Prior to working with Buyingtime. TAB had hired and fired two other demand gen agencies. Neither had met expectations, which were to be reliable in execution, diligent in target account engagement, and able to deliver leads of the right quality.

We pointed out that being the 3rd agency to fail would result in the finger of blame pointing at the client rather than us, but we set out to dive into their value proposition (which needed real work), but to capitalise on their pre-existing account mapping and ABM strategy, which was already in train.

TAB had 25 gold targets, 50 silver and 100 “other”. They had done all the work to create criteria for themselves, a blend of firmographic information and digital ambition… what was missing was the messaging needed to unlock engagement. They suffered from the classic “we have clever people… what is your challenge” issue that so many services companies do.

Having dug into the value proposition over two days in workshops, we then created meaningful content for all parties to use across the sales cycle, our Data Insight Specialists and ABM Consultants focused on effectively generating valuable insight, contacting the right people in the target companies, building well-nurtured prospect relationships and eventually providing TAB with 'warm' engaged leads.