The Client is an Austin, TX-based company that provides managed cloud solutions tailored for the security, middleware, and database needs of enterprise customers. The Client primarily targets organizations operating in industries with complex regulatory and compliance requirements.
The Client wanted to expand its market presence much closer to home with an intensified push for increased market share in over a dozen U.S. states.
With the help of its newly launched ABM program, the company has already made some progress toward this planned expansion. The Client, however, understood they need to scale this up in order to make their funnel numbers work. They aimed to apply a tiered approach at selecting accounts during the program’s second year.