ModumUp spent two years on Social Selling for a corporate workplace SaaS platform. The result: 200 B2B leads and 4 major enterprise deals from two executive LinkedIn profiles.
Is that a lot or a little for two years? For B2B enterprise with long sales cycles and complex buying committees, it’s a strong outcome.
The product covers corporate email, messenger, video conferencing, cloud storage, and task management. ModumUp managed two executive profiles and focused on CEOs, CIOs, CDOs, and CISOs at large enterprises in banking, retail, manufacturing, logistics, and the public sector.
Audience growth
Over two years, the profiles connected with 4,364 target contacts. Followers grew from 706 to 5,070, and the profiles began appearing in feeds as recognized industry voices.
Content
Case studies with enterprise clients, personal posts, and management topics received the strongest response. A product case study reached over 41,000 views with a 774% view rate, while a personal post about reading habits got 9,000+ views and 80 comments.
LinkedIn Newsletters were launched on both profiles, growing combined subscribers to 1,450. Subscribers get notifications via LinkedIn, push, and email, so the audience sees new issues without the team having to fight the algorithm on every post.
Lead generation
Outreach combined direct-to-the-point messages with softer networking sequences such as useful materials, webinar invites, and conference invitations. 29 of 36 SQLs came from direct messages. Event invitations through DMs brought 610 registrations.
For complex B2B products, LinkedIn works best when inbound and outbound efforts are combined.
Results after two years:
- 4,364 target contacts
- 1,450 Newsletter subscribers
- 610 event registrations
- 164 MQL: shared contacts, requested presentations
- 36 SQL: scheduled calls and meetings
- 4 major enterprise deals closed from leads we passed
The project is ongoing.
Social Selling works — and the numbers show it.
Is that a lot or a little for two years? For B2B enterprise with long sales cycles and complex buying committees, it’s a strong outcome.
The product covers corporate email, messenger, video conferencing, cloud storage, and task management. ModumUp managed two executive profiles and focused on CEOs, CIOs, CDOs, and CISOs at large enterprises in banking, retail, manufacturing, logistics, and the public sector.
Audience growth
Over two years, the profiles connected with 4,364 target contacts. Followers grew from 706 to 5,070, and the profiles began appearing in feeds as recognized industry voices.
Content
Case studies with enterprise clients, personal posts, and management topics received the strongest response. A product case study reached over 41,000 views with a 774% view rate, while a personal post about reading habits got 9,000+ views and 80 comments.
LinkedIn Newsletters were launched on both profiles, growing combined subscribers to 1,450. Subscribers get notifications via LinkedIn, push, and email, so the audience sees new issues without the team having to fight the algorithm on every post.
Lead generation
Outreach combined direct-to-the-point messages with softer networking sequences such as useful materials, webinar invites, and conference invitations. 29 of 36 SQLs came from direct messages. Event invitations through DMs brought 610 registrations.
For complex B2B products, LinkedIn works best when inbound and outbound efforts are combined.
Results after two years:
- 4,364 target contacts
- 1,450 Newsletter subscribers
- 610 event registrations
- 164 MQL: shared contacts, requested presentations
- 36 SQL: scheduled calls and meetings
- 4 major enterprise deals closed from leads we passed
The project is ongoing.
Social Selling works — and the numbers show it.
❤1
Our AI-native system keeps growing, and we're integrating it into more of our daily workflows at ModumUp. It saves hours of time for our team.
At the core is an internal operating system paired with a database. We gather information from multiple sources, process it, and provide it to agents. The team can also work directly with the data and generate outputs.
Security is a priority: local LLMs handle sensitive data, while cloud models process everything else.
For instance, during a client Zoom call, the system collected notes from the conversation, chat history, project files, and external research. It then built a target company list for ABM outreach on LinkedIn, suggested approaches for each account, and identified contacts inside those companies. The list can go directly into automation tools, but we usually review it manually first.
We also developed a quality control system for LinkedIn posts. It checks over 100 parameters and flags anything that doesn’t match our content guides and best practices.
