A leading cloud communications provider was targeting a vast Total Account List, spanning thousands of mid-market and enterprise accounts across North America, EMEA, and APAC. With a broad industry footprint and global outreach efforts, the organization needed a more intelligent way to prioritize which accounts to engage. Traditional filters like industry and company size were no longer sufficient to surface accounts most likely to convert.
Account selection was driven by instinct or static reports. While firmographic filters provided basic segmentation, they lacked real-time insights into buying readiness.
High-intent signals were scattered across multiple platforms, marketing tools, CRM, sales engagement systems, making it difficult to identify which accounts were actively moving through the funnel. As a result, teams missed high-conversion opportunities, wasted effort on cold accounts, and lacked consistency in follow-up and forecasting.
Nexsales implemented a two-layer approach:
Data from across the funnel was extracted, cleaned, deduplicated, and unified into a central data layer.
This included all firmographic, technographic and intent signals from 6sense, ad engagement and site visit data from Madison Logic, email and call activity from Outreach, account-level interactions with marketing campaigns, as well as opportunity lifecycle progression, revenue metrics, and behavioral signals.
A predictive model, trained on 12 k+ historical accounts and validated on 5 k+, scored every live account on its probability to create and advance an opportunity. The engine continuously refreshed a list of ~3 k active targets and flagged the top 131 high‑conversion accounts for immediate outreach.
3x higher overall engagement on scored accounts
2x increase in clicks and replies across outbound channels
9x improvement in follow‑up success during opportunity stages
3x more meetings completed, accelerating pipeline creation
6x better nurture performance, keeping early‑stage accounts progressing
Ready to replicate this success for your organization? Connect with Nexsales to transform your ABM initiatives, maximize your event impact, and drive unprecedented engagement among your key executive prospects.
