The client

The client is a global AEC software leader offering digital solutions for the Architecture, Engineering, and Construction (AEC) ecosystem, supporting organizations across the design, build, and operate phases of the built environment lifecycle. Its extensive portfolio spans 3D modeling, BIM collaboration, construction project management, and asset operations, empowering architects, engineers, EPCs, construction managers, and facility operators worldwide.

With strong brand equity and widespread adoption, the organization was navigating a critical growth transition. Enterprise buying complexity, subscription-based revenue models, and intensifying competition from global incumbents made pipeline predictability and account expansion increasingly challenging. Leadership sought a more intelligent, persona-driven, and scalable ABM engine to deepen penetration in strategic enterprise AEC accounts, accelerate adoption across business units, and position the brand as a long-term digital ecosystem partner rather than a point-solution provider.

The problem

Despite strong market leadership and broad adoption across the AEC ecosystem, the client’s sales organization faced growing pressure to win, expand, and retain large enterprise accounts more predictably. As buying decisions shifted toward multi-product subscriptions and committee-led evaluations, existing sales motions struggled to influence deals early, control account narratives, and scale engagement across complex enterprises. Sales teams needed a clearer path into priority accounts, stronger value-based conversations, and tighter orchestration with marketing to consistently convert enterprise interest into qualified pipeline and revenue.

Complex Solutions & Prolonged Enterprise Sales Cycles

  • Enterprise deals required consensus across architecture, structure, MEP, construction, and operations, extending sales cycles and slowing deal progression.
  • Sales teams entered conversations too late, without structured early-stage education to shape problem definition and solution criteria.

Limited Penetration of Enterprise Buying Committees

  • Inconsistent access to CIOs, BIM leaders, digital engineering heads, project directors, and procurement limited deal influence.
  • Sales engagement was often single-threaded, increasing deal risk and reducing win probability in competitive evaluations.

Intense Competitive Pressure in Enterprise Deals

  • Large global competitors controlled procurement and digital transformation narratives through bundled offerings.
  • Sales lacked account-specific differentiation and competitive positioning to shift decisions in their favor.

Low Relevance of Generic Sales & Marketing Outreach

  • Broad-based campaigns failed to arm sales with persona-relevant stories for complex enterprise conversations.
  • Core differentiators around OpenBIM, interoperability, and lifecycle value were not consistently translated into sales-ready messaging.

Limited Sales Visibility & Account Governance

  • Sales leadership lacked real-time insight into account engagement, product adoption, and expansion signals.
  • Without an ABM framework, prioritization, forecasting, and cross-sell motions remained reactive and opportunity-led rather than account-led.

OUR SOLUTION

Worxwide designed and operationalized a sales-first, intelligence-led ABM program to help the client win and expand complex enterprise AEC accounts. Instead of running isolated marketing campaigns, the focus was to equip sales teams with clarity, context, and control—who to target, whom to engage inside each account, what to say, and when to engage.

The ABM framework was structured around the Design–Build–Operate lifecycle, ensuring every conversation—whether with BIM leaders, architects, CIOs, or procurement—was relevant to how enterprise AEC organizations actually buy, evaluate, and deploy digital platforms. All activity was governed through CRM, turning ABM into a repeatable enterprise sales motion, not a one-off marketing initiative.

Strategic Account Intelligence & Prioritization

  • Built an account intelligence model scoring targets on BIM maturity, project scale, installed technology stack, competitive footprint, and buying complexity
  • Focused sales and marketing effort on 50–100 enterprise AEC accounts with active transformation programs and near-term revenue potential

Buying-Committee Mapping & Sales-Ready Value Positioning

  • Mapped each priority account across CIOs, BIM leaders, architects, MEP heads, project directors, and procurement stakeholders
  • Developed persona-specific value narratives around OpenBIM, interoperability, lifecycle integration, and reduction in design-to-build rework

Hyper-Personalized, Account-Level Campaign Execution

  • Launched account- and persona-specific campaigns across LinkedIn, email, content hubs, events, and executive forums
  • Delivered practical sales assets including persona landing pages, OpenBIM playbooks, lifecycle use cases, and executive briefings

Sales Enablement Through ABM Account Playbooks

  • Equipped sales teams with account briefs, buying-center maps, competitive battle cards, and recommended conversation paths
  • Aligned marketing engagement signals with sales follow-ups to ensure timely, context-rich outreach

ABM Governance, Measurement & Optimization

  • Implemented account-level dashboards tracking intent signals, engagement depth, and multi-stakeholder activity
  • Established quarterly ABM governance reviews to refine targeting, improve win rates, and scale learnings across regions

Our work in action

The Impact

3× Increase in Engagement Across Priority Buying Committees

Persona-led ABM campaigns enabled sustained, multi-threaded engagement with CIOs, BIM leaders, architects, project directors, and procurement teams across targeted enterprise AEC accounts.

30–35% Higher Opportunity Win Rates in ABM Accounts

Account-specific value positioning around OpenBIM, interoperability, and lifecycle integration strengthened competitive differentiation and improved close rates in complex enterprise deals.

22% Faster Deal Progression Through the Pipeline

Early-stage education, stakeholder-aligned narratives, and sales-ready ABM playbooks reduced evaluation friction and accelerated enterprise opportunities from discovery to proposal.

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