What we did
Agent3 developed a 1:Few Responsive Model ABM Program clustering the 45 strategic accounts across 5 business themes, based on rigorous insights, discovery and planning with individual Account Executives. The Responsive model enabled the ABM team to escalate support at key customer journey milestones - called 'Moments that Matter' - to optimise ABM effort and impact during the sales cycle.
How it went
Salesforce’s A/NZ ABM program contributed 32% of total Marketing Pipe, achieving 58% above target and delivering a 26x ROI.
“What an amazing job that they do in
helping us connect with our most strategic customers - our Top 50 in Australia and New Zealand - and really helping us elevate that connection and conversation with those customers. Really raising the bar with the professionalism with which we engage with those customers, the narratives we build, the different themes we’ve taken across the multi-account approach. Certainly the 1:1 engagements have been very strong.”
former SVP and Country Manager, Salesforce, Australia