Intelligent Growth Solutions

Account-based marketing that grew a vertical farming pioneer

My largest ABM programme took an agritech scale-up into Europe, aligning sales and marketing around high-value accounts.

Intelligent Growth Solutions website and vertical farming positioning

Client: Intelligent Growth Solutions (IGS), Scotland
Sector: Agritech: vertical farming technology
Services: ABM strategy and implementation, paid media, webinars, SEO content, sales and marketing alignment

The challenge

IGS builds vertical farming platforms that help growers produce food closer to where it is eaten, more reliably than imports allow. It needed to expand into the EU and reach a small number of high-value buyers with long, complex buying cycles. To do that, its sales and marketing teams had to work as one.

What I did

ABM strategy. I defined target accounts, audience segments and messaging, connecting IGS's innovation to the outcomes each buyer cared about.
Sales and marketing alignment. I brought the sales team into planning and running campaigns, so both teams worked from the same accounts and signals.
Multi-channel campaigns. 55 LinkedIn campaigns, 12 Google Ads campaigns and 6 live webinars, including sessions on raising capital for vertical farming.
Content for search and sales. 20 SEO-optimised blog posts to build authority and support conversations with target accounts.
Playbooks for scale. 10 reusable campaign playbooks to support expansion into North America and Oceania.

Inside the project

Intelligent Growth Solutions brochures on commercial viability for vertical farms — Buyer's guide and brochures

IGS campaign creative, social posts and LinkedIn results — ABM campaign creative

The IGS website on a desktop screen: Leading the way for future growth — The IGS website

Illustrated ABM outcomes including shorter sales cycles and clearer ROI — What the ABM programme set out to change

What changed

3x higher lead-to-SQL conversion than the previous year.
EU go-to-market launched, with playbooks ready for North America and Oceania.

Deliverables

ABM strategy
55 LinkedIn campaigns
12 Google Ads campaigns
6 webinars
20 SEO blog posts
10 reusable ABM playbooks

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