Case Study · Autino
Building a £1.4m sales pipeline for Autino through account-based marketing
An ABM campaign that opened doors with the UK's largest franchise dealer groups.
Sales pipeline built in 12 months
Website traffic in the first three months
Additional inbound leads in the first three months
Automotive / Technology
Account-Based Marketing, Content Strategy, Video Production, Print and Digital Design, Paid Media
Autino builds consumer-centric software for the automotive aftermarket, helping dealers and retailers sell more effectively online and in store.
Autino wanted to sell its software into the large UK franchise dealer groups. These are busy, crowded accounts, and many did not see Autino as a viable option. Generic marketing was not going to get through.
We recommended an account-based marketing (ABM) approach, so Autino could reach its target prospects with the right message, in a format that appealed to them.
We carried out in-depth research into each target account to understand their priorities and the people involved in buying decisions, then mapped out an ABM journey for them.
Using that research, we developed content that spoke directly to each account and pushed it through a mix of online and offline channels.
The campaign included display ads, leaflets, a video brochure, premium content booklets and a solution video, each designed as a deliberate touchpoint in the ABM journey.
The quality of the content and touchpoints resonated with prospects. Autino opened up conversations with accounts that previously would not have considered it, and built a healthy pipeline as a result.
Website traffic increase within three months
Sales pipeline in 12 months
Additional inbound leads within three months
I've worked with several agencies, none whom have delivered similar results like the team at Origin. From day one their collaborative approach allowed us to create a focused and engaging ABM campaign based on our specific requirements. I was impressed with how hands on and knowledgeable Origin were and over the course of the campaign we built solid engagement with our targeted accounts which led to a healthy pipeline.
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