$1.2 million pipeline created in the first four weeks.
Dienst Consulting needed net-new enterprise accounts in Western Australia and South Australia. With no dedicated marketing team and a KPI of 9 to 12 meetings, they needed a structured ABM approach to reach upper mid-market and enterprise accounts.
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About Dienst Consulting
Dienst Consulting is a Perth-based IT services company serving customers across government, education, resources, and mining. As a Citrix, Microsoft, Commvault, and VMware partner, they offer a range of managed and professional services to enterprise and upper mid-market clients. With a dedicated sales team but no marketing function, growth depended almost entirely on relationship selling.
What Dienst was up against
Dienst had a strong sales team but no marketing capability to support them. Previous marketing initiatives had not delivered meaningful results, and the team lacked a structured methodology for targeting larger, more complex enterprise accounts at scale.
- No dedicated marketing team to generate or support pipeline activity.
- Previous marketing efforts had not delivered meaningful or measurable results.
- Needed a structured methodology for targeting larger upper mid-market and enterprise accounts in WA and SA.
How xGrowth built the solution
A 1:Few ABM campaign was the right fit for Dienst. They had a clear target market in WA and SA enterprise, a strong value proposition, and a sales team ready to convert meetings. The goal was to build pipeline fast, with quality over volume.
We identified 100 upper mid-market and enterprise accounts across WA and SA in Dienst's target sectors: mining, construction, financial services, government, and education. Each account was assessed against Dienst's ideal client profile before entering the campaign.
We developed messaging tailored to Dienst’s key service areas, including remote work services and managed IT. Dedicated landing pages were built for each key segment, giving the sales team targeted destinations for outreach conversations.
LinkedIn advertising and social selling ran in parallel with direct email and phone sequences to create multiple touchpoints with each account. The coordinated approach ensured decision-makers saw Dienst across channels before the sales team made direct contact.
With no in-house marketing function, we acted as an extension of the Dienst sales team, managing outbound sequences across phone, email, and LinkedIn. Every meeting booked was handed over with full context on the account’s engagement history.
What we actually did
With enterprise accounts in traditional sectors like mining and government, a coordinated mix of digital presence and direct outreach was the most effective way to build familiarity before the sales team made contact.
"The KPIs were well and truly exceeded. Out of 100 accounts identified, we secured 24 meetings and a pipeline sitting at $1.2 million in the first four weeks."
What the campaign delivered
The results came in fast. Within four weeks of launching, Dienst had more than doubled their meeting KPI and built a $1.2 million pipeline from a standing start with no prior ABM infrastructure.
What Dienst said about working with xGrowth
“Meetings with new prospects were a key KPI for us. We were looking at 9 to 12 meetings. The KPIs were well and truly exceeded. Out of the 100 accounts identified, we secured 24 meetings and a pipeline sitting at $1.2 million in the first four weeks of the campaign.”
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