Client
A multinational industrial manufacturer specializing in precision instruments and industrial equipment, selling into manufacturing, laboratory, and process industries worldwide.
Challenge
The client needed to execute Account-Based Marketing (ABM) programs against named global accounts but lacked the depth and accuracy of contact data required.
They struggled to identify the right stakeholders inside large enterprises, map multiple roles within the same account, and attach reliable profile data (including LinkedIn URLs) to support highly personalized outreach.
Objectives
- Build custom ABM lists focused on named target accounts across North America, Europe, and Asia.
- Identify and verify key stakeholders by job function and seniority within those accounts.
- Map multiple decision-makers and influencers per account and enrich records with LinkedIn profiles for enhanced personalization.
Solution
- Constructed tailored ABM lists starting from the client’s named account universe, rather than broad industry lists.
- Identified and verified stakeholders in functions such as operations, maintenance, engineering, plant management, and technical leadership.
- Appended LinkedIn profile URLs where available to give sales and marketing teams richer context for personalization and social selling.
- Delivered multi-contact maps per account, ensuring each key account had coverage across decision-makers and influencers.
Execution Highlights
- Supported global ABM initiatives across North America, Europe, and Asia over a 10+ year data partnership.
- Ran ongoing account-mapping and enrichment cycles to keep contacts current as people moved roles or changed organizations.
- Provided structured outputs that aligned with the client’s ABM platforms and CRM account hierarchies.
Results
- Improved precision of ABM outreach by ensuring each named account had multiple, validated contacts in relevant functions.
- Enabled deeper personalization through verified LinkedIn appends, contributing to higher response and meeting rates on ABM plays.
- Established a reliable, long-term global data partner relationship that underpinned ABM execution across multiple product divisions and regions.
