Invoca implemented an account-based marketing (ABM) strategy to address challenges of low engagement, conversion rates, and limited ability to scale their pipeline without a major budget increase. Their ABM approach involved identifying target accounts, expanding contact lists within those accounts, and engaging contacts across multiple channels. Initial results showed a 1.8x increase in pipeline and 26x higher pipeline to spend ratio for ABM programs compared to previous campaigns. Display campaigns added to ABM efforts lifted opportunity creation rates by 50-200%. Six months later, ABM led to a 17% increase in opportunity creation for targeted enterprise accounts.