Case Study: Hexagon Xalt achieves increased pipeline and revenue with Terminus

Hexagon Xalt’s Account-Based Marketing Strategy

Hexagon Xalt, the digital solutions division of Hexagon AB, helps manufacturing, construction and materials-handling companies leverage IoT data to modernize operations. Facing the challenge of selling complex, highly customized products at scale, the team needed a clearer way to identify the right industry sub-verticals, buyer personas and accounts—and to win corporate buy-in for an account-based approach.

They responded with a data-driven, iterative ABM program: analyzing two years of results, narrowing focus to the verticals and personas driving the most wins (about 40% of efforts produced roughly 80% of success), and running quarterly tests with an 80/20 resource split for proven tactics versus experimentation. The outcome was more efficient use of resources, faster conversion among target personas, stronger pipeline and revenue growth, and internal adoption of ABM across Hexagon after the team shared repeatable results with corporate leadership.

Hexagon Xalt

Kim Brown

Executive Director of Sales Operations