Results
Evidence that realigning around buying groups drives commercial outcomes.
Case studies, client results, and proof points from Flow State programs across enterprise B2B organisations.
$1.6M
New revenue from one account
Over two years. $90K invested.
1,678%
Return on investment
Single account BGI program.
5x
Faster time to market
Compared with building in-house. Head of Marketing, APAC Markets.
400+
Stakeholders mapped
Across 4 countries in one program.
35%
Penetration into target decision-makers
Global buying committee coverage.
Case study: Turning a single-threaded account into a growth engine
The situation
A global data technology brand had strong relationships with end users at a major financial services account, but zero visibility with senior decision-makers. The account relationship ran through a small number of contacts at the operational level. Growth had stalled, and the account was at risk – not because the product was underperforming, but because the vendor had no relationships with the people who controlled budget, strategy, and procurement.
What we did
Flow State implemented a Buyer Group Intelligence-led program across the account:
- – Mapped the complete buying committee across 4 countries, identifying 400+ decision-makers and influencers
- – Conducted Deep Account Research to surface executive priorities, departmental goals, and competitive dynamics
- – Designed a coordinated engagement strategy across marketing and sales, targeting stakeholders by role and priority
- – Deployed the 3C Framework to build relevance (Connect), create value-led conversations (Converse), and progress opportunities through consensus (Convert)
- – Tracked buying group coverage and engagement through our platform to identify gaps and adjust in real time
The results
- – $1.6M in new revenue from the account over two years
- – $90K total investment – 1,678% ROI
- – 35% penetration into target decision-makers globally
- – 1 completely new market opportunity identified
- – 2 existing deals progressed
- – 4 new sales-qualified conversations generated
- – Account transformed from single-threaded and at risk to multi-threaded and growing
Trusted by leading B2B teams
Trusted by leading B2B teams
What our clients say
“Not only was Flow State extremely cost effective, we were able to run complex outreach and nurture programs easily. Our time to market was increased by 5x.”
“In my view, this program will be highly successful at identifying key contacts, new opportunities, and ultimately driving revenue.”
“I have found this program to be enormously helpful in organizing the way we approach a major account.”
“The legwork and research at the outset gave me a clear understanding of the organizational structure, and the key focus areas as stated at the executive level.”
“The support from the Flow State team saved me a huge amount of time while enabling me to communicate regularly with a broad range of existing and new target customers.”
“Having the support of a team to pull data, activate quickly, and work with me to get the legwork done on social media was a lifesaver.”
“Through the program, we quickly identified important stakeholders in these business units and tracked carefully the keywords and topics that were important to them.”