How Lean Solutions Group turned a believe-in-ABM strategy into a multi-channel engine that actualized millions in recurring revenue.
Despite believing in Account-Based Marketing, Lean Solutions Group struggled to get the results they wanted from their existing strategy and intent tooling. After implementing RollWorks, they set out to pursue a genuine ABM approach that could unlock new revenue opportunities.
Recognizing untapped potential, Lean Solutions Group expanded their work with LeadCoverage to pivot toward a robust ABM strategy, building a multi-channel approach designed to engage target accounts effectively.
LeadCoverage crafted a comprehensive ABM strategy grounded in keyword analysis, targeting accounts that matched the ICP and showed real intent, executed across three moves.
Built the strategy on keyword analysis, focusing on accounts that fit Lean Solutions Group's Ideal Customer Profile and demonstrated genuine buying intent.
Served programmatic ads to the identified ICPs and auto-enrolled those accounts into a segmented email campaign, cold, warm, and hot, aligned to the ABM initiatives.
Implemented lead scoring to prioritize qualified accounts, handing the business development team the strongest opportunities to secure meetings.
The multi-channel ABM approach transformed Lean Solutions Group's untapped potential into $2.77M in actualized Monthly Recurring Revenue within just 7 months, with 300 deals created across 194 accounts. Sustained engagement from prospects who viewed ads and visited the website continues to serve as a success measure, and a further $4.1M in MRR sits in active pipeline.
