ABM Expansion Win

We recently helped one of our clients close their swiftest expansion wins

It was surprisingly quick even by ABM standards, so sharing with my favorite folks on LinkedIn

Yes, we have taken consent from them before publishing this don’t worry

Feel free to take notes ;)

So Company W has been our client for almost an year now

They realized that Company ABC, their client would be great expansion potential

And decided to use ABM to enable this.

Key signals that helped us recognize the expansion potential?

• Increased number of app users
• Exploration of more features in app
• Increase in their conversations with Customer Success team
• Requests for custom solutions

What more could they want?

They already had a great relationship with the decision makers, so the next steps were easy

Day 1: They booked a meeting to discuss this with the Point of Contact (POC) and asked if they thought their extended teams might also find success with their services

They talked about the benefits this would unlock for their team as well if it went through, thereby incentivizing ABC team enough to become W’s champion

W got introduced to ABC’s CMO and heads of other verticals through the POC

Day 4: Sent across customized proposals

Because they knew the account well; customized plans were made that best suited ABC's needs

Offering only specific features that would benefit them, and not activating ones that were unnecessary; helped make the proposal more lucrative

Day 5: Personalized Ads & Nurtures

Throughout discussions, W ran personalized ads for the appropriate roles to further entice ABC

As usual, this really helped W alleviate pain points through multiple channels, accelerating the committee’s decision-making process

The email nurtures were also another channel we activated to ensure they stayed Top Of Mind,

Day 12: Follow-Ups were initiated by the sales team to address any concerns. Emails and calls were activated whenever the account seemed to show less activity

It is important to point out, the follow-ups were more from an objective of relationship building than closing. Because that’s what matters in ABM of course!

Day 18: Closed Won

Yes you read that right. Within 18 days they got verbal confirmation that ABC was ready to go ahead with the proposal

Sure there were some ironing out of details and fine-tuning left, but the account was 100% ready for expansion.

And that my friends, is one more example of how ABM helps you make more money

See you all next week on the next newsletter. Don’t forget to share with fellow ABMers too.