Redefining ABM in lockdown

A highly-personalised 1:1 ABM campaign that soared past its KPIs in a market hit by Covid-19, with over $1m pipeline generated in 3 weeks of nationwide lockdown. So far, it’s achieved:

0% account engagement rate

$ 0M+ pipeline


Backup plan needed

Leading Cloud Data Backup & Management provider Veeam wanted to crack open the UK enterprise market and secure its stake as a leader in data protection. And we were all set, with carefully-created content and a bulletproof strategy to blow the socks off 10-15 key contacts in our chosen accounts – which is when Covid hit.

Redefining one-to-one

An in-depth analysis of the market, a reimagined strategy, some freshly-created comms and newly-researched content later, we launched in the midst of a pandemic. The human touch of a DM was replaced with personal videos from the Sales Team introducing themselves and speaking to contacts’ new pain points, as we combined constant strategic re-evaluation with a cautiously inspiring message: Backup, Move Forward.

Raising the bar, from afar

At a time when face-to-face interaction was impossible, we helped Veeam keep things personal – and the results are speaking for themselves. In addition to excellent traction with targets, this campaign was a gold award winner for Best Sales Enablement Initiative at the B2B Marketing Awards 2020.

If you like this campaign, and fancy working with a multiple award winning agency, why not get in touch?