ABM Demand at Scale

Since 2020, the demand for superior identity management and remote workforce solutions has surged, presenting Okta with the challenge of scaling rapidly to meet market demand and capture interest ahead of competitors.In response, Okta sought a scaled strategy that would not only meet heightened pipeline targets but also work in close alignment with their Sales teams and pipeline management processes, ensuring seamless growth and competitive edge in a burgeoning industry.

We were tasked with architecting and executing an Account-Based Marketing (ABM) strategy to amplify demand at scale across the UK, Ireland, Germany, France, Spain, Italy, and the Nordics.Our key performance indicators (KPIs) centered on generating marketing-sourced leads through inbound and offsite conversion tactics, targeting specific job titles within chosen accounts, with an ambitious MQL rate goal.We pioneered a 1-2-Many and 1-2-Few framework throughout EMEA to spark meaningful demand from strategic target accounts. This initiative provided vital engagement support to core verticals and curated account shortlists, enhancing the quality of conversion.