CASE STUDY — MEDIA & TECHNOLOGY
+27%
27% more revenue from treating buyers as an experience, not a list
27% more revenue from treating buyers as an experience, not a list
An enterprise software platform ran account-based marketing as a target list. We rebuilt it as an account-based experience across media and CRM, aimed at executive relationships rather than contacts.
- Industry
- Media & Technology
- Business size
- Enterprise
- Marketing type
- Growth · Partner
- Capability
- Technology · CRM · Media · ABX/ABM · Lead/demand gen
Challenge
A global technology provider needed a fresh way to deliver media and CRM as one integrated approach, and to realise the value of their own technology through it — digital media and CRM, joined up with field marketing.
The brief: use data, creativity and technology to increase pipeline and lift leads.
Solution
We oversaw the strategic planning, implementation and activation of the digital media and CRM activity, integrated into the client's executive event experience and running as an account-based experience across their technology platforms, alongside joint go-to-market plans with partners.
The targeting came out of their CRM: high-value customers, identified from what the business already knew about them rather than from a bought list.
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