An end-to-end ABM strategy driving ROI of 13:1 in closed opportunities
What we worked on
What we achieved
ROI of 70:1
13:1 for closed revenue
BT wanted to implement an ABM strategy to drive greater opportunity, retention and customer engagement across 343 key accounts in the UK.
Agent3 has helped introduce a blended structure of 1:1, ‘Cluster’ and programmatic ABM approaches, as well as arming BT’s sales teams with self-serve account insights through the Agent3 Platform and rolling out a new ‘social selling’ program.
During 2016-17 the ABM program drove an ROI of 70:1 in terms of open opportunities generated, and 13:1 for closed revenue.