There are additional applications with our CRM and other workflows.
With an AI-native setup, almost anything that once seemed too complex is now achievable — limited only by time and focus.
At the core is an internal operating system paired with a database. We gather information from multiple sources, process it, and provide it to agents. The team can also work directly with the data and generate outputs.
Security is a priority: local LLMs handle sensitive data, while cloud models process everything else.
For instance, during a client Zoom call, the system collected notes from the conversation, chat history, project files, and external research. It then built a target company list for ABM outreach on LinkedIn, suggested approaches for each account, and identified contacts inside those companies. The list can go directly into automation tools, but we usually review it manually first.
We also developed a quality control system for LinkedIn posts. It checks over 100 parameters and flags anything that doesn’t match our content guides and best practices.
There are additional applications with our CRM and other workflows.
With an AI-native setup, almost anything that once seemed too complex is now achievable — limited only by time and focus.
❤2👍1
On our team call last week, we discussed how Social Selling supports RFP-related work.
One robotics client actively participates in RFPs. When they weren’t on the invite list, our team reached out to procurement to check if the process was open (even though we already knew it was ) - and the client got invited to participate. We also help this client find potential partners on LinkedIn by checking who has bid on similar public RFPs and suggesting collaborations to strengthen proposals.
For another project in the automotive industry, the project manager noted, “our client doesn’t participate in RFPs. We asked several times.” We responded that asking sales reps is one perspective - the budget owner might see things differently. With AI, we can pull open RFPs in that industry in about ten minutes and provide real examples instead of just debating it.
Another client in retail automation chose not to participate in RFPs at all, since the process could last a year with no guarantee - and they don’t have the resources for that.
So yes, it’s a choice - participate or not, invest or not. But if you do choose to participate, procurement and sourcing should be part of your Social Selling plan. Published RFPs are usually just the last visible step.
Wishing everyone success in Social Selling!
One robotics client actively participates in RFPs. When they weren’t on the invite list, our team reached out to procurement to check if the process was open (even though we already knew it was ) - and the client got invited to participate. We also help this client find potential partners on LinkedIn by checking who has bid on similar public RFPs and suggesting collaborations to strengthen proposals.
For another project in the automotive industry, the project manager noted, “our client doesn’t participate in RFPs. We asked several times.” We responded that asking sales reps is one perspective - the budget owner might see things differently. With AI, we can pull open RFPs in that industry in about ten minutes and provide real examples instead of just debating it.
Another client in retail automation chose not to participate in RFPs at all, since the process could last a year with no guarantee - and they don’t have the resources for that.
So yes, it’s a choice - participate or not, invest or not. But if you do choose to participate, procurement and sourcing should be part of your Social Selling plan. Published RFPs are usually just the last visible step.
Wishing everyone success in Social Selling!
In a recent episode of the B2B Marketing Leaders Podcast, Olga Bondareva, founder of ModumUp, talks about demand generation in B2B with experts from enterprise companies:
• Irina Chernova, Demand Marketing Manager EMEA & LATAM at NetApp
• Aleksandra Savina, Demand Generation Manager, Global Marketing at Thermo Fisher Scientific
The experts shared how demand generation works in practice at two large B2B companies. Irina Chernova at NetApp described targeted demand as the last mile between strategic programs and sales conversations, with pipeline created and won pipeline as core KPIs.
Aleksandra Savina at Thermo Fisher Scientific runs global demand gen programs in the proteomics division, building campaigns around buyer questions rather than product features.
On what works, Irina Chernova shared how monthly engineering webinars became one of NetApp's strongest ongoing campaigns after the team expanded the audience, added follow-up, and repurposed recordings for lead acquisition. Aleksandra Savina described a 3-4 month proteomics program built around one educational topic across a webinar, white paper, blog, and social channels.
The speakers were also open about less successful initiatives. At NetApp, appointment-setting with external vendors did not deliver the expected pipeline - nurture through content worked better for their model. Aleksandra Savina noted that promoting a single asset without a full customer journey rarely delivers results, and that educational landing pages with too many CTAs often underperform compared with permanent site pages.
