An aerial imaging and property data analytics company utilizes ABM strategies to sell services to local governments, aiding in equitable tax assessment and city planning. With 3,143 counties in the United States, the company had secured just over 50% of the counties as clients, leaving the remaining 50% open for business growth. While many of these counties were not ideal candidates for the services due to their rural nature, others presented excellent opportunities yet remained unengaged. The objective of the effective marketing program was to generate demand in this untapped addressable market.
The solution was a high-impact, multi-touch campaign enabled by Marketing, utilizing effective marketing programs that were presented to the prospects by the Account Management teams. The program featured high-end direct marketing that visually demonstrated the property analytics benefit to users in a way that was impossible to miss. This approach was aligned with ABM strategies and was further supported by well-coordinated SDR and Sales follow-up, all aimed at driving business growth.
Contact Us to learn how our ABM strategies led to a remarkable 35% meeting rate and contributed to millions of dollars in new pipeline, all within an effective marketing program in less than six months.
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