- Client
- Kinetiq
- Sector
- B2B · SaaS
- Year
- 2025
- Services
- ABM · LinkedIn ads · Outbound · Sales enablement
The brief
Kinetiq sells revenue analytics to mid-market sales teams. We rebuilt how they find, warm up and hand over accounts — and more than tripled the pipeline their reps could close.
The challenge
Marketing was measured on leads, sales on revenue, and the two rarely met. Reps ignored most of what marketing sent, and the leads that did convert took nine months to close.
Our approach
We stopped chasing leads and started winning accounts. A shortlist of best-fit companies got coordinated ads, outbound and content, and sales only heard about them once they showed real intent.
- 3.4xQualified pipeline in two quarters
- 412Demos booked with target accounts
- −36%Cost per sales opportunity
- −41%Average time from first touch to close
Pick the accounts
Closed-won data and rep interviews defined the ideal customer. A list of eight hundred accounts replaced a database of forty thousand contacts.
Surround the buyers
LinkedIn, outbound sequences and proof content hit the same buying committee in the same fortnight, with weekly tests on message and offer.
Hand over at the right moment
Intent scoring and a shared dashboard told reps who to call today and why. Follow-up went from days to hours.
“For the first time my reps ask marketing for more. Salectra gave us a pipeline we believe in, not a spreadsheet of names.”
Marcus BellVP Sales, Kinetiq