Cabaran

Enterprise selling in KSA involved long evaluation timelines and complex stakeholder alignment.

• Extended deal cycles due to prolonged PoCs, pilots, and internal reviews across procurement, IT, and operations teams

• Low engagement from target accounts despite high-intent ABM campaigns and premium content

• Limited customer advocacy participation, making it difficult to build localized, credible sales collateral

• Unstructured referral motion, relying on informal introductions rather than scalable programs

• Low participation in innovation initiatives, advisory boards, and beta programs

• Inconsistent attendance at events and executive forums, reducing relationship depth with strategic accounts

These challenges slowed pipeline movement and limited the impact of ABM investments across KSA.

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Personas involved

• CIOs, CTOs, and digital transformation leaders

• Procurement and vendor management heads

• Enterprise IT architects and solution evaluators

• Customer success and account management teams

• ABM and enterprise marketing teams

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The solution

Loyalife was deployed as a centralized customer engagement and ABM rewards platform to operationalize these programs across strategic KSA accounts.

• ABM-led engagement orchestration: Loyalife enabled personalized reward campaigns mapped to specific accounts and personas, ensuring relevance at every deal stage.

• Milestone-based deal acceleration: Rewards were triggered automatically as stakeholders completed PoCs, pilots, deep-dive sessions, and evaluation milestones—reducing friction in consensus-building.

• Advocacy and referral frameworks: Structured workflows guided customers through advocacy and referral journeys, with tiered incentives and transparent validation.

• Co-innovation enablement: Loyalife supported advisory boards and beta programs by rewarding participation in innovation workshops and roadmap discussions.

• Event engagement automation: Attendance, session participation, and follow-up actions at virtual and in-person events were seamlessly incentivized.

• Program governance and visibility: Real-time dashboards gave leadership visibility into engagement levels, campaign effectiveness, and pipeline impact across KSA accounts.

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Impact

The initiative delivered measurable improvements across customer engagement and pipeline velocity:

• 40% faster deal cycles driven by milestone-based deal acceleration rewards

• 3× increase in engagement from strategic ABM accounts

• 55% growth in customer advocacy participation, strengthening localized sales collateral

• 2.1× increase in qualified enterprise referrals through structured referral programs

• 38% higher participation in advisory boards and co-innovation initiatives

• 3× improvement in event attendance and interaction across executive forums and webinars

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Conclusion

By embedding Loyalife into its ABM and customer engagement strategy, the ITes provider transformed how enterprise accounts in KSA interacted with its brand. Strategic rewards moved deals faster, advocacy strengthened credibility, and co-innovation deepened long-term partnerships—turning customers into active contributors to sustained growth.