A Process-Driven Approach to ABX Drives 65% Net-New Pipeline Creation

1 minute
Dec 16, 2021
Account-Based ExperiencePlanning & Forecasting

  Keyfactor, a leading cloud-first PKI-as-a-Service and crypto-agility solution, knew in 2020 that it was time to shift from traditional sales and marketing tactics to a modern, ABX approach —...

A Process-Driven Approach to ABX Drives 65% Net-New Pipeline Creation

 

Keyfactor, a leading cloud-first PKI-as-a-Service and crypto-agility solution, knew in 2020 that it was time to shift from traditional sales and marketing tactics to a modern, ABX approach — a true embodiment of RevTech Revolution. Keyfactor made a transformative journey to ABX thanks to thoughtful processes, team alignment & operationalization. The company used the 6sense Account Engagement Platform to help guide its GTM strategy, too.

Hear from Jamie Walker, SVP of Global Marketing, and Kelly Webb, Head of ABX, about how Keyfactor’s revenue team followed a process-driven motion to modernize its tech stack and completely transform its go-to-market strategy and team. In this session, you’ll learn all about:

  • All of the moving parts in the journey to ABX — such as establishing structure and ongoing processes to ensure the continued health of the business and core team
  • How Keyfactor achieved cross-functional alignment and now has a clear line of sight between its sales and marketing teams
  • How to incorporate a volume-velocity lead-gen approach with an ABX engine to increase pipeline creation by 65%

Presentation Slides: