B2B Industrial · $6.4M influenced
Keystone Industrial
Long-cycle industrial equipment sales needed marketing that could influence seven-figure deals — and prove it. Paparazzi built ABM + technical content systems that influenced $6.4M in revenue.
Context
Where they were
Sales cycles ran 9–18 months. Marketing activity existed, but late-stage influence was invisible. Leadership almost cut the budget.
Constraint
What was broken
No target-account focus. Content was brochure-ware. Sales and marketing had different definitions of a qualified opportunity.
Engagement
What Paparazzi installed
- Prioritized 180 named accounts by revenue potential and buying signals.
- Produced technical decision kits engineers and procurement both respected.
- Ran coordinated outreach sequences with sales development.
- Instrumented influence reporting into the CRM opportunity object.
- Created a joint quarterly business review format for the executive team.
“Marketing stopped being a cost center conversation.”
Client leadership · Keystone Industrial
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