Case Study: Vanilla doubles average deal size with Madison Logic

Vanilla by Higher Logic more than Doubles Average Deal Size while Accelerating the Buyer’s Journey

Vanilla by Higher Logic partnered with Madison Logic to improve account engagement and pipeline conversion across its target accounts. The marketing team was struggling with low-quality leads, weak MQL-to-SQL conversion, and dropped opportunities at sales handoff, while also seeing limited response to automated nurture campaigns.

Madison Logic helped Vanilla implement a full-funnel ABM strategy using ML Insights, the ML Platform, ABM Content Syndication, and Journey Acceleration to identify in-market accounts, better engage buying committees, and personalize content across the buyer’s journey. As a result, pipeline contribution for target accounts increased 50%, account penetration rose 217%, and average deal size increased 118%, while Vanilla also improved sales velocity and marketing’s revenue influence.

Vanilla

Mike Ellis

Marketing Manager