Summary
This case study documents how West Monroe partnered with INFUSE to implement account-based marketing (ABM) strategies across seven key industry verticals. The objective was to generate and nurture leads effectively, accelerating the buyer journey through targeted content. West Monroe sought to engage its audience at scale by utilizing INFUSE’s ABM programming solutions, which included precise targeting of decision-makers and integrating buyer intent data for relevant messaging. The case study details the execution of five targeted programs in late 2021, which combined omnichannel content syndication with lead nurturing efforts. The results indicated a significant success, as over 700 qualified leads were generated, leading to an expansion to 17 programs in 2022. The approach not only improved lead generation but also allowed West Monroe to prioritize high-intent opportunities, enhancing the overall effectiveness of their sales strategy. The insights gathered highlight the value of strategic content syndication and targeted marketing efforts in achieving business objectives.
