ABM · case study

33% of Global Pipeline Influenced by ABM Activation

Client: Red Hat

Industry: B2B SaaS

Year: 2023

Pipeline Influence33%

Upsell Lift40%

CPL-30%

The challenge

Red Hat needed consistent ABM practices at global scale, reduced CPL, and better lifecycle engagement across enterprise accounts.

How the work unfolded

1. Built ABM Customer Activation framework + multi-product lifecycle playbooks

Built ABM Customer Activation framework + multi-product lifecycle playbooks, standardized change management, and deployed intent/account intelligence to optimize media and orchestration.

The execution

Built ABM Customer Activation framework + multi-product lifecycle playbooks, standardized change management, and deployed intent/account intelligence to optimize media and orchestration.

Outcome instrumentation & delivery

The outcome

Measurable impact across pipeline, efficiency, and growth.

ABM program influenced 33% of global pipeline

Increased upsell opportunity creation by 40%

Reduced cost-per-lead by 30%

Impact trajectoryKey metrics

“ABM program influenced 33% of global pipeline”

Red Hat

Outcome summary

Related case studies

View all

PRGX Global

87% YoY Pipeline Growth via Unified ABM + RevOps Model

Built a unified revenue operating model connecting ABM, marketing automation, and attribution across Demandbase, Marketo, and Salesforce. Resulted in 87% YoY pipeline growth and 180% lift in MQL→SQL conversion.

87%

Pipeline Growth

200%

Engagement Lift

180%

MQL→SQL Lift

ABMRevenue OperationsAttribution

AMCS Group

$1.2M Pipeline in 90 Days from Verticalized ABM

Launched ABM engine for industrial/logistics buyers with verticalized messaging, paid media, and GTM orchestration.

$1.2M

Qualified Pipeline

35%

MQL Lift

80%

Data Quality

ABMPaid MediaVertical GTM

Expertise applied

View all

Account-Based Marketing (ABM)

ABM frameworks that scale. Verticalized plays, account selection, and multi-channel orchestration that deliver $1.2M+ pipeline in 90 days.

ABMAccount-Based

Learn more

Lifecycle Marketing

Designing and orchestrating end-to-end customer journeys that drive acquisition, onboarding, product adoption, expansion, and retention with measurable impact on NRR and churn.

Learn more

Featured

Tech Stack Optimization & Enablement

MarTech architecture, platform optimization, and enablement that maximize ROI and operational efficiency.

MarTechOptimization

Learn more

Explore similar work

Continue through the case studies or jump into the related expertise behind this project.

View all case studies Explore expertise