Demandbase
Case Studies
Folloze's Strategic Use of ABM Generates Significant Pipeline Growth
Overview
Folloze's Strategic Use of ABM Generates Significant Pipeline GrowthDemandbase |
Cybersecurity & Privacy - Identity & Authentication Management Platform as a Service (PaaS) - Application Development Platforms | |
Equipment & Machinery Oil & Gas | |
Procurement Sales & Marketing | |
Leasing Finance Automation Time Sensitive Networking | |
Cloud Planning, Design & Implementation Services | |
Operational Impact
The implementation of Demandbase's suite of tools has resulted in significant operational benefits for Folloze. The company has been able to identify and target accounts that fit their ideal customer profile (ICP) more effectively, leading to a significant increase in their pipeline. The use of Demandbase's ABX Cloud for account segmentation has allowed Folloze to tailor their marketing and sales strategies to different tiers of accounts, resulting in more effective outreach and engagement. The company has also been able to keep their CRM data clean and up-to-date using Demandbase Data Cloud’s Data Integrity, improving the efficiency of their workflows and processes. Additionally, the use of sales intelligence has enabled Folloze's sales team to engage with their accounts in a highly customized, consultative way, enhancing their sales effectiveness. | |
Quantitative Benefit
Generated 75% of both pre-pipeline and pipeline | |
Exceeded Q4 pipeline goal and doubled that in Q1 | |
Reduced time to close deals by accelerating accounts through journey stages | |