Skip to main content
Fix My Pipeline

Case Study: Enterprise Pipeline Acceleration

How We Generated 52 Enterprise Opportunities to Increase DSSI’s Acquisition Value

Amicus - Progressive Procurement Solutions with Industrial Strength_ - [directsourcing.com]-1

Overview

DSSI was winning enterprise logos, but the motion was slow and difficult to scale. Sales cycles regularly ran 12–18 months, outbound traction was inconsistent, and the pipeline wasn’t expanding fast enough to demonstrate future growth velocity.

With only two senior salespeople covering the US and EU, the team was closing deals but not generating the volume or progression of enterprise opportunities required to project a stronger growth trajectory.

Internally, everyone knew the product solved a real procurement pain — but externally, there wasn’t enough visible, verifiable enterprise demand to show the market (and potential acquirers) that DSSI could scale pipeline generation beyond founder-led selling.

Our mandate was clear:  accelerate enterprise account engagement and create a materially stronger, faster-moving pipeline, fast.

Our Approach

We designed a six-month Enterprise Pipeline Acceleration program with one objective:
turn a static list of target accounts into a fast-moving, opportunity-producing GTM engine.

To do that, we engineered four parallel workstreams:

1. ICP Precision & Enterprise Account Structuring

We tightened the definition of the enterprise ICP, segmented 50+ accounts by vertical and buying committee maturity, and built the engagement model required to move them from cold → aware → engaged → qualified opportunity.

This created clarity on who to prioritise, why, and what messaging would unlock movement.

Sales Report Dashboard

2. A Commercial Narrative That Converts Procurement

Through JTBD workshops and deal analysis, we reframed DSSI’s proposition around the real pains of enterprise procurement leaders:  risk, compliance, tail-spend efficiency, and supplier consolidation, not product features.

This narrative became the backbone of all outbound ABM plays and sales enablement.

3. Multi-Channel Enterprise Activation

Instead of relying on isolated tactics, we orchestrated outbound, targeted display, retargeting, persona-specific landing experiences, email sequences, and content proof points into a single orchestration layer.

Every touchpoint was engineered to increase account engagement and accelerate movement toward opportunity creation.

4. GTM System Integration & Sales Enablement

We connected HubSpot, RollWorks, Apollo, and SEMrush into a unified GTM operating spine so sales could see who was engaging, where momentum existed, and which accounts were heating up.

We enabled the sales team with sequences, talk tracks, and buyer-journey alignment so they could convert engagement into qualified opportunities quickly.

Testimonial - Heidi Humphries

Director Sales & Marketing

Arise GTM didn’t just understand our business; they engineered a GTM system that opened enterprise conversations we’d never had before. Their ability to translate our value into procurement-led messaging and drive engagement across our target accounts was critical to building our pipeline.

Execution Highlights

We compressed years of GTM infrastructure into six months, focusing on actions that moved named enterprise accounts toward opportunity creation:

  • Activated 50+ enterprise accounts across pharma, chemicals, and automotive using coordinated outbound, ABM plays, and targeted visibility campaigns.

  • Built persona- and vertical-specific landing experiences that gave procurement, finance, and operations stakeholders credible, high-trust entry points into the funnel.

  • Orchestrated multi-channel engagement (email sequences, targeted display, retargeting, content proof points, outbound signals) that progressed accounts through awareness, engagement, and qualification.

  • Integrated the GTM stack (HubSpot, RollWorks, Apollo, SEMrush, Cognism) into a unified operating system so sales could see real-time engagement, intent, and deal acceleration signals.

  • Equipped the sales team to convert interest into opportunities with journeys, messaging frameworks, and sequences aligned to the procurement buying process.

This wasn’t “marketing execution.” It was full-funnel account progression designed to manufacture enterprise opportunities under time pressure.

Testimonial - Amit Mendiratta

Technical Lead & Product Expert

This was not a marketing project. Arise built a commercial engine. The alignment, clarity, and execution they drove gave us immediate pipeline lift and a repeatable model post-acquisition. Their GTM, ABM, and technical expertise accelerated everything.

Results

The acceleration program delivered material, measurable impact on enterprise pipeline creation and engagement velocity:

  • 52 qualified enterprise opportunities created across priority verticals

  • 50+ named enterprise accounts activated and marketing-qualified with documented engagement trails

  • 10 opportunities progressed to sales-qualified within the engagement window

  • One six-figure enterprise deal closed during the six-month period

  • Substantial visibility uplift — 200+ ranking keywords and 1000%+ increase in targeted organic traffic, strengthening credibility with enterprise buyers and acquirer stakeholders

Commercial Impact:
DSSI entered acquisition negotiations with clear, defensible evidence of scalable enterprise pipeline generation.

Instead of presenting a growth story, they could present in-flight enterprise demand, accelerated account movement, and a GTM engine already producing results.

Acquisition Impact:
Feedback from the acquiring CMO and internal stakeholders highlighted three things:

  1. Enterprise pipeline strength had improved significantly.

  2. The GTM model was now structured, trackable, and repeatable.

  3. Digital visibility and account engagement materially de-risked the acquisition.

This shifted DSSI from “solid business with long sales cycles” to “a scalable enterprise GTM engine primed for accelerated growth.”

Strategic Advantage Created

The engagement didn’t just generate opportunities — it rebuilt DSSI’s commercial engine around a repeatable enterprise motion.

This shifted DSSI from long, relationship-heavy sales cycles to a structured, scalable, and data-driven enterprise GTM motion. It gave leadership and acquirer stakeholders proof of momentum, not just potential.

DSSI left the program with:

A scalable enterprise pipeline engine that any future CRO or GTM leader can run, optimise, and scale.allation

A connected GTM operating system with real-time visibility into account engagement, intent signals, and opportunity progression.

A buyer-led value narrative tailored to the pains and priorities of procurement, finance, and operations leaders in global enterprises.

A clear roadmap for enterprise expansion across pharma, chemicals, automotive, and adjacent verticals.

A defensible growth story that translated directly into acquisition confidence and valuation strength.

Build a Pipeline That Strengthens Valuation and Enterprise Growth

If you need to accelerate your enterprise pipeline, create visible demand in named accounts, or strengthen your commercial story for investors or acquirers, we can build the GTM engine that gets you there.

Get in Touch

Quick links

Let’s talk

enquiries@arisegtm.com
020 3637 4426

Find us

Here East

Queen Elizabeth
Olympic Park
Plexal
London E15 2GW

GTM Tests & Tools

©2024 Paul Sullivan Marketing Limited t/a ARISE GTM is a registered company in England & Wales 10614777. VAT No. GB319798546. All Rights reserved. Privacy policy | Terms & conditions |

Get in touch