Building the ABM motion behind
a 3X ARR year

The sales motion itself worked. Reps knew how to run a deal once they had one. But account discovery was manual, with reps building their own prospect lists account by account, and sales and marketing had no shared view of who to target or when.

Outreach timing and messaging weren't coordinated across the two teams, so accounts often heard from sales and marketing on different timelines with different messages. The process could produce results, but it couldn't scale past what reps could manually research themselves.

We built an account scoring and targeting layer that ranked the full addressable base by fit and intent, giving reps and marketing a shared, prioritized account list instead of two disconnected ones.

On top of that, we built trigger-based orchestration so outreach hit the right account, the right persona, and the right message at the right time, coordinated across sales and marketing instead of run independently. Reps stopped building lists and started working accounts that were already qualified and staged.

The company grew from roughly $2.6M to $9.1M in ARR, a 3.5X increase, over thirteen months of the engagement. Pipeline volume grew 4.2X over the same period, and win rate improved from 19% to 31% as reps worked better-fit accounts.

Time reps spent on manual prospecting dropped from roughly half their week to under 15%, freeing up selling time without adding headcount. Sales and marketing worked from a single account list for the first time, and qualified meetings booked grew 2.8X year over year.