Case Study: Veeam achieves enterprise-class account-based orchestration and 25%+ meeting-to-pipeline conversion with pharosIQ

Delivering Enterprise Class Account-Based Orchestration For Veeam®

Veeam, a leader in backup, recovery, and data management, shifted its go-to-market strategy from SMB to enterprise and needed to target roughly 1,400 named accounts through a mature, omnichannel account‑based marketing program. Senior Marketing Manager Meredith Frick engaged pharosIQ to provide account‑based orchestration and ABM services to prioritize accounts and support channel-driven enterprise growth.

pharosIQ built and scored a targeted account database, ran an engagement program combining high‑impact direct mail and inside sales, and fed campaign insights into Salesforce for tracking and analysis. The results exceeded expectations: about 200 profiled leads vs. 150 expected, 40 meetings vs. 25 expected, meeting‑to‑pipeline conversion rates up to 25%, and the regional campaign quickly scaled to a national program.

Veeam

Meredith Frick

Senior Marketing Manager for National Accounts