Transforming Demand Generation Through Account Based Marketing for a Salesforce Summit Partner
Our client, a Salesforce Summit Partner, is recognized as one of the top five Salesforce managed consultants globally. With over 15 years of industry experience and multiple applications listed on Apex, they primarily serve clients in the USA. However, post-COVID, they faced stagnant growth, prompting the need for innovative revenue streams.
As the competition in the Salesforce space grew, the client faced a challenge: 80% of their business relied on an existing pipeline and referrals. To reduce their dependence on these channels and ensure steady growth, they needed to accelerate lead generation and find high-quality accounts to close. They sought external support to enhance their demand generation process and expand their pipeline.
We executed targeted email outreach to engage the top 300 intent-driven accounts, developed specialized campaigns for U.S. companies open to contractual consulting and staffing services, and launched an Appex App campaign to drive paid subscriptions for Salesforce-based apps.
By leveraging high-quality research and omnichannel marketing, we generated 72 qualified leads over six months, achieving an immediate closure rate of 40%, with an additional 30% closing within the following six months.