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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Virginia Lesaffer
Strong lead generation and analysis of growth opportunities using AI technology that makes a real impact.
René De Keyzer
I have been working with Tanguy for three years now and it is always a pleasure. Plenty more good things to come!
Pieter-Jan Maleux
Tanguy combines knowledge, fresh ideas and hands-on experience in a rare way that makes a tangible difference for growing companies.
Fern Thanaporn Uparirat
Fantastic company to work with. They helped us build our website and with lead generation, and we are very happy with it. The smooth communication made the whole process pleasant.
Lahcene Merzoug
Customer Impact built a strong new website for us and set up a lead generation approach that truly delivers results.
Janitor Waterschoot
Tanguy built a completely new website for us, with a structure and message truly focused on convincing visitors. Highly recommended.
Sam Van den Bosch
I have been working with Customer Impact for a while now and it has been a breath of fresh air from the start. The team complements each other perfectly, so there is always someone with deep expertise in a specific field.
Axel D.S.
Sharp and fast analysis of the problem, the processes and the opportunities. No complicated sales pitch: fast, with a well-working first setup. Pleasant collaboration.
Tandarts.nl
Super professional and incredibly creative. They responded to all our wishes time and again. Truly recommended.
Jovana Vakic
Smooth communication, proactive thinking and everything neatly followed up.
Claire Farrell
Their creativity, professionalism and focus on results really stand out.
Natalia Echeverri
Professional approach to building the website for my side business. Happy with the collaboration. Recommended!
Kayna Geusens
Particularly impressive. The expertise is truly astounding!
Chris Kiefert
Very satisfied with the service. Truly professional. I am super happy and recommend it to everyone. Many thanks!
Tatiana Maeijer
Top quality and service. Truly recommended.
Virginia Lesaffer
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