Both experts said a large share of the role is orchestration across field marketing, events, communications, digital, and sales. On AI, they start with goals, not tools: Copilot for planning and scheduling, HubSpot for analytics and AI search visibility, with FAQ content and llms.txt as early steps for LLM presence.
A big thanks to Irina and Aleksandra for a great and insightful conversation!
You can check out the full episode on the B2B Marketing Leaders Podcast:
Watch on YouTube: https://youtu.be/UldbYypT4_I
Listen on Spotify: https://open.spotify.com/episode/2wY46WfJSb3QV1OwqJS2nh
Listen on Apple Podcasts: https://podcasts.apple.com/us/podcast/demand-generation-in-b2b-insights-from-netapp-and/id1852582740?i=1000773161818
Also, read the full article summary of the episode here: https://modumup.com/blog/9g9i7eooi1-thermo-fisher-scientific-and-netapp-on-d
• Irina Chernova, Demand Marketing Manager EMEA & LATAM at NetApp
• Aleksandra Savina, Demand Generation Manager, Global Marketing at Thermo Fisher Scientific
The experts shared how demand generation works in practice at two large B2B companies. Irina Chernova at NetApp described targeted demand as the last mile between strategic programs and sales conversations, with pipeline created and won pipeline as core KPIs.
Aleksandra Savina at Thermo Fisher Scientific runs global demand gen programs in the proteomics division, building campaigns around buyer questions rather than product features.
On what works, Irina Chernova shared how monthly engineering webinars became one of NetApp's strongest ongoing campaigns after the team expanded the audience, added follow-up, and repurposed recordings for lead acquisition. Aleksandra Savina described a 3-4 month proteomics program built around one educational topic across a webinar, white paper, blog, and social channels.
The speakers were also open about less successful initiatives. At NetApp, appointment-setting with external vendors did not deliver the expected pipeline - nurture through content worked better for their model. Aleksandra Savina noted that promoting a single asset without a full customer journey rarely delivers results, and that educational landing pages with too many CTAs often underperform compared with permanent site pages.
Both experts said a large share of the role is orchestration across field marketing, events, communications, digital, and sales. On AI, they start with goals, not tools: Copilot for planning and scheduling, HubSpot for analytics and AI search visibility, with FAQ content and llms.txt as early steps for LLM presence.
A big thanks to Irina and Aleksandra for a great and insightful conversation!
You can check out the full episode on the B2B Marketing Leaders Podcast:
Watch on YouTube: https://youtu.be/UldbYypT4_I
Listen on Spotify: https://open.spotify.com/episode/2wY46WfJSb3QV1OwqJS2nh
Listen on Apple Podcasts: https://podcasts.apple.com/us/podcast/demand-generation-in-b2b-insights-from-netapp-and/id1852582740?i=1000773161818
Also, read the full article summary of the episode here: https://modumup.com/blog/9g9i7eooi1-thermo-fisher-scientific-and-netapp-on-d
Recently, our team reviewed LinkedIn outreach messages and discussed the copy mistakes that lower conversion into leads.
LinkedIn outreach rarely fails because of one major mistake. More often, small copy decisions make a message feel generic, pushy, or too demanding.
Here are the patterns we discussed - and what we are changing.
1. The first message explains instead of creating curiosity
Some messages try to answer every possible question before the recipient has shown interest. The result is a small product brochure in the inbox.
A better approach: give enough context to show why the message is relevant, but leave room for a question. A reply such as “Can you tell me more?” means the conversation has started.
2. The message sounds judgmental
Questions such as “Are you still doing this manually?” can make the recipient feel criticized or behind the market.
A better approach: ask neutral questions such as “What do you use for this today?” or “How much time does your team spend on this step?” You get the same information without putting the person on the defensive.
3. Follow-ups make the person feel guilty
“In case you missed my last message” may sound harmless, but it can feel like blame.
