The Challenge
Entrust IT Group was investing heavily in various single-channel campaigns, but struggled to engage qualified prospects and optimize their sales resources.
The Solution
ABM Stars deployed a multi-channel account-based marketing approach, directly targeting decision-makers for better engagement and outcomes.
The Results
Entrust IT Group generated £600,000 in annual recurring revenue, projected £5m lifetime value, and achieved significantly higher prospect engagement.
Next Steps
Entrust IT Group will continue to deepen its partnership with ABM Stars, scaling multi-channel ABM strategies for consistent, high-value growth.
Targeting Challenges in a Saturated Market
Broad, single-channel strategies failed to engage the right audience, draining sales resources on unqualified leads. Despite repeated investments in outsourced lead generation and digital outreach, entrust IT Group wasn’t getting traction with ideal customers.
Partnered with Multiple Lead Generation Firms
Entrust IT Group collaborated with several external lead generation partners in hopes of improving sales pipeline volume and quality. However, each firm struggled to deliver prospects aligned to the company’s ideal client profile.
Used Email Campaigns to Reach Large Prospect Pools
The firm ran frequent mass email outreach campaigns, aiming to cast a wide net and attract interest. Yet, open and response rates lagged, and the resulting leads were largely unqualified or not ready to engage.
Ran Telemarketing and LinkedIn Outreach Initiatives
Telemarketing and direct LinkedIn outreach were rolled out to personally connect with targets. Despite aggressive efforts, conversions were inconsistent and failed to yield meaningful engagement or relationships.
The Solution: ABM Stars’ Multi-Channel Approach
ABM Stars provided a tailored, multi-channel lead generation solution designed specifically for MSPs like Online support. Their approach focused on creating eye-catching, personalized outreach campaigns that seamlessly integrated various communication channels
1
Targeted Prospect List
Created a database of perfect prospects based on geography, sector, and size. Enriched data with postal addresses, decision-maker emails, and personalization insights
2
Multi-Channel Outreach Strategy
Combined direct mail, email, LinkedIn, and telemarketing for maximum impact and reach.
3
Channel Optimization
Utilized Direct Dial-In numbers, enhanced email infrastructure, designed appealing direct mail, crafted compelling copy, and managed data flow to prevent over-targeting.
The Results: Transformative Outcomes
The implementation of ABM Stars’ approach delivered exceptional results for entrust IT Group, demonstrating the
power of a well-executed, multi-channel lead generation strategy.
£600k ARR
Recurring Revenue Surge
Annual recurring revenue leapt to £600,000, illustrating the direct revenue impact of targeted ABM strategies.
£5m LTV
Lifetime Value Projection
Projected client lifetime value increased by over seven times, underscoring major improvements in client quality and retention.
+Significant
Channel Response Uplift
Response rates soared across all outreach channels, ensuring more conversations and warmer leads.
These impressive metrics showcase the effectiveness of ABM Stars’ targeted approach in not only generating leads but also converting them into substantial revenue growth for entrust IT Group.
The Future: Sustained Growth and Focus
With the implementation of ABM Stars’ predictable and evergreen lead generation model, entrust IT Group is now
positioned for continued success and growth in the competitive IT services market.
Seamless Client Acquisition
The established lead generation process allows entrust IT Group to consistently attract new clients that fit their ideal profile. This steady influx of quality leads ensures a robust pipeline for business growth.
Enhanced Service Delivery
By alleviating the pressure of lead generation, entrust IT Group can now dedicate more energy and resources to delivering exceptional service to their loyal client base. This focus on service excellence helps maintain long-term relationships and maximize client lifetime value
Why Choose ABM Stars: A Comprehensive
Solution
ABM Stars offers a holistic lead generation package that sets them apart in the market. Their approach combines
personal touches with strategic outreach to maximize engagement and results
Personalized Gifts
Thoughtful, targeted gifts that resonate with
prospects and create
memorable impressions.
Handwritten Mail
Personal, authentic
communication that
stands out in a digital
world.
Telemarketing Calls
Strategic, well-timed calls to engage decision-
makers directly.
Digital Outreach
Timely LinkedIn messages and emails to maintain consistent touchpoints.
All activities are meticulously tracked via the Target Flow platform, providing complete visibility into campaign
performance. This comprehensive approach, combined with transparent reporting, makes ABM Stars an ideal
partner for MSPs looking to transform their lead generation efforts and drive substantial business growth.