In this edition, we share news about a B2B Marketing Leaders podcast episode on Account-Based Marketing, a case study on Social Selling for an electric vehicle startup, and a LinkedIn post on enterprise lead generation methods.
B2B Marketing Leaders podcast: Account-Based Marketing - insights from NetApp, Octave, and Acronis
In the new episode, Olga Bondareva, Founder of ModumUp, discusses account-based marketing with experts from enterprise companies.
Guests include:
Key themes discussed:
A practical conversation on how B2B marketing leaders at NetApp, Octave, and Acronis run ABM programs, from strategic one-to-one plays to scalable one-to-many campaigns.
Feel free to watch and listen to the episode on YouTube, Spotify, Apple Podcasts!
Case study: $1.25M in closed deals through Social Selling for Harbinger electric vehicle startup
ModumUp worked with Harbinger, a US-based commercial electric vehicle startup, on a seven-month LinkedIn Social Selling program targeting fleet operators in government, utilities, food and beverage, retail, and leasing sectors across the US and Canadian markets.
Key results from this project include:
Read the full case study here: https://modumup.com/blog/29ap419fh1-case-studies-how-harbinger-closed-125m-i
5-step methodology for LinkedIn enterprise lead generation
Olga Bondareva, Founder of ModumUp recently shared a methodology for LinkedIn networking and enterprise-level lead generation.
What this approach covers:
The approach works through personal profiles rather than company pages, based on the idea that enterprise buyers trust people before they trust companies.
Learn more in Olga's recent post: https://www.linkedin.com/posts/olgabond_why-is-just-posting-content-on-linkedin-not-activity-7460679061779013633-i9GY
We hope these findings will help with your B2B strategy work. Feel free to share this newsletter with colleagues and friends who might find these resources useful.
Best regards,
The ModumUp team
B2B Marketing Leaders podcast: Account-Based Marketing - insights from NetApp, Octave, and Acronis
In the new episode, Olga Bondareva, Founder of ModumUp, discusses account-based marketing with experts from enterprise companies.
Guests include:
- Irina Chernova, Demand Marketing Manager EMEA & LATAM at NetApp
- Viviane Ross, Senior Marketing Campaign Manager at Octave
- Elena Simkina, Sr. Digital Marketing Director at Acronis
Key themes discussed:
- How enterprise teams implement ABM: one-to-one, one-to-few, one-to-many approaches across different company sizes
- Real ABM case studies, including winning a Middle East oil and gas account through an AI-focused strategy during COVID
- Why early ABM programs fail: misaligned sales and marketing expectations, and the shift from hot leads to working together on specific account lists
- Account research methods: intent data tools, CRM, AI, LinkedIn, sales insights, and internal sources like professional services teams
- Measuring ABM success: buying committee coverage, engagement scores, sourced pipeline, influenced pipeline, and interim KPIs
A practical conversation on how B2B marketing leaders at NetApp, Octave, and Acronis run ABM programs, from strategic one-to-one plays to scalable one-to-many campaigns.
Feel free to watch and listen to the episode on YouTube, Spotify, Apple Podcasts!
Case study: $1.25M in closed deals through Social Selling for Harbinger electric vehicle startup
ModumUp worked with Harbinger, a US-based commercial electric vehicle startup, on a seven-month LinkedIn Social Selling program targeting fleet operators in government, utilities, food and beverage, retail, and leasing sectors across the US and Canadian markets.
Key results from this project include:
- 3,977 target contacts added across managed LinkedIn profiles
- 22 posts reached viral status with view rates above 100%, top posts generating 55,000+ views and 350+ reactions
- 158 Marketing Qualified Leads generated through contact sharing and presentation requests
- 57 Sales Qualified Leads produced through scheduled calls, meetings, and vehicle demo deployments
- 2 enterprise deals closed totaling $1.25M, yielding 400%+ ROI on the Social Selling campaign
Read the full case study here: https://modumup.com/blog/29ap419fh1-case-studies-how-harbinger-closed-125m-i
5-step methodology for LinkedIn enterprise lead generation
Olga Bondareva, Founder of ModumUp recently shared a methodology for LinkedIn networking and enterprise-level lead generation.
What this approach covers:
- On positioning and profile setup, building a credible profile that looks like an accomplished professional with clear experience and trust elements, not like an ad
- On audience growth, precision targeting through accurate account lists and mapping buying committees within each target account
- On content, supporting trust-building and lead nurturing with relevant case studies and human presence in a market full of automation
- On networking, light-touch engagement through comments and reactions to build familiarity and create warmer context for outreach
- On lead generation through messaging, message sequences that reduce friction by making it easy to share contact details, agree to next steps, or move into another channel
The approach works through personal profiles rather than company pages, based on the idea that enterprise buyers trust people before they trust companies.
Learn more in Olga's recent post: https://www.linkedin.com/posts/olgabond_why-is-just-posting-content-on-linkedin-not-activity-7460679061779013633-i9GY
We hope these findings will help with your B2B strategy work. Feel free to share this newsletter with colleagues and friends who might find these resources useful.
Best regards,
The ModumUp team