IBM

Pipeline Development
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Profile

Multinational technology and consulting company offering a wide range of products and services, including hybrid cloud and AI solutions, software, hardware, and consulting.

Challenge

IBM was struggling to generate qualified leads for its Enterprise Software business unit, finding that the lead generation tactics and marketing agencies used for its Hardware business unit were not effective.

The Solution

Between 2010 and 2013, Accelerate Growth staff delivered 175 distinct pipeline-building campaigns for IBM. This substantial undertaking generated over 1,000 marketing-qualified leads, directly impacting IBM's sales pipeline growth. This was achieved using the lead generation tactics pioneered by Brian O’Doherty at SAP and Peoplesoft, effective for enterprise software applications.

Learn more about the Accelerate Growth service provided to IBM.

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