About Virta and the challenge
Virta is a leading EV charging platform that enables businesses, utilities, and public organizations to build and manage charging infrastructure. As the EV market accelerated across Europe, Virta needed to expand its enterprise footprint efficiently and strategically.
Their challenge was to:
- Identify high-potential enterprise accounts across multiple countries,
- Reach decision-makers early in the buying journey,
- Align marketing campaigns with sales priorities,
- Demonstrate measurable revenue impact from ABM efforts.
They were looking for a platform that could combine intent data, precise account targeting, and measurable ABM execution.
Why they chose N.Rich
"We were looking for a solution that fits our budget, integrates with HubSpot, and is also really European-focused. We were ultimately narrowed down to Terminus and N.Rich. But N.Rich offered us a smaller price tag and better capacity to work within Europe."
The solution
To support Virta’s international growth, N.Rich enabled a focused, intent-driven ABM strategy across key European markets.
We helped Virta:
- Identify and prioritize in-market enterprise accounts
- Activate targeted, account-based advertising campaigns
- Align sales and marketing around shared account insights
Key actions:
- Leveraged intent data to prioritize high-fit enterprise accounts
- Activated multi-channel ABM campaigns across European markets
- Provided clear visibility into account engagement and pipeline impact
The results
With N.Rich, Virta shifted from broad demand generation to a targeted account-based growth strategy.
- ✅ Marketing could engage the right accounts earlier in the buying cycle.
- ✅ Sales focused on companies already showing purchase intent.
- ✅ Leadership gained measurable proof of ABM’s contribution to revenue.
The outcome:
€13 million in pipeline generated and approximately €1.3 million in closed sales influenced by ABM campaigns run through N.Rich.
Samuli Ahola
Director of digital sales and marketing, Virta
“Results are really good. We generated €13 million in created pipeline and roughly €1.3 million in closed sales influenced by ABM campaigns run through N.Rich. Account-based advertising definitely has an impact especially when you have this joint effort between sales and marketing. That is when you know exactly which companies you're going after.”
