An account-based motion that enterprise deals could feel.
A B2B security company had account-based ambitions and account-based plays that didn’t connect. We operationalized the motion and enterprise deals started to move. [[PROOF NEEDED — verify client name, metrics, quote, and approval to publish]]
Pipeline that finally moved.
- 64% faster progression through enterprise deals on the target account list.
- 47% more engaged accounts showing buying-group activity within a quarter.
- 2 qtrs from scattered account plays to one operationalized ABM motion.
Account-based in name, and not in motion.
The company had a target account list, intent data, and a sales team that wanted in. What it didn’t have was a motion that connected them. Plays ran in isolation, marketing and sales chased different accounts, and enterprise deals stalled in the space between.
From plays to a real motion.
Not a list and a hope. A focused account strategy, a repeatable motion, and the cadence that keeps marketing and sales on the same buying group.
We narrowed the list to the accounts that mattered.
Account-based had become a label on everything. We built a signal-driven target account list and named the buying groups inside each one, so effort went where revenue actually was.
We turned plays into a repeatable motion.
Marketing and sales worked one shared account plan, with orchestrated touches, intent-aware scoring, and a cadence that kept both teams on the same buying group at the same time.
We tuned the motion until enterprise deals moved.
Practitioners ran alongside the team, reading account signals and adjusting the plays. The enterprise pipeline stopped stalling and the motion became how the team works, not a pilot.
We always said we did account-based marketing. Now it’s an actual motion, and our enterprise reps can feel the difference in the room.
This is AI-Driven Revenue Transformation.
When intent signals and account orchestration drive the motion, the work comes together as an AI-driven transformation of how revenue gets made.
Keep exploring.
- Case study Revenue growth Rebuilding a demand motion at a B2B data company Read the Article
- Article Revenue growth What it really takes to operationalize ABM Read the Article
- Research Research report The 2026 Account-Based Marketing Benchmark Read the Article