Case-study
Qoruz: Creating 247 MQLs and 40 pipeline opps in the first 90 days of their ABM Program launch
About
Qoruz is an influencer marketing platform that helps brands discover, analyze, and collaborate with influencers.
Industry
Influencer Marketing Software
Funding
Series A Funded
Location
Bengaluru, Karnataka
Key Results
247
MQLs Created and 40 opportunities.
75%
Increase in deal closures.
From SEO Success to Enterprise Growth
Mothi, the CMO of Qoruz reached out through a B2B community, sharing:
"Qoruz is doing well with SEO, but lead quality is a challenge. Many leads lack intent or product understanding. We need a better way to engage high-value accounts."
After our call, it was clear that Qoruz needed a structured ABM strategy to build a predictable pipeline for mid-market and enterprise deals.
Challenges Faced
- Lack of in-house ABM expertise.
- Ineffective outreach to decision-makers.
Our Approach
We mapped out and launched a Strategic ABM approach to engage mid-market and enterprise accounts.
Step 1: Targeting & Data Segmentation
- Identified high-value mid-market & enterprise accounts from Playbook CRM.
- Segmented into four groups (Agency vs. Brand, In-house vs. Influencer Marketing).
- Built the data infrastructure for campaigns, compiling cold decision-maker lists and using data enrichment with Clay and Apollo.
Step 2: ABM Campaign Execution
- Cold ABM Sequences – Engaged decision-makers from target accounts.
- Onboarding Sequences – Launched structured SMB & Enterprise onboarding series.
- Retargeting Pipeline Accounts – Engaged leads beyond 4 weeks from Playbook CRM & HubSpot submissions.
- Website Visitor Retargeting – Re-engaged high-intent visitors.
Step 3: Optimization & Deliverability Enhancements
- Weekly List Cleanup – Removing hard/soft bounces & invalid contacts.
- Technical Email Audit – Fixed DKIM, DNS, and IP issues for better deliverability.
- Attribution & Conversion Tracking – Set up GA4 for signups & demo requests.
Highlights and Learnings
- Targeting the right accounts made all the difference. Segmenting prospects based on company type and role helped us reach those who mattered.
- Multiple touchpoints increased engagement. Cold emails alone weren’t enough—onboarding sequences and retargeting kept leads warm.
- A structured ABM approach made growth predictable. With the right strategy, Qoruz now consistently close mid-market and enterprise deals.
Outcomes
With a structured ABM roadmap, data-driven targeting, and optimized retargeting, Qoruz achieved:
- 247 MQLs and 40 high-value opportunities.
- 75% increase in deal closures.
Grux digital's standout feature was their comprehensive approach to account-based marketing (ABM).The results were impressive: we generated 247 MQLs and secured 40 opportunities, which significantly increased our deal closures. Overall, we built a steady pipeline, moving towards a more predictable flow of opportunities. Wonderful experience, and been working with them for almost 8 months. Great results delivered.
Mothi Venkatesh
Head of Marketing
B2B SaaS Company: 247 MQLs and 40 pipeline opps in the first 90 days
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