About Vymo
Vymo is a sales intelligence and CRM platform built for financial services–banks, insurers, and lending institutions. It helps frontline sales teams capture activities automatically, get next-best-action recommendations, and improve overall productivity.
When they came to RevvGrowth in 2020, the product was solid, and the market opportunity in Indian banking and insurance was real. What they needed was a structured way to get in front of the right people at the right accounts consistently, and at scale.
The Challenge
Scaling Enterprise BFSI (Banking, Financial Services, and Insurance) With a $3M Quarterly Pipeline Target
Vymo was going after some of the hardest accounts to crack in India: large banks and insurance companies with long procurement cycles, multiple decision-makers, and deeply entrenched vendors.
Baseline situation:
- Quarterly pipeline target of $3M
- 50 high-value target accounts identified across Indian banking and insurance
- No structured ABM program to coordinate outreach across channels
- Engagement with senior decision-makers was inconsistent and hard to sustain
- Sales and marketing were not working from a shared playbook
The problem wasn't visibility in the broad market. It was breaking into specific accounts where trust, relevance, and multi-stakeholder engagement all had to happen before a deal could even begin.
What needed to happen:
- Build a repeatable ABM motion across 50 target accounts
- Generate $3M in quarterly pipeline through coordinated marketing and sales activity
- Establish Vymo as a credible, visible player among decision-makers in the Indian BFSI
Our Approach
A Full-Funnel ABM Program Built for Enterprise Financial Services
The program ran across five coordinated tracks, such as LinkedIn, personalized email outreach, deep research, offline engagement, and pipeline acceleration. Each one fed the others.
- LinkedIn Campaigns
Built a content-led LinkedIn campaign strategy targeting decision-makers across the 50 accounts. Content included blogs, white papers, eBooks, webinars with industry experts, and client case studies. Retargeting was layered on top to re-engage visitors and form viewers who hadn't converted. Monthly LinkedIn budget: $6,000 ($18,000 per quarter).
- Personalized Email Outreach at Scale
Identified 250 key decision-makers across the 50 accounts, five contacts per account. Each BDR managed 25 accounts with messaging tailored to account-specific pain points. Outreach was informed by research and interviews, not generic templates.
- Research and Audience Insights
Before any outreach went out, we did the groundwork. Seller interviews with frontline employees as relationship managers gave us a real picture of daily challenges inside these organizations. Mystery shopping exercises mapped customer experience flows and surfaced pain points that shaped our entire messaging strategy.
- Offline Engagement: Roundtables and Industry Events
Two types of roundtables ran in parallel: opportunity acceleration sessions with accounts already in the pipeline to move deals forward faster, and new opportunity creation sessions with highly active accounts to uncover fresh pipeline. RevvGrowth also partnered with industry bodies to host events, building direct access to decision-makers in a setting that digital channels can't replicate.
- Pipeline Acceleration: Multi-Threading and Relationship Building
To push active deals forward, we engaged multiple stakeholders within each account simultaneously rather than relying on a single contact. Focused workshops aligned goals across buying committees. Personalized gifts were used selectively to build trust with high-priority contacts and maintain momentum through long sales cycles.
Results
7x the Original Pipeline Target
The combined effect of coordinated LinkedIn activity, personalized outreach, offline engagement, and multi-threading produced results that went well beyond what Vymo had set out to achieve.
.webp)