ABM Marketing: $1.2M Pipeline in 53 Days

The Revenue Institute capitalizes on a system that lead to a new sales rep building a $1.2M pipeline in 53 days through ABM sales strategies and technology.
case studies
$1.2M Generated in 53 Days
Without any account planning of upselling involved, the Revenue Institute was able to grow it's pipeline by $1.2M using this strategy in about 40% less time than desired.
$250,000 Closed
In addition to the pipeline generated, $250,000 in ARR was added to the company's top line. The account plans for these closed accounts show another opportunity value of $2.4M.
Angel Funding Closed
The company was able to show enough revenue growth to its first round of investors in an angel round, which will be used to further develop the Revenue Institute's products.

Company information

Industry:
Revenue Operations Agency
Location:
Novi, MI
Company size:
15
Technology used:
Salesforce, ActiveCampaign, Apollo, LinkedIn, Meta, Traffic Intel

Key insights

Objectives
Objectives
The Revenue Institute was looking to grow from a brand rooted in the branding of the CEO and referral-driven, to a company that could "drink its own Kool-Aid". As a revenue operations firm that implements growth technology stacks for a living, the Revenue Institute challenged itself to remove branding from the equation and conduct an ABM strategy that generates $1M+ in pipeline in less than 90 days.
challenges
Challenges
The firm had historically been built upon the branding of Stephen, the CEO, who had been in Bloomberg, Business Insider, etc. The problem is this wasn't scalable, and while it built a 15-person company, the Revenue Institute had far higher targets for it's own growth trajectory.
Solutions
Solutions
Revenue Institute started up by leveraging intent data to pick companies that would be worth hyper-focusing on. From there, these target accounts were put on outbound email and LinkedIn sequences, while also being placed on custom audiences via Meta ads. When a visitor came to the company website, Revenue Institute was able to de-anonymize the traffic and call the specific contacts at intent-driven companies engaging with digital assets. This turned into easier sales calls, better email responses, and a flood of opportunities.

The results

1.
$1.2M Generated in 53 Days
Without any account planning of upselling involved, the Revenue Institute was able to grow it's pipeline by $1.2M using this strategy in about 40% less time than desired.
2.
$250,000 Closed
In addition to the pipeline generated, $250,000 in ARR was added to the company's top line. The account plans for these closed accounts show another opportunity value of $2.4M.
3.
Angel Funding Closed
The company was able to show enough revenue growth to its first round of investors in an angel round, which will be used to further develop the Revenue Institute's products.

"We built growth stacks for clients every day based on 10+ years of experience. It was about time we did it for ourselves, and we couldn't have asked for quicker results. "

- Stephen M. Lowisz, Founder & CEO

Get a Consultation
with a Sales Expert.

We're ready to use technology to unlock your growth potential. Are you?
CONTACT US
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.