of recently, we're delighted to announce that this campaign has been nominated for three awards in the The B2B Marketing Awards 2020. The nominations are as follows...

Best Sales Enablement Initiative
Best Corporate Decision-Maker
Best Use of ABM

The ceremony takes place on the 26th of November, so keep your eyes out – we may just have another gold winner on our hands...