--- title: "ABM Case Study: How to build an ABM strategy from zero to $4.5m+ in pipeline" description: "ABM case study: Find out how BlueBotics started ABM from scratch and built a $4.5m/£4m+ pipeline and $1m/£750,000+ of closed-won revenue." image: https://insights.strategicabm.com/hubfs/Background%20image%201-1.png --- [strategicabm ](https://www.strategicabm.com/) Toggle main menu https://insights.strategicabm.com/abm-case-study-how-to-build-an-abm-strategy strategicabm ![](https://insights.strategicabm.com/hubfs/Background%20image%201-1.png) 1200 627 # ABM Case Study: How to build an ABM strategy from zero to $4.5m+ in pipeline ABM case study: Find out how BlueBotics started ABM from scratch and built a $4.5m/£4m+ pipeline and $1m/£750,000+ of closed-won revenue. Strategy   |   ABM ### Get ABM Insights straight in your inbox ABM interviews, thought leadership, news and much more Sign Me Up ![Jack Rawlings](https://insights.strategicabm.com/hubfs/Screenshot%202019-06-11%20at%2011.52.05.png) #### [Jack Rawlings ](https://insights.strategicabm.com/author/jack-rawlings) strategicabm ![](https://insights.strategicabm.com/hubfs/Agency%20website%202021/images/logos/img-logo-schema-publisher.png) 550 60 Nov 21 2022 - 1min Read Date published: 2022-11-21 Date modified: 2022-11-23 Now this is what you call an ABM case study: How a technology brand started ABM from scratch and built a $4.5M+ (£4m+) pipeline (and...delivered $1m (£750,000) in closed-won revenue).  This is the ABM case study and a very personal ABM story of BlueBotics, a global leader in autonomous navigation solutions. **Matt Wade, Head of Marketing for BlueBotics, presented this ABM case study at [B2B Marketing's](http://www.b2bmarketing.net/) Global ABM Conference, alongside strategicabm's Jack Rawlings.  ## Watch the video: How to build an ABM program from scratch     [BlueBotics](https://bluebotics.com/) has spent twenty years refining their [natural feature navigation technology (ANT)](https://bluebotics.com/autonomous-navigation-technology/) to make automated guided vehicles (AGVs) easier to install and operate. Over this period, they have helped companies develop dozens of ANT driven AGVs, automated forklifts and mobile robots. Before embarking on its [Account-based Marketing strategy](https://www.strategicabm.com/what-is-account-based-marketing/), BlueBotics had adopted a Sales-led approach as the primary driver for revenue growth. When Matt joined as their first Marketing hire, he spotted the opportunity for ABM to be a growth catalyst and a partner to their already successful Sales team. ![ABM case study results](https://insights.strategicabm.com/hs-fs/hubfs/Screenshot%202022-11-22%20at%2010.04.43.png?width=920&height=519&name=Screenshot%202022-11-22%20at%2010.04.43.png) Teaming up with [strategicabm](https://www.strategicabm.com/), BlueBotics has leveraged an ABM approach and built upon the success of their navigation technology. In this ABM case study presentation, Matt and Jack detail the challenges BlueBotics faced with brand awareness, messaging and strengthening relationships. Each of these challenges brought about their own lessons and shaped the ABM program into one that has delivered $4.5m/£4m+ pipeline and $1m/£750,000+ in closed-won sales (and still growing!).   ### Road test your ABM strategy Join us for an ABM Lunch & Learn workshop and get a personalized ABM strategy roadmap. [![Book ABM workshop](https://no-cache.hubspot.com/cta/default/429918/886a1119-458b-4fc5-9635-1744daba5ac2.png)](https://cta-redirect.hubspot.com/cta/redirect/429918/886a1119-458b-4fc5-9635-1744daba5ac2) ### More ABM insights ##### [ABM Insights What makes a great ABM agency in 2026 read](https://insights.strategicabm.com/what-makes-a-great-abm-agency-in-2026) ##### [ABM Insights What is an ABM Center of Excellence in 2026 read](https://insights.strategicabm.com/what-is-an-abm-center-of-excellence-in-2026) ##### [ABM Insights Customer Lifecycle Marketing and ABM Explained (2026) read](https://insights.strategicabm.com/customer-lifecycle-marketing-and-abm) ##### [ABM Insights Dark Funnel vs. Dark Social How to Track Hidden ... read](https://insights.strategicabm.com/dark-funnel-vs-dark-social-how-to-track-hidden-traffic-in-2026) ##### [ABM Insights 6 Ways Sales and Marketing Alignment Helps Avoid ABM ... read](https://insights.strategicabm.com/sales-marketing-alignment) ##### [ABM Insights ABM Case Study Elevating relationships through ABM read](https://insights.strategicabm.com/abm-case-study-elevating-relationships-through-abm) ##### [ABM Insights Let’s talk ABM: 7 ways to nurture your most important ... read](https://insights.strategicabm.com/lets-talk-abm-7-ways-to-nurture-customer-abm) ##### [ABM Insights Let’s talk ABM: 7 ways to enhance your ABM strategy read](https://insights.strategicabm.com/lets-talk-abm-7-ways-to-enhance-your-abm-strategy) ##### [ABM Insights BICS Aligned and ABM ready read](https://insights.strategicabm.com/bics-aligned-and-abm-ready) ##### [ABM Insights Forging new relationships Kineo’s ABM quest read](https://insights.strategicabm.com/forging-new-relationships-kineos-abm-quest) ##### [ABM Insights GlobalSign’s ABM growth journey read](https://insights.strategicabm.com/globalsigns-abm-growth-journey) ##### [ABM Insights Let’s talk ABM: 6 ways to power your Customer ... read](https://insights.strategicabm.com/lets-talk-abm-6-ways-to-power-your-customer-lifecycle-strategy-with-abm) 0% completed × [strategicabm ](https://www.strategicabm.com/) ### Search the site Search ![](https://dc.ads.linkedin.com/collect/?pid=78924&fmt=gif) ```json { "@context" : "https://schema.org", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Jack Rawlings", "url" : "https://insights.strategicabm.com/author/jack-rawlings" }, "dateModified" : "2022-11-23T12:39:03.380Z", "datePublished" : "2022-11-21T22:21:38.000Z", "headline" : "ABM Case Study: How to build an ABM strategy from zero to $4.5m+ in pipeline", "image" : [ "https://insights.strategicabm.com/hubfs/Background%20image%201-1.png" ], "mainEntityOfPage" : { "@id" : "https://insights.strategicabm.com/abm-case-study-how-to-build-an-abm-strategy", "@type" : "WebPage" }, "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "url" : "https://insights.strategicabm.com/hubfs/Agency%20website%202021/images/logos/img-logo-default.png" }, "name" : "strategicabm" } } ``` ```json { "@context" : "https://schema.org", "@type" : "VideoObject", "contentUrl" : "https://429918.fs1.hubspotusercontent-na1.net/hubfs/429918/Agency%20website%202021/videos/work/A%20personal%20ABM%20story%20%7C%20BlueBotics%20final.mp4", "dateModified" : "2025-03-10T19:31:40.331Z", "duration" : "PT32M20.56S", "height" : 1080, "name" : "A personal ABM story | BlueBotics final", "thumbnailUrl" : "https://429918.fs1.hubspotusercontent-na1.net/hubfs/429918/Agency%20website%202021/videos/work/A%20personal%20ABM%20story%20%7C%20BlueBotics%20final.mp4/medium.jpg?t=1741635100331", "uploadDate" : "2022-11-13T22:18:20.513Z", "width" : 1920 } ```