Client Success Case Study: ABM Transformation Drives Revenue Growth and Efficiency

 Client Overview: In 2023, Client C, a B2B organization, partnered with Found&Chosen to operationalize Account-Based Marketing (ABM) as a core strategy for growth. Facing challenges with pipeline generation, deal conversion, and rising marketing spend, the client aimed to streamline their GTM efforts to achieve measurable, scalable outcomes.

What is the ABM Framework?

Found&Chosen’s ABM Framework is a highly structured, systematic approach that aligns marketing and sales teams to identify, engage, and convert high-value accounts. This proven process is designed to focus efforts on the accounts with the greatest potential to drive revenue and business growth.

Core Components of the ABM Framework:

1. Account Selection:

    

   • Leveraging AI and data insights, Found&Chosen helps clients identify and prioritize high-value accounts that align with their ideal customer profile (ICP).
2. Personalized Engagement:

    

   • Campaigns are tailored to address the unique needs, pain points, and goals of each target account. Personalization spans content, messaging, and multi-channel outreach strategies (email, ads, events, etc.).
3. Alignment of Marketing and Sales:

    

   • Ensuring seamless collaboration between marketing and sales teams to deliver a unified account experience, including shared KPIs, insights, and workflows.
4. Multi-Channel Execution:

    

   • Integrated campaigns across channels such as LinkedIn, targeted ads, personalized content, and one-to-one outreach ensure that target accounts are engaged where they are most active.
5. Performance Measurement and Optimization:

    

   • Continuous monitoring of key metrics like pipeline generation, deal velocity, and revenue impact ensures campaigns are optimized for results. Found&Chosen’s ABM framework focuses on measurable outcomes to drive ROI.

Key Differentiator: Found&Chosen integrates advanced AI systems, CRM tools like Salesforce, and real-time analytics to refine targeting and ensure maximum impact across all account interactions.

Pipeline Impact

2023: 49.21% of the total pipeline was generated within the ABM framework. 2024: Pipeline generated within the ABM framework increased to 81.11%.

Key Insight: ABM strategies proved to be a game-changer, driving significant opportunities and a growing share of the pipeline. This growth highlights the precision and effectiveness of Found&Chosen’s ABM programs in targeting high-value accounts.

Deals Won

2023: 56.52% of the deals won were achieved within the ABM framework. 2024: Deals won within the ABM framework grew to 79.63%.

Key Insight: Accounts targeted through ABM strategies demonstrated a higher likelihood of conversion, solidifying ABM’s impact on driving deals to closure. This underscores the value of a focused, account-first approach in winning strategic opportunities.

Revenue Won

2023: 65.28% of the total revenue won was generated within the ABM framework. 2024: Revenue generated within the ABM framework grew to 90.16%.

Key Insight: The majority of revenue in 2024 came from ABM-driven accounts, with revenue contribution growing by over 24 percentage points year-over-year. ABM emerged as the dominant driver for revenue growth, validating its strategic importance in the client’s GTM motion.

Increased Efficiency with Lower Spend

Ad Spend Reduction: Total ad spend decreased by 56% from 2023 to 2024. Revenue Growth: Revenue generated within the ABM framework increased by 372% (from $656,225 in 2023 to $3,096,488 in 2024).

Key Insight: Despite a significant reduction in total ad spend, Found&Chosen’s optimized ABM strategy delivered exceptional results. The client achieved greater efficiency and higher ROI, proving that targeted ABM campaigns are both scalable and cost-effective.

Improved Deal Velocity

2023: Average deal velocity (time to close) was 122 days. 2024: Deal velocity improved to 84 days within the ABM framework.

Key Insight: ABM campaigns not only generated more deals but also accelerated their progression through the pipeline. This 31% improvement in deal velocity highlights how targeted ABM engagements shorten the sales cycle, improving cash flow and forecasting accuracy.

Results Summary

Found&Chosen’s strategic implementation of ABM delivered transformational outcomes:

• Pipeline Impact: From 49.21% to 81.11% generated within the ABM framework.
• Deals Won: From 56.52% to 79.63% achieved within the ABM framework.
• Revenue Won: From 65.28% to 90.16% generated within the ABM framework.
• Efficiency: 56% reduction in ad spend with 372% revenue growth.
• Deal Velocity: Improved by 31%, reducing time-to-close from 122 to 84 days.

Key Takeaway

ABM emerged as the cornerstone of growth, driving a 2589.47% ROI over two years. By reducing spend while increasing revenue, ABM has proven to be a highly efficient, scalable, and measurable strategy for achieving sustainable business outcomes.

Client Quote:

"Found&Chosen’s ABM approach transformed the way we engage high-value accounts. Not only did we see a massive increase in pipeline generation and revenue, but we achieved it faster and with more efficiency than ever before."

About Found&Chosen

Found&Chosen is the #1 AI Systems Integrator Agency for GTM teams, specializing in scalable ABM, Nearbound strategies, and Salesforce integrations that drive measurable business growth.