ACCELERATING QA SALES THROUGH ABM
[ PRECISION ABM THAT DROVE 28+ QUALIFIED MEETINGS ]
DRIVING DEMAND FOR A MID-SIZED QA SERVICES PROVIDER
- Background
- Problem
- Solutions
- Accomplishments
A mid-sized Software & Gaming QA Services firm specializing in end-to-end quality assurance across digital products and platforms.
- Core offerings include Manual & Automation QA, Functional Testing, Mobile & Web App QA, and Game Testing.
- Advanced capabilities in Performance Testing, Security & Compliance QA, and reliability engineering to support high-scale applications.
- Serves global clients with a focus on building error-free, secure, and seamless user experiences across software and gaming ecosystems.
Unpredictable and low-volume lead flow, driven by heavy dependence on referrals and absence of a structured sales/marketing engine.
- No targeted outreach to product companies, resulting in weak visibility among CTOs, tech founders, and decision-makers.
- Struggles in positioning QA outsourcing value, making it difficult to convince technology leaders and convert high-intent prospects.
- Built a sharp ICP and targeting model, defining priority segments such as SaaS, BFSI, IT Services, Product Companies, and tech-enabled startups to focus marketing effort where conversion potential was highest.
- Executed personalised multi-channel outreach across Email and LinkedIn to CTOs, Engineering Heads, Product Managers, QA Directors, and Tech Founders — emphasising cost efficiency, faster release cycles, expert QA access, and a “QA-as-a-Service” model.
- Repositioned the company as an on-demand extended QA team, enabling prospects to see the value clearly without the cost and complexity of hiring internal QA resources.
- Set up a consistent deal-generation engine, driving a predictable flow of discovery calls, demos, outsourced QA enquiries, and partnership opportunities.
Booked 28+ qualified meetings within 90 days, all with senior decision-makers.
- Engaged CTOs, Engineering Heads, QA Directors, and Founders across Product Companies, SaaS startups, and BFSI.
- Successfully opened high-quality pipelines across India and UAE markets.
