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Results, held to the standard we set before we started.

An account-based programme that gave the sales team a steady stream of qualified conversations with decision-makers who genuinely matched the ideal customer profile.
  • Industry: Manufacturing

165%

Pipeline value growth in 6 months

14

Sales-qualified leads per month

160

Target accounts under active ABM coverage

The Client

Ishida Manufacturing supplies weighing, packaging, and automation equipment to food and industrial producers across Africa. While well-regarded in its market, the company’s growth had leaned heavily on referrals and inbound interest, without a consistent system for pursuing new target accounts.

Challenge

Before partnering with Revenue Architects, Ishida’s outbound activity lacked focus and wasn’t built around a defined ideal customer profile. Sales reps were spending time on poorly matched conversations, and there was no reliable process for converting target accounts into qualified pipeline.

  • No account-based targeting — contacts were sourced ad hoc
  • Weak conversion from outbound activity to qualified meetings
  • No repeatable process to forecast revenue operations against

The Approach

Revenue Architects built an ABM programme centered on the accounts most likely to convert:

  • Defined an ideal customer profile based on production volume, facility type, and existing automation spend
  • Developed targeted outbound sequences to reach operations directors, plant managers, and procurement leads within each account
  • Established consistent revenue operations tracking, following every opportunity from first touch through to qualified meeting
  • Layered in visitor intelligence reporting to prioritize accounts already researching automation solutions

The Result

  • Pipeline value grew 165% within six months
  • The programme now consistently generates 10–14 sales-qualified leads per month
  • Revenue operations were realigned around a repeatable, account-based pipeline process
  • Meeting-to-opportunity conversion improved noticeably, driven by sharper account targeting
“The account based approach meant our sales team was only speaking to decision makers who fit our ideal customer profile. Pipeline quality improved immediately.”
Sales Manager, Ishida Manufacturing

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