Case Study: Support.com achieves faster pipeline velocity and a 3-week deal close with Terminus

Support.com - Customer Case Study

Support.com, led by Adam Polaszewski, shifted from broad inbound advertising that drove high volumes of irrelevant consumer traffic to a targeted account-based approach after discovering most leads weren’t marketing-qualified. The challenge was wasted spend, poor lead quality, and weak sales-marketing alignment—so they needed a strategy that focused on best-fit B2B accounts and cross-functional buy-in.

They formed an “ABM Tiger Team,” partnered with Terminus, and ran focused campaigns against select accounts with tailored content and coordinated sales outreach. Within 60 days the program generated three opportunities worth about $250K, they closed one deal in just three weeks, shortened the sales cycle, and helped grow marketing-influenced funnel share to roughly 50% with ABM contributing about 20%, while improving alignment between sales and marketing.

Support.com

Adam Polaszewski

Senior Director of Demand Generation and Marketing Operations