Winningtemp engaged 590 in-market ICP accounts and influenced €39K in pipeline with N.Rich

Winningtemp, the Nordic employee feedback and engagement platform, was seeing traction with mid-market and enterprise buyers; and with the board encouraging growth on two fronts (upmarket toward enterprise, and beyond the Nordics into EMEA), the team needed a sharper way to reach them. Broad outbound couldn't show up for the right personas in the right channels. N.Rich brought account-level data, ICP segments, and multi-channel ad delivery, plus a HubSpot connection that pushes account signals to where sales already works.

SaaS / HR Tech 80+ employees Nordics + EMEA

Ylva Eriksson

CMO, Winningtemp

“The reason why I signed on the dotted line so quickly was the clear showing of ROI through influenced pipeline. Now I can walk into board meetings and say: we influenced $200,000 in sales and another $1.7 Million that is being influenced currently in pipeline."

590

ICP accounts engaged by N.Rich campaigns

€39K

influenced pipeline

3–6 months

to meaningful results

BEFORE N.RICH

AFTER N.RICH

BEFORE N.RICH

Outbound spray-and-pray reaching too many wrong-fit accounts.

AFTER N.RICH

A focused list of 590 in-market ICP accounts to act on.

BEFORE N.RICH

Limited ways to actually show up for buyers in the target persona

AFTER N.RICH

Multi-channel ABM advertising reaching the right buyers, the right way.

BEFORE N.RICH

Marketing influence on pipeline hard to measure at the account level.

AFTER N.RICH

€39K in marketing-influenced pipeline tracked end-to-end through HubSpot.

About Winningtemp and the challenge

Founded in Gothenburg in 2014, Winningtemp is a leading Nordic employee feedback and engagement platform. The platform helps organizations listen, analyse, and act on employee feedback through real-time, AI-powered insight; enabling leaders to make data-driven decisions that strengthen workplace culture, performance, and business results.

Today, Winningtemp supports more than 1000 companies and 100,000+ daily users across 20+ countries, with offices in Gothenburg, Stockholm and Oslo.

The challenge

The product had matured for mid-market and enterprise, but the outbound motion was still optimised for SMB volume.
The team couldn't afford spray-and-pray, building pipeline with limited resources meant every euro had to land on the right account.
Limited ways to actually show up for the target persona in the channels they spend time in.
Marketing celebrating MQL volume vs. sales judging lead quality — different scoreboards.
Hard to measure campaign effectiveness at the account level and attribute pipeline back to marketing.

Why they chose N.Rich

When Winningtemp evaluated ABM platforms, four things mattered: a platform the team could operate without months of onboarding, account-level targeting and data rich enough to find in-market buyers, a clean integration with HubSpot, and pricing that fit a Nordic SaaS budget. N.Rich checked every box.

“After just three months, N.Rich has already enabled us to identify and influence accounts that are in-market — amplifying the work we are already doing and ensuring our team gets the right information at the right time. We've connected N.Rich to HubSpot and can now enjoy having all our data in one system.”

Ylva Eriksson, CMO, Winningtemp

The solution

Built and HubSpot-synced target account lists so CRM workflows and display targeting share a single source of truth.
Activated intent-targeted B2B display campaigns against named accounts.
Tiered audiences with the account-list → segment → ad-set → creative hierarchy across industry, stage and persona cohorts.
Routed intent signals into HubSpot to fire SDR alerts and inform prioritisation before forms are filled.
Measured ABM influence two ways — pipeline touched and account-engagement lift, feeding HockeyStack multi-touch attribution.

Key actions

Today, N.Rich runs as Winningtemp's account intelligence and ABM advertising layer. Intent detection reports surface in-market accounts inside the ICP. Those accounts feed dynamic segments, which fuel multi-channel advertising across the formats N.Rich supports — including the new AI ad creation when the team wants to compress production cycles. Account signals and pipeline data flow back into HubSpot, so SDRs and AEs work from a single source of truth and act on hot intel in their own workflow.

Defined the target ICP and built dynamic segments in N.Rich.
Activated intent detection reports to surface in-market accounts in the ICP.
Ran multi-channel ABM advertising across the ICP — including AI-generated ad creative.
Connected N.Rich to HubSpot to centralise account data and reporting in one place.
Routed account-level signals to SDRs so outbound timing matches buyer intent.
Used N.Rich analytics to measure campaign effectiveness at the account level.

The results

With N.Rich, Winningtemp engages buying committees earlier and gives sales the intent signals to focus where it matters most.

✅ Marketing engages the buying committee earlier — persona-tiered display warms the right stakeholders before forms are filled.
✅ Sales focuses where intent signals are strongest; N.Rich routes account-engagement signals into HubSpot to prioritize SDR effort.
✅ Leadership gets measurable proof — opportunity attribution shows marketing's influence on pipeline and closed revenue, not just MQL volume.

The outcome

In its first 3–6 months on N.Rich, Winningtemp turned outbound from a volume play into an account-based growth motion; with the data, channels, and pipeline visibility to scale it across EMEA.

Ylva Eriksson,

CMO, Winningtemp

“Since working with N.Rich it has become even clearer that the SDR role has a perfect place in all of this. It also made me want to rename it to Account Based Growth, ‘account based marketing’ indicates this is a marketing motion. And it's not.”