4.1x
Pipeline lift
Read More+32%
Deal size
38% to 61%
Demo to stage-2
3
Months to lift
Challenge
InsightFlow's outbound team was generating pipeline at Rs 1.2 Cr per quarter, flat for three quarters. The marketing team was running broad-funnel content + LinkedIn ads with no ABM overlay. Demos booked were averaging deal sizes below their Series-B unit-economics target.
Solution
Locked a 200-account ABM list across marketing + SDR + AE in a weekly cadence. Built tier-1 personalised landing pages for the top 50, tier-2 sequenced email plays for the next 150. Layered LinkedIn paid spend + retargeting on the same 200. Re-routed the content engine to four operator-grade pieces per month aimed exclusively at the buying-committee personas in the list.
Results
Pipeline rose to Rs 4.9 Cr in the following quarter (4.1x) without changing headcount. Median deal size grew 32 percent because the 200-account list filtered out below-ICP fits. Demo-to-stage-2 progression went from 38 to 61 percent.