A Fortune 500 global personal computing technology leader sought to expand device procurement demand across both enterprise and SMB markets. While enterprise buyers required personalised, account-level engagement, the SMB segment demanded scalable digital acquisition combined with rigorous qualification.
To address these dual requirements, the client partnered with Denave to deploy a go-to-market framework powered by four specialised GTM agents — ICP Creation Agent, Persona Enrichment Agent, Prospect Research Agent, and Orchestration & Nurturing Agent.
Working together, these agents enabled precision account targeting, decision-maker intelligence, and structured qualification across two coordinated demand streams: an AI-driven ABM email engine for enterprise accounts and a paid media lead-generation program for SMB buyers.
Together, these streams converted fragmented demand signals into a high-confidence procurement pipeline, generating 3,340 units of enterprise procurement pipeline and a 72-SQL active pipeline through ISR qualification.
Identify large enterprise organizations with potential bulk device procurement requirements and convert them into sales-qualified opportunities through personalised account engagement.
Leverage digital acquisition channels to capture SMB purchase intent while maintaining strict qualification standards before passing opportunities to the sales team.
Operationalise a structured pipeline creation model powered by specialised GTM agents to unify enterprise ABM engagement and scalable SMB lead generation.
Denave defined distinct ideal customer profiles using the ICP Creation Agent, prioritising 500+ employee enterprises for ABM outreach and 1–499 employee businesses for paid media acquisition.
Using the Persona Enrichment Agent, enterprise accounts were enriched with decision-maker intelligence across IT leadership and procurement roles, enabling personalised engagement aligned with enterprise purchasing cycles.
The Orchestration & Nurturing Agent triggered automated ABM email campaigns based on account-level signals such as hiring activity, technology stack changes, and procurement timing indicators.
All leads were processed through a structured ISR qualification framework supported by the Prospect Research Agent, ensuring only prospects demonstrating confirmed purchase intent progressed into the sales pipeline.
