Closing a €2.5 million deal through strategic account-based marketing
How Account-Based Marketing and marketing-sales alignment helped Facilicom win a tender deal of more than €2.5 million.
- Client
- Facilicom
- Sector
- B2B facility services
- Role
- Account-based marketing
Making marketing influence a multi-million deal
Facilicom IFM was in the middle of a tender for a deal worth more than €2.5 million. The question: how do you make marketing genuinely influence a process like that? Obstacles and blockers in the sales process stood in the way of a won tender.
How do you make marketing influence a deal of more than €2.5 million?
Account-based marketing from A to Z
Marketing-sales alignment
Marketing and sales initiatives carefully coordinated around one target account.
Account research
Target accounts researched thoroughly through pre-screening and interviews with decision-makers.
Targeted content
Relevant case studies promoted through ads and insights distributed to the Decision-Making Unit.
Relationship building via podcasts
Podcasts used to nurture relationships with key stakeholders.
The tender won
deal won through the tender
Facilicom's market position strengthened
content built with industry experts and partners
The tender requirements were high on the Decision-Making Unit's agenda, thanks to personalized content at strategic, tactical and public-sector levels.
Lead generation agency for a predictable pipeline.
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I have been working with Customer Impact for a while now and it has been a breath of fresh air from the very start. The team complements itself perfectly, so you always have someone with very extensive knowledge of specific aspects of marketing, ranging from ads to web design and strategy. The hands-on approach means you can always get started right away, and the feedback is always clear and honest. No nonsense, just facts.
Axel D.S.
Customer Impact built a strong new website for us and set up a lead generation approach that truly delivers results.
Janitor Waterschoot
They do not just execute, they also think along strategically. Real B2B specialists. Recommended!
Jack Daly
Sharp and fast analysis of the problem, processes and possibilities. No complicated sales talk, fast, and a first setup that works well. A bit more attention to the fine tuning. Pleasant collaboration.
Tandarts.nl
Smooth communication, proactive thinking and everything neatly followed up.
Claire Farrell
Super professional and extremely creative! They managed to adjust and respond to all of our needs numerous times. Highly recommend ❤️
Jovana Vakic
Tanguy combines deep expertise, fresh thinking, and hands-on experience to help growing companies achieve meaningful results!
Daphne N
Great service. Lean and mean. Would definitely recommend.
Chris Gauci
Top quality service. Can only recommend.
Virginia Lesaffer
Professional approach to creating the website for my side business. Happy with the collaboration. Definitely recommended!
Kayna Geusens
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