Case Study: Adobe achieves ABM alignment and 161% larger deals with LinkedIn Marketing Solutions

How Adobe achieves alignment and ABM success with LinkedIn

Adobe, a global software company with 25,000 employees, needed to align its Experience Cloud marketing and sales teams after siloed strategies drove inefficiencies and wasted budget. The challenge was connecting relationship-based sales activity with broader marketing efforts and reaching the full buying committee for complex B2B deals.

Adobe implemented a focused account‑based marketing approach on LinkedIn, using member data and Sales Navigator to target decision-makers and surround buying committees with relevant content. The program improved sales‑marketing alignment, reduced wasted spend, and delivered measurable impact: in 2018, 42% of closed‑won deals were influenced by LinkedIn marketing, 55% by Sales Navigator–powered sales, and LinkedIn‑influenced deals were 161% larger on average.

Adobe

Matt Rozen

Director of Enterprise Editorial and Social Media