87% YoY Pipeline Growth via Unified ABM + RevOps Model
Architected a unified revenue operating model integrating ABM, automation, and attribution to scale predictable enterprise pipeline.
The Challenge
PRGX needed to evolve from broad demand gen into full-funnel, governance-driven ABM. Systems were fragmented across Demandbase, Marketo, CRM, and analytics, limiting visibility and repeatability.
The Route Map
Step-by-step path from challenge to outcome.
Built the first unified revenue operating model: integrated Demandbase + Marketo with Salesforce workflows
Built the first unified revenue operating model: integrated Demandbase + Marketo with Salesforce workflows, automated multi-touch attribution, formalized marketing ops governance, and rebuilt cross-channel data flows.
The Stack
Channels, tools, and MarTech used to deliver results.
Channels
- ABM
- Revenue Operations
- Attribution
Tools
- HubSpot
- Salesforce
- Looker
MarTech
- Attribution
- Analytics
- Automation
Outcomes Delivered
Pipeline Growth
YoY
Engagement Lift
YoY
MQL→SQL Lift
YoY
Boosted marketing-sourced pipeline 87% YoY
Delivered 200% YoY engagement lift across target accounts
Improved MQL→SQL conversion by 180% via scoring + routing
Raised database health by 30% through data governance
What's Next
Key takeaways and ongoing opportunities.
This engagement demonstrates the power of a systematic, data-driven approach to GTM. The results speak to the importance of clear strategy, proper execution infrastructure, and continuous optimization. Moving forward, the focus shifts to scaling these wins and identifying the next growth lever.
Ongoing Optimization
Continuous monitoring and refinement to maintain momentum and identify new opportunities.
Scale & Expand
Apply proven frameworks to adjacent markets, channels, or product lines.
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