How Shipsy boosted pipeline generation by running an ABM campaign with Factors

Shipsy was generating a good amount of traffic and inbound leads from startups and mid-market companies. However, they decided to shift their focus towards acquiring larger, enterprise clients. To achieve this, Shipsy implemented a company-wide effort to build a strong Account-Based Marketing (ABM) motion.

This strategic change brought several challenges to light. 

First, Shipsy lacked visibility into brand awareness among its target enterprise accounts. It was unsure if these companies were familiar with Shipsy's offerings and how they discovered and interacted with its brand (email campaigns, website visits, etc.). Shipsy needed a way to track these interactions across various channels and identify the most relevant job titles and personas within these companies.

Building a successful ABM strategy also meant efficiently managing their target accounts. Manually tracking interactions across various touchpoints proved to be time-consuming and difficult. 

Shipsy wanted to ensure their marketing efforts resulted in qualified leads for the sales team. They needed a way to measure the effectiveness of their ABM campaigns and align them with sales goals. This included ensuring their marketing activities led to higher engagement with target accounts and a clear scoring system to prioritize leads.

Automating repetitive tasks like follow-ups and managing contact information emerged as critical challenges. Streamlining these tasks would free up their sales team to focus on closing deals. Integrating marketing automation tools became a priority.

Shipsy needed to identify the most promising leads within their target accounts and personalize their outreach for maximum impact. Evaluating and implementing the right tools to achieve this became crucial. Tools like Clearbit fell short.

Shipsy needed something better. 

And that’s when it found Factors.ai.