{"id":6425,"date":"2019-01-08T23:28:49","date_gmt":"2019-01-08T23:28:49","guid":{"rendered":"http:\/\/somametrics.com\/clone\/?page_id=6425"},"modified":"2021-10-19T17:55:37","modified_gmt":"2021-10-19T17:55:37","slug":"60-day-abm-success-story","status":"publish","type":"page","link":"http:\/\/somametrics.com\/clone\/60-day-abm-success-story\/","title":{"rendered":"Case Study: 60 Day ABM Success Story resulting in 278% ROI"},"content":{"rendered":"\t\t
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case study<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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60 day abm success story resulting in 278% roi<\/a><\/h1>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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How 14 demos were booked in the first 3 weeks of an ABM campaign, with 2 deals closed in the first 60 days.<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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New Deals Closed<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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ROI in the first 60 days<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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Overview<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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The Client provided tools for CEOs of mid-market companies to help them consistently achieve their growth priorities such as new product launches, new market entries, hiring top executives and more.<\/p>

While the Client consistently won business that came from referrals and its own network, it had little success generating business from any outbound campaign.<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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The client determined that in order to grow at a predictable rate, they must become very effective at marketing to C-level decision makers.<\/span><\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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Key Challenge<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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The Founder told us that they needed a way to target Private Equity funded mid-market companies as the CEOs of such companies were under great pressure to perform and achieve planned targets.<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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And, while the company was generating thousands of inbound leads through its landing pages, these leads went nowhere. The leads that came in were too low level since they were primarily downloading \u201chow-to\u201d type of content, while the company\u2019s targeted audience was clearly the C-suite: CEOs, COOs, CFO, and Chiefs of Strategy.<\/p>

At the center of the issue was their messaging. CEOs continually were telling them they already had a project management tool and to talk to their Project Management team. The Client was battling this positioning problem of not being confused with a project management software, rather than articulating what they were.<\/p>

And while referrals gave them the time to do a demo and thereby show why their solution was different, they had no way of articulating the value of their solution to generate quality leads from their outbound campaigns.<\/p>

Until the Client found a way to make its outbound campaigns successful at generating the quality and quantity of leads they needed, they were certain that they could not meet their revenue goals of growing 50% each year.<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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What We Did<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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We applied our proven 4-step process to significantly improve their lead generation and conversion capability.<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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1. \u00a0Identify the Right Group<\/span><\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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Working with the client, we decided that the best target for them would be Private Equity backed mid-market companies as the CEOs of these companies would be under tremendous pressure to perform.\u00a0<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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2. \u00a0Develop a compelling value proposition<\/span><\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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We decided the best way to understand the unique value proposition of the product was to hear about it from their customers.<\/p>

After watching a number of testimonial videos and reading what their customers said about them, it became clear to us that what they provided was an Intelligent Work Platform that enabled CEOs to get all of their employees in every department to work as one team<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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3.\u00a0 Back the value prop with well-researched Digital Content<\/span><\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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From this message, we created a white paper showing the challenges that mid-market CEOs face, the solution, and how our Client\u2019s product automates the ability for a CEO to see where the bottlenecks were in order for them to move quickly to change course so that all the company\u2019s core objectives are achieved.<\/p>

We then developed videos, case studies, blogs and a nurture email campaign targeting CEOs, CFOs, COOs, and Chief Strategy Officers of PE backed mid-market companies.<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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4.\u00a0 Execute HIGHLY TARGETED CAMPAIGNS<\/span><\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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From there, we designed and executed highly targeted email campaigns targeting CEOs, COOs, CFOs, and Chief Strategy Officers of these mid-market companies.<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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ABM SUCCESS RESULTS<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Of about 3,119 emails that were delivered, there were 117 downloads of the white paper. This in itself was significant because nearly half of those that opened the email downloaded the white paper.<\/p>

Fourteen demos were booked in the first three weeks of the campaign with C-suite leads that came directly from the campaign.<\/p>

The Client closed two deals from the campaign within the first 60 days, both coming from leads generated by the campaign.<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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White papers downloaded<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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Demos books<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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New deals closed<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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ROI in the first 60 days<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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More Case Studies<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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\"\"<\/a><\/figure>

From Startup to 4 Demos a week in 6 Months<\/a><\/h3>

How targeted email and phone campaigns enabled this startup to begin booking 12-15 demos per month within six months and build over $647K in sales pipeline.\n<\/p><\/div><\/div>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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\"\"<\/a><\/figure>

246% Sales Pipeline Growth in 90 Days<\/a><\/h3>

Bringing sales practices, metrics & KPIs, and sales training brought immediate increases in sales performance.<\/p><\/div><\/div>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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$2.4 Million in New Sales Opportunities with ABM<\/a><\/h3>

How a small third-party software vendor became central to the IT strategy of some of the leading Global Financial Service firms.<\/p><\/div><\/div>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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Targeted Marketing: 792% ROI in 120 days<\/a><\/h3>

The dramatic impact of a 4-month targeted campaign on new customer acquisition.<\/p><\/div><\/div>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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Get in Touch Today<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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Address:<\/strong>\u00a01847 Berkeley Way<\/p>

Berkeley, CA 94703<\/p>

Business Hours:<\/strong>\u00a08:30a-6:00p M-F<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\t\t\t\n\t\t\t\t\t\tLet's Get You Started<\/span>\n\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"

case study 60 day abm success story resulting in 278% roi How 14 demos were booked in the first 3 weeks of an ABM campaign, with 2 deals closed in the first 60 days. Downloads of White Paper 0 Demo Books New Deals Closed 0 % ROI in the first 60 days Overview *The name … Read more<\/a><\/p>\n","protected":false},"author":4,"featured_media":5101,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"generate_page_header":""},"yoast_head":"\nCase Study: 60 Day ABM Success Story resulting in 278% ROI - SOMAmetrics<\/title>\n<meta name=\"description\" content=\"60-day ABM success story that shows the effectivenes of an Account Based Marketing campaign to significantly increase new leads and move stalled deals\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"http:\/\/somametrics.com\/clone\/60-day-abm-success-story\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Case Study: 60 Day ABM Success Story resulting in 278% ROI - 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