Case Study

RainFocus: Scaling And Rapidly Increasing Revenue Through Account-Based Marketing And The B2B Revenue Waterfall™

October 3rd, 2019
Matt Papertsian, null
Matt Papertsian


To grow rapidly, RainFocus needed its sales, marketing, and product teams to speak the same language when managing and tracking demand to revenue. The organization sought visibility into its buyers’ decision processes that drive deals to ensure all functions were aligned to the same buyer needs and able to support an account-based marketing (ABM) approach. In this report, we explain how RainFocus implemented and leveraged the B2B Revenue Waterfall™ and an ABM approach to overcome these challenges and support scalable, focused, aligned, and measurable growth.

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