Driving Revenue Growth Through ABM Strategy: The Success Story of CINC Systems with Terminus

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Driving Revenue Growth Through ABM Strategy: The Success Story of CINC Systems with Terminus

From Startup to Market Leader

CINC Systems showcases how strategic choices and a well-executed Account-Based Marketing (ABM) strategy can propel a company from a startup to a market leader. With Terminus as their partner, CINC Systems saw remarkable success in scaling their ABM efforts to drive overall revenue growth, as discussed in a webinar featuring Taylor Young from Terminus and Kim Pitsko from CINC Systems.

Transition to ABM: A Strategic Shift

Kim Pitsko, Head of Performance and Enablement at CINC Systems, faced the challenge of building marketing from scratch and amplifying the brand voice. Recognizing the limitations of traditional demand generation tactics, Pitsko embraced ABM for its personalized approach and strategic content creation. Despite hurdles like limited resources, CINC Systems persevered, emphasizing the importance of strategy and collaboration in ABM success.

Collaboration and Results

CINC Systems' success in ABM was driven by content relevancy and close sales alignment. By targeting engaged prospects with high potential value, the marketing team personalized content for maximum impact, supported by robust collaboration with the sales team. The results spoke volumes as CINC Systems witnessed a significant 111% increase in deal value and a notable 32% reduction in the sales cycle length, all achieved through consistent personalized campaigns and optimization efforts.

Innovative Strategies and Future Plans

An innovative approach taken by CINC Systems was incorporating ABM targets into their President's Club criteria, incentivizing the sales team and fostering a competitive spirit to close high-value deals. Looking ahead, CINC Systems plans to deepen their focus on intent data, aligning marketing and sales efforts for more targeted campaigns. Emphasizing personalized campaigns that resonate with key individuals, CINC Systems sets the stage for continued success and differentiation in the market.

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