Driving targeted ABM and upselling for a Luxembourg based $2.42B IT & software leader
Discover How Draup Enabled Data-Driven Account Intelligence for a Luxembourg IT & Software Development Leader
About the Company
The customer is a leading global IT and software development leader with a diverse range of business solutions, including software development, infrastructure management, and creative services. Their focus on North American product companies aims to enhance upselling opportunities and implement Account-Based Marketing (ABM) strategies to strengthen market presence and client relationships.
Before Draup
1
Unclear Upselling Opportunities
Difficulty identifying specific upselling potential across multiple business entities and buyer segments.
2
Limited Strategic Account Planning
Inadequate visibility into customer pain points, investment areas, and account priorities restricted effective planning.
3
Insufficient Market & Peer Insights
Lack of detailed market intelligence and benchmarking on technology adoption (e.g., ServiceNow) and competition.
4
Weak ABM Enablement
Absence of granular account data made it challenging to craft personalized, targeted ABM campaigns.
The Core Challenges
To identify and prioritize high-potential upselling opportunities within North American product companies.
To strengthen strategic account planning through deep, data-driven insights into buyer needs and account priorities.
To enhance ABM motions with detailed, personalized account intelligence for improved targeting and engagement.
The Solution
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Outcome
Increased Upselling Success
Identified and pursued high-potential upselling opportunities, boosting revenue and deepening client relationships.
Improved Strategic Account Planning
Strengthened account-level strategies through data-backed insights into customer needs and investment focus.
Enhanced ABM Effectiveness
Enabled hyper-personalized ABM campaigns, increasing engagement and conversion rates.
Data-Driven Decision Making
Leveraged market analysis and peer insights to inform product development, sales strategy, and market positioning.
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