Case Study - Kimble 1

Client: Kimble

Location: Boston, Massachusetts

Industry: Professional Services

Automation

CASE STUDY

“We can’t say enough about the ROI of these campaigns. It’s great to be able to pull a partner in and increase the chances of ABM success so dramatically.” Brent Spencer, Head of Demand Generation, Kimble

The Big Story Kimble built $3.9 million in pipeline in just 6 months with an omnichannel global ABM On Demand campaign that delivered serious buy-in and alignment from demand gen, product marketing, business development, and sales.

Benefits

$3.9M in pipeline created

55% of targeted accounts engaging

$670K in closed/won revenue

338 targeted contacts engaging

6 different stakeholders per account engaging

campaignstars.com

Case Study - Kimble 2

The Client Kimble is a leading global vendor of professional services automation (PSA), with a singular focus on helping professional services organizations run their businesses better and scale with confidence by enabling teams to make informed, proactive decisions that drive consistent success.

Kimble has been a certified Salesforce partner for over a decade and is a native application on the Salesforce platform.

The Challenge Looking to leverage the strength of their partnership with Salesforce, Kimble needed help designing, orchestrating, and executing a global ABM campaign that could quickly drive major pipeline by overcoming the gaps in their CRM and delivering serious buy-in and alignment from demand gen, product marketing, and sales.

The Solution Kimble began by leveraging Campaign Stars’ best-of-breed market intelligence tool to close the gaps in their CRM. This not only multiplied the effectiveness of their campaign, but also allowed Kimble’s internal teams to focus on high-value tasks like creating an account scoring system and finding the right contacts within each account that equipped their AEs — even those new to territories — to hit the ground running efficiently and successfully.

This detailed account intelligence further drove Kimble’s content selection and messaging personalization on a 1:1 account level, giving them the power to present only the most highly- relevant customer examples, reports, and value propositions that would resonate best and land square in the bullseye of each account.

“Campaign Stars created the alignment between demand gen, product marketing, and sales — as well as our partner — that we needed to secure buy-in across the board.”

Brent Spencer, Head of Demand Generation, Kimble

Case Study - Kimble 3

Ready to learn more? Contact Campaign Stars today, and let’s talk!

Greg Hall, Account Director

Henry Bruckstein, CEO henry@campaignstars.com greg@campaignstars.com

“That account research was so critical,” says Brent Spencer, Head of Demand Generation at Kimble. “Not only did we discover several accounts we might have missed, but it really allowed us to dig in and adjust the messaging to make it impactful.”

Armed with this information, Campaign Stars designed and built an orchestrated global omnichannel campaign for Kimble that combined microsites customized to each target account, email cadences, scripts for LinkedIn outreach and telephone follow-ups, and web ads — all timed and delivered to maximize effectiveness and

create truly powerful ABM customer experiences that aligned the efforts of the demand gen, product marketing, and sales teams. “Campaign Stars’ excellent project management really shined and helped keep us on track. They brought all the pieces together, and their extensive ABM experience allowed us to rapidly troubleshoot any issues that arose.”

And with built-in sales automation, Kimble got immediate alerts whenever target contacts engaged with the content, enabling same-day follow-up from reps powered by ultra-granular knowledge of the account’s interests, engagement history, and heat map. In fact, Kimble created one opportunity the very next day after an account’s very first engagement.

Campaign Stars even localized the content and outreach for the different languages and regions Kimble was targeting.

With help from Campaign Stars and our shared partner Salesforce, Kimble’s campaign has already created over $3.9 million in pipeline. A whopping 55% of Kimble’s targeted accounts are now actively engaging with them, with an average of six stakeholders at each account consuming their content and responding to emails, LinkedIn outreach, and phone calls.

“It’s great to be able to pull a partner in and increase the chances of ABM success so dramatically,” Brent says. That’s why, as the old saying goes: if you want to go fast, go alone. If you want to go far, go together. But if you want to do both, go with Campaign Stars.

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