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How AutoStore scaled ABM globally with N.Rich

AutoStore, the leading global automated storage and retrieval system (ASRS), chose N.Rich to adopt a full-scale ABM approach across international markets, get a better visibility of target account behavior and align marketing with sales for a streamlined go-to-market strategy.

NORWAY (OPERATING IN 65+ COUNTRIES) WAREHOUSE AUTOMATION (AS/RS) 1,100 EMPLOYEES

Lars Sæbø

Marketing Director, AutoStore

“One of the most important things for us was N.Rich's presence in US and APAC and being able to roll out intent across different regions. This is powerful especially for Autostore being a global company, focusing on these regions and trying to continue our growth journey that we're on.”

Marketing and sales teams were working in silos, without a good understanding of the ideal customer profile.

The Autostore team has one platform to manage their ABM campaigns across different regions, including EMEA, USA, and APAC.

Data across different countries wasn't centralized, there was no single view of the buyer journey.

Intent signals are captured and acted on across all the stages of the buyer journey, from initial awareness to deal acceleration. The team has more clarity on which accounts are ready to buy and which require additional warm-up.

Although Autostore team was running ABM campaigns through LinkedIn, there was still a need to build out a 360-degree view of the account base, with a clear understanding of where those accounts are in the funnel an ability to act upon the data.

All the advertising touchpoints are measured on the account level, making it easy to attribute ad spend to pipeline and revenue.

How AutoStore scaled ABM globally with N.Rich

How AutoStore scaled ABM globally with N.Rich

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