A global Business Spend Managemen software provider wanted to improve lead quality across a defined list of enterprise target accounts.

The problem wasn't generating more contacts. It was making sure the opportunities reaching Sales were genuinely ready for a conversation.

Previous programmes created contacts that often required significant additional qualification, slowing pipeline progression and creating friction between Marketing and Sales. ‍

‍The fix wasn't more leads. Itwas better qualification.‍

Think ABM built a qalification-first ABM programme combining buying committee engagement,personalised multi-touch campaigns, human qualification, BANT validation, andSalesforce integration.

The result was 125 sales-readyopportunities, 99.2% MQL acceptance, and immediate pipeline creation.

‍Inside this case study, you'll find:

‍ ➤ How Think ABM engaged multiplemembers of enterprise buying committees rather than relying on individual contacts
➤ How personalised multi-touchengagement progressively moved prospects towards sales readiness  
➤ How human qualification and BANTvalidation ensured only actionable opportunities reached the CRM
➤  How Salesforce workflows were alignedbefore launch to enable rapid Sales follow-up while buyer intent remained high

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