Sirius Decisions EMEA ABM Programme of the Year

Rebecca Jones - Thursday, March 16, 2017
Sirius Decisions EMEA ABM Programme of the Year

Whitelight are delighted to announce that at the end of 2016, a campaign we ran for our client, Gigamon, led to a prestigious Account-Based Marketing award from industry renowned Sirius Decisions.

The EMEA Programme of the Year was awarded for predictable revenue through ABM (Account-Based Marketing).

Sirius Decisions praised the campaign for;

“applying the account-based marketing framework and best practices to deliver greater customer lifetime value and a predictable revenue stream”.

At the programme outset, it was noted that traditional demand generation was not translating to opportunities and that there was a lack of alignment between sales and marketing. By leveraging best-in-class ABM frameworks, a consistent process was launched that increased pipeline contribution from targeted accounts .

The success of the campaign was primarily down to the use of a phased approach with joint sales and marketing commitment, collaboration and integration across all steps of the ABM framework.

Results were beyond expectations with substantial revenue from upsell and cross-sell, improved customer insights and pipeline identification of over $3 Million to drive future expansion.