The Story
The Google Cloud team wanted to grow account acquisition and boost pipeline creation across key EMEA verticals. To address this, Chesamel embedded three ABM specialists to drive strategic initiatives and overall business growth.
Impact
The ABM Booster strategy effectively accelerated pipeline creation and revenue growth, achieving a 30% marketing contribution to pipeline value, 100% attainment of SI revenue targets, and 1.8x pipeline coverage for marketing contributions.
Methodology
Chesamel implemented a swift and insightful ABM strategy focused on enterprise businesses and C-level executives. The approach involved close collaboration with sales teams and business leaders, emphasising personalisation, agility, and rapid execution. The strategy covered three verticals with eight programs per vertical per quarter, targeting three key accounts.
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