--- title: "ABM Case Study: Elevating relationships through ABM" description: "ABM Case Study: AVEVA identified a game-changing opportunity within its relationship with GSK. The question was how to go after it? The answer? ABM" image: https://insights.strategicabm.com/hubfs/Global%20ABM%20Conference%202023%20Andrew%20Reed%20and%20Fes%20Askari%20header.png --- [strategicabm ](https://www.strategicabm.com/) Toggle main menu https://insights.strategicabm.com/abm-case-study-elevating-relationships-through-abm strategicabm ![](https://insights.strategicabm.com/hubfs/Global%20ABM%20Conference%202023%20Andrew%20Reed%20and%20Fes%20Askari%20header.png) 1200 627 # ABM Case Study Elevating relationships through ABM ABM Case Study: AVEVA identified a game-changing opportunity within its relationship with GSK. The question was how to go after it? The answer? ABM Strategy   |   ABM ### Get ABM Insights straight in your inbox ABM interviews, thought leadership, news and much more Sign Me Up ![Declan Mulkeen](https://insights.strategicabm.com/hubfs/dec.jpeg) #### [Declan Mulkeen ](https://insights.strategicabm.com/author/declan-mulkeen) strategicabm ![](https://insights.strategicabm.com/hubfs/Agency%20website%202021/images/logos/img-logo-schema-publisher.png) 550 60 Feb 5 2025 - 2min Read Date published: 2025-02-05 Date modified: 2026-03-12 [https://linkedin.com/in/declanmulkeen ](https://linkedin.com/in/declanmulkeen) [https://twitter.com/DeclanMulkeen ](https://twitter.com/DeclanMulkeen) [AVEVA](https://www.linkedin.com/company/aveva/), a leader in industrial and engineering software, identified a game-changing opportunity within its relationship with GSK. The question was how to go after it?  Update: We are delighted to share that AVEVA and this ABM program won the [Forrester B2B Program of the Year award (2025)](https://investor.forrester.com/news-releases/news-release-details/forrester-recognise-b2b-return-integration-honours-and-b2b/#:~:text=%E2%80%9CNow%2C%20we%20operate%20with%20AI,the%20full%20agenda%20and%20speakers.)for aligning its marketing, sales, and customer success functions to deliver and scale personalized, insight-driven experiences through its Account-based Marketing (ABM) strategy. ## ABM Case Study: Elevating relationships through ABM.      They recognized the potential to elevate this partnership beyond transactions into a truly customer-centric relationship. [An Account-based Marketing strategy](https://www.strategicabm.com/what-is-account-based-marketing/) played a pivotal role in this transformation. AVEVA worked with us here at the Agency to craft a personalized ABM engagement program exclusively for GSK. The Global ABM Conference, which took place 1 November 2023, was the ideal opportunity to share this ABM success story with the wider B2B Marketing and ABM community.  [Andrew Reed](https://www.linkedin.com/in/andrewreed1/), Director, ABM Programs at AVEVA was joined on stage by our very own [Fes Askari](https://www.linkedin.com/in/fesaskari/), Director of Sales & Strategic Accounts to present this ABM case study.  Andrew and Fes took a deep dive into this extraordinary ABM journey, sharing insights on: 1. Harnessing insights for groundbreaking strategies. 2. Crafting tailored client value propositions. 3. Exploring the depths of a single account. 4. Cultivating relationships with key stakeholders that drive real results. 5. Plus, the invaluable lessons they've learned along the way. Don't miss this great chance to gain fresh perspectives and actionable strategies for elevating your own ABM game with this fascinating ABM case study.  Liked this ABM case study? [Watch here ](https://insights.strategicabm.com/abm-case-study-how-to-build-an-abm-strategy)how BlueBotics, global leader in autonomous navigation systems built a $4m pipeline with their ABM program.  ### Road test your ABM strategy Join us for an ABM Lunch & Learn workshop and get a personalized ABM strategy roadmap. 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