A better approach: make each follow-up useful on its own. Add one relevant detail, a short example, or a new reason to reply.
4. The copy relies on mass-outreach phrases
“Quick question,” “Just following up,” and overly polished paragraphs are easy to recognize. Once recipients spot the pattern, they are less likely to consider the offer.
A better approach: write like a person in a real conversation. Keep the message short, specific, and natural.
5. The next step asks for too much too early
When someone asks for an example and receives “Let’s book a call,” the conversation often stops. A calendar slot requires more commitment than another reply.
A better approach: share the example, ask for an email only when needed, provide demo access in the thread, and suggest a call once the person has enough context.
6. The same messages go to different roles
A message based on one pain point is often reused across industries and job titles. Even a strong offer can feel irrelevant when it does not reflect the recipient’s responsibilities.
A better approach: connect the message to the role. Talk about risk with risk leaders, hiring time with hiring leaders, and processes and workload with operations professionals.
LinkedIn outreach still works when the message respects the reader, gives them a reason to respond, and does not ask for too much too soon.
Wishing you success with your Social Selling efforts!
LinkedIn outreach rarely fails because of one major mistake. More often, small copy decisions make a message feel generic, pushy, or too demanding.
Here are the patterns we discussed - and what we are changing.
1. The first message explains instead of creating curiosity
Some messages try to answer every possible question before the recipient has shown interest. The result is a small product brochure in the inbox.
A better approach: give enough context to show why the message is relevant, but leave room for a question. A reply such as “Can you tell me more?” means the conversation has started.
2. The message sounds judgmental
Questions such as “Are you still doing this manually?” can make the recipient feel criticized or behind the market.
A better approach: ask neutral questions such as “What do you use for this today?” or “How much time does your team spend on this step?” You get the same information without putting the person on the defensive.
3. Follow-ups make the person feel guilty
“In case you missed my last message” may sound harmless, but it can feel like blame.
A better approach: make each follow-up useful on its own. Add one relevant detail, a short example, or a new reason to reply.
4. The copy relies on mass-outreach phrases
“Quick question,” “Just following up,” and overly polished paragraphs are easy to recognize. Once recipients spot the pattern, they are less likely to consider the offer.
A better approach: write like a person in a real conversation. Keep the message short, specific, and natural.
5. The next step asks for too much too early
When someone asks for an example and receives “Let’s book a call,” the conversation often stops. A calendar slot requires more commitment than another reply.
A better approach: share the example, ask for an email only when needed, provide demo access in the thread, and suggest a call once the person has enough context.
6. The same messages go to different roles
A message based on one pain point is often reused across industries and job titles. Even a strong offer can feel irrelevant when it does not reflect the recipient’s responsibilities.
A better approach: connect the message to the role. Talk about risk with risk leaders, hiring time with hiring leaders, and processes and workload with operations professionals.
LinkedIn outreach still works when the message respects the reader, gives them a reason to respond, and does not ask for too much too soon.
Wishing you success with your Social Selling efforts!
How do you build trust in strategic accounts before the first sales conversation?
Irina Chernova, Demand Marketing Manager EMEA & LATAM at NetApp, and Olga Bondareva, Founder of ModumUp, walked through a year-long case study at our online event on July 8.
Below is a recap of the session.
NetApp sells into enterprise accounts with long sales cycles and large buying committees. New roles keep showing up on those committees too: AI, DevOps, and cloud leaders. For NetApp, ABM came down to figuring out who actually influences a deal and connecting with them through people already inside the company. They treated it as customer experience and sales alignment, not a standalone marketing program. The pilot ran across 10 strategic accounts in finance, oil and gas, services, and telco.
Olga walked through how Social Selling fit into that. The team already had a target account list, so the next steps were finding buying committee members on LinkedIn, picking the right internal profiles to represent the company, and using content and events as a natural excuse to open a private conversation. The rollout started with Irina's own profile, then moved to exclusive content, an executive profile, and eventually BDRs.
