Case Study: Coit Group achieves outbound ABM success — 1,500 target accounts and $2.5M pipeline with DiscoverOrg

Coit Group Transitions from Inbound to Outbound Marketing with Campaign Stars and DiscoverOrg

The Coit Group, a Silicon Valley recruiting solutions provider, needed to move from inbound referrals to an outbound account-based marketing (ABM) approach but lacked accurate, up-to-date market intelligence to identify and prioritize ideal prospect accounts. To build an ABM program quickly and avoid wasting time on poor-fit prospects, Coit engaged Campaign Stars and DiscoverOrg for data and execution expertise.

Using DiscoverOrg’s Mid‑Market and Enterprise datasets and Campaign Stars’ ABM framework, Coit pulled a focused list of 1,500 target accounts (about 8,000 contacts) and ran a survey‑based lead gen play that generated $2.5M in pipeline in under three weeks. The program produced a 98% email deliverability rate, near‑perfect direct‑dial connections, tripled conversion rates, aligned sales and marketing, and enabled a successful transition from inbound to outbound marketing.

Coit Group

Joe Belluomini

CEO