CASE STUDY 02 · ABM · ENTERPRISE · 1:1

They came to us. That's what 7 months of trust-building looks like.

A single-account ABM campaign that turned a silent prospect into an inbound opportunity, and closed a deal well above €1M ACV in half the typical sales cycle.

THE SITUATION

We identified a high-value account showing signals that our solution would be business-critical for them, but they weren't in market yet. Rather than wait or push with generic outreach, we built a deliberate, long-game ABM program around a small pre-selected group of key contacts inside the account.

WHAT I DID

Identified buying signals and selected a tight group of high-relevance contacts to target: quality over volume
Built a 7-month tailored content program. Every touchpoint personalised to the account's industry, challenges, and moment
Focused on building trust and familiarity before any need was formally expressed: positioning the brand as a known, credible partner
Maintained consistent, low-pressure presence across channels without triggering sales fatigue
Ensured seamless sales handoff the moment the prospect raised their hand. No cold re-introduction, no lost context

"The goal wasn't to generate a lead. It was to be the obvious choice when the moment came."

THE OUTCOME

After months of nurturing, the prospect came to us with the need: true inbound from an outbound-originated program
Deal closed in roughly half the typical sales cycle for accounts of this size and complexity
A significant enterprise deal directly attributed to the ABM program
Speed of close driven by the trust built during the campaign: sales entered a warm relationship, not a cold pitch