They tested the approach around NetApp Insight, warming people up before, during, and after the event. Irina then shared gated research where people had to comment or message to get it. That soft mechanic, paired with an already-warmed audience, brought in people from target companies who could be handed to sales as SQLs. Seeing that human layer between marketing and sales work is what convinced the team to scale it. From there they added an executive profile for peer-to-peer outreach with decision-makers, and a lot of C-level prospects went straight to DMs. BDRs joined last. One of them said social media gave him access to people he never could have cold-called, because they already recognized his profile.
The result: around $20M in deals tied to large AI deployments, and roughly 3x growth in leads.
Watch the full session: https://youtu.be/AX51HlQ5c3E
Read the detailed recap: https://modumup.com/blog/netapps-approach-to-social-selling-and-abm
Irina Chernova, Demand Marketing Manager EMEA & LATAM at NetApp, and Olga Bondareva, Founder of ModumUp, walked through a year-long case study at our online event on July 8.
Below is a recap of the session.
NetApp sells into enterprise accounts with long sales cycles and large buying committees. New roles keep showing up on those committees too: AI, DevOps, and cloud leaders. For NetApp, ABM came down to figuring out who actually influences a deal and connecting with them through people already inside the company. They treated it as customer experience and sales alignment, not a standalone marketing program. The pilot ran across 10 strategic accounts in finance, oil and gas, services, and telco.
Olga walked through how Social Selling fit into that. The team already had a target account list, so the next steps were finding buying committee members on LinkedIn, picking the right internal profiles to represent the company, and using content and events as a natural excuse to open a private conversation. The rollout started with Irina's own profile, then moved to exclusive content, an executive profile, and eventually BDRs.
They tested the approach around NetApp Insight, warming people up before, during, and after the event. Irina then shared gated research where people had to comment or message to get it. That soft mechanic, paired with an already-warmed audience, brought in people from target companies who could be handed to sales as SQLs. Seeing that human layer between marketing and sales work is what convinced the team to scale it. From there they added an executive profile for peer-to-peer outreach with decision-makers, and a lot of C-level prospects went straight to DMs. BDRs joined last. One of them said social media gave him access to people he never could have cold-called, because they already recognized his profile.
The result: around $20M in deals tied to large AI deployments, and roughly 3x growth in leads.
Watch the full session: https://youtu.be/AX51HlQ5c3E
Read the detailed recap: https://modumup.com/blog/netapps-approach-to-social-selling-and-abm
Join us for TRUST, ModumUp’s sixth annual online conference.
For the past five years, the event was held as Social Selling Con, bringing together experts to explore how B2B marketing and sales teams can work together to drive business growth through social media.
Across those five conferences, 49 speakers shared their experience with more than 10,100 registered attendees from over 50 countries, and the sessions generated more than 12,900 views.
This year, the conference returns with a broader focus and a new name: TRUST.
TRUST will explore how B2B companies can earn credibility, build meaningful relationships, and become trusted voices in their markets. The name reflects five elements that shape trust in modern B2B:
Thought leadership
Relationships
Unique perspective
Strategy
Technology
As AI makes it easier to create and distribute content, visibility alone is no longer enough. B2B companies need real relationships, a clear point of view, strong market authority, and a strategy that connects human expertise with technology.
The conference will explore three ways to build trust: through relationships, through your own authority, and through trusted brands, analysts, partners, and industry experts.
Program
10:00–10:30 AM CT
Olga Bondareva, Founder of ModumUp and organizer of the B2B Marketing Leaders community
The TRUST framework: how B2B brands build credibility in the age of AI
Part 1. Build relationships
10:30–10:45 AM CT
Dmitry Suvorov, Senior Marketing Manager at Harbinger
From outreach to revenue: 215 B2B leads and 2 deals via Social Selling
10:45–11:00 AM CT
Irina Chernova, Demand Marketing Manager EMEA & LATAM at NetApp
NetApp’s approach to Social Selling and ABM
Part 2. Build your own authority
11:00–11:15 AM CT
Speaker to be announced
How category design helps companies define and lead new markets
11:15–11:30 AM CT
Speaker to be announced
Building multichannel thought leadership through company content and personal brands
Part 3. Borrow trust
11:30–11:45 AM CT
Speaker to be announced
Analyst relations as a channel for trust and market influence
11:45 AM–12:00 PM CT
Speaker to be announced
Building credibility through strategic partnerships and industry experts
Our speakers are members of an invite-only Slack community of 220+ senior B2B marketers from enterprise tech companies. Members come from companies like Microsoft, Amazon, Intel, and other leading tech companies. Learn more about the community here: https://modumup.com/b2b-marketing-leaders
You can register for the conference and watch the event here: https://www.linkedin.com/feed/update/urn:li:activity:7485697383134093312
Join us on September 23 at 10:00 AM CT, and feel free to invite your colleagues, friends, and peers!
For the past five years, the event was held as Social Selling Con, bringing together experts to explore how B2B marketing and sales teams can work together to drive business growth through social media.
Across those five conferences, 49 speakers shared their experience with more than 10,100 registered attendees from over 50 countries, and the sessions generated more than 12,900 views.
This year, the conference returns with a broader focus and a new name: TRUST.
TRUST will explore how B2B companies can earn credibility, build meaningful relationships, and become trusted voices in their markets. The name reflects five elements that shape trust in modern B2B:
Thought leadership
Relationships
Unique perspective
Strategy
Technology
As AI makes it easier to create and distribute content, visibility alone is no longer enough. B2B companies need real relationships, a clear point of view, strong market authority, and a strategy that connects human expertise with technology.
The conference will explore three ways to build trust: through relationships, through your own authority, and through trusted brands, analysts, partners, and industry experts.
Program
10:00–10:30 AM CT
Olga Bondareva, Founder of ModumUp and organizer of the B2B Marketing Leaders community
The TRUST framework: how B2B brands build credibility in the age of AI
Part 1. Build relationships
10:30–10:45 AM CT
Dmitry Suvorov, Senior Marketing Manager at Harbinger
From outreach to revenue: 215 B2B leads and 2 deals via Social Selling
10:45–11:00 AM CT
Irina Chernova, Demand Marketing Manager EMEA & LATAM at NetApp
NetApp’s approach to Social Selling and ABM
Part 2. Build your own authority
11:00–11:15 AM CT
Speaker to be announced
How category design helps companies define and lead new markets
11:15–11:30 AM CT
Speaker to be announced
Building multichannel thought leadership through company content and personal brands
Part 3. Borrow trust
11:30–11:45 AM CT
Speaker to be announced
Analyst relations as a channel for trust and market influence
11:45 AM–12:00 PM CT
Speaker to be announced
Building credibility through strategic partnerships and industry experts
Our speakers are members of an invite-only Slack community of 220+ senior B2B marketers from enterprise tech companies. Members come from companies like Microsoft, Amazon, Intel, and other leading tech companies. Learn more about the community here: https://modumup.com/b2b-marketing-leaders
You can register for the conference and watch the event here: https://www.linkedin.com/feed/update/urn:li:activity:7485697383134093312
Join us on September 23 at 10:00 AM CT, and feel free to invite your colleagues, friends, and peers!
Recently, Irina Chernova, Demand Marketing Manager EMEA & LATAM at NetApp, and Olga Bondareva, Founder of ModumUp - Innovative B2B Marketing Agency, shared a year-long ABM and Social Selling case study: 10 strategic accounts, around $20 million in deals, and 3x lead growth compared with the previous approach.
The session attracted 407 registrations from 44 countries and showed how the program worked step by step.
NetApp sells to enterprise accounts with long sales cycles and large buying committees. AI, DevOps, and cloud teams now influence deals alongside traditional IT roles.
For NetApp, ABM was not a standalone marketing program. It connected customer experience and sales alignment around the same accounts. The goal was to identify everyone who could influence a deal and reach them through NetApp employees, not