Success story · AI-powered ABM · B2B laptops
An AI-powered ABM campaign profiling strategic accounts in Spain: 358 companies qualified, 4,245 decision-makers contacted and 1,745 laptops due for renewal, prioritised for the manufacturer's partner network.
The challenge
The manufacturer wanted to grow in business laptops in Spain, a market dominated by three vendors and with little visibility into who decides and when devices are renewed.
Its partner network needed to know which accounts to call first, with which argument and at what moment. Without that data, each partner prospected cold and on its own.
What we did
A team of senior BDRs, a project manager and a content specialist, with AI in the research and scoring. A person reviewed every data point before it reached the client.
We identified and contacted the buyers in each account. 90.6% of contacts belong to IT, with direct conversations about infrastructure and mobility.
We measured installed base, brand, buying model, renewal cycle and Windows 11 status. With that data we built a predictive model that estimates any company's fleet from its sector and headcount.
We ranked accounts by urgency and impact (active RFP, fleet size, interest in the brand, Windows 11 migration) and kept in touch through 10 email sends segmented by vertical.
The results
The result is not a contact list. It is a prioritised map: which accounts have the need, the budget and the timing, and how many laptops are at stake in each one.
The opportunities with the most potential were handed to the manufacturer's partners with the account information ready to build the proposal.
Priority accounts: installed base of 200+ PCs and planned purchase. Period 26 Feb – 30 Jun 2026.
10 sends to 4,245 decision-makers
A 49% average open rate and 1,841 decision-makers who read every send: a high-intent segment to keep working.
Profiling coverage by block
Each account reaches the partner with decision-maker, fleet, buying model and renewal date.
Return
Identified pipeline is qualified sales opportunity, not closed revenue.
Next phase
Scale the predictive model. Estimate the fleet and renewal window of the rest of the database before calling, to reduce the cost of each opportunity.
Renewal driven by Windows 11 and AI PCs. Use the end of Windows 10 support and the requirements of AI PCs to bring buying cycles forward.
Lead with security. Open conversations with the manufacturer's security platform and pay-per-use models (DaaS) as a differentiator against traditional purchasing.
What the partner receives
Every priority account arrives with decision-maker, installed base, buying model, renewal date and an entry argument.
In short
Between February and June 2026, TMR ran an AI-powered ABM campaign profiling strategic accounts in Spain for a leading mobility manufacturer. It qualified 358 companies with more than 200 employees, contacted 4,245 decision-makers and prioritised 30 accounts with 1,745 laptops due for renewal: more than €1.2M in pipeline identified, €50 for every euro invested.
Your channel, next
Start with an audit of your channel: which partners can generate demand, which accounts to target first and how AI sees you. We agree the goal with you in writing.
Transparency notice: the text, charts and animations on this page were produced with the help of artificial intelligence and reviewed by the TMR team (EU Regulation 2024/1689, art. 50).
