Capturing Engagement and Buying Signals from Key Decision Makers with a Hyper-Personalized ABM Campaign

24% Decision-Makers Tracked | Sales Pipeline Created | Intent Mapped in Real Time

Objective

The Client wanted to position ClickShare as the go-to wireless conferencing solution for large enterprises.

Our goal:

  • Hyper-target 3700+ high-value accounts
  • Track decision-maker intent at every stage
  • Create a multi-touch ABM engine that fuels pipeline — not just vanity metrics
This wasn’t a generic B2B campaign. It was a hyper-personalized, content-driven ABM machine — designed for one thing: pipeline creation.

The Challenge

  • The Client’s category — smart workplace tech — is crowded with generic messaging.
  • CXOs and IT decision-makers rarely respond to cold ads.
  • The need for journey mapping, content personalization, and scoring — all while maintaining campaign scale

Our Strategy and Execution:

The KABOOM ABM Engine in Action
Defining the Customer Journey — ‘Reinvent Your Workplace’ Theme
We mapped the buyer’s journey across four stages: Awareness → Engagement → Advanced Engagement → Action.
  • Neutral content to warm them up
  • Industry-specific case studies
  • Demo CTAs only once prospects hit the ‘Action’ stage

Account Based Marketing - A Case Study

Content-Heavy Multi Channel Execution - Leave No Touchpoint Unit.

Across 3700 accounts, we launched:

  • 100 Microsites — Role and industryspecific
  • 100+ Articles — Addressing CXO-level challenges
  • 60+ Social Posts, 45 Infographics, 10 Online Banners

Hyper-Relevant Content to Build Real Engagement

Content themes were bold, sharp, and highly contextual:
  • How Cloud Can Wipe Out Schools by 2025?
  • The Future of Open Office
  • How Technology is Shaping the Future of Consulting
  • ClickShare as the choice for Stress-Free Meeting Rooms

Journey Scoring & Funnel Optimization - No Guesswork

  • Mapped every decision-maker into the funnel
  • Tracked journey stages — Awareness → Action
  • Used KABOOM’s scoring to identify sales-ready accounts

Impact & Results - Measurable Pipeline Impact

Key Metrics Results
Total Decision-Makers Engaged 7800+
Decision-Makers Mapped with Intent 24%
Accounts at Discovery & Awareness Stage 16%
Accounts in Action Stage (Demo Ready) 1%
Approximate Sales Pipeline Value €80,000
Converted Accounts 11
Total Sales Captured €12,000

What Made dotConverse Different?

  • Content themes were bold, sharp, and highly contextual
  • How Cloud Can Wipe Out Schools by 2025?
  • The Future of Open Office
  • How Technology is Shaping the Future of Consulting
  • ClickShare as the choice for Stress-Free Meeting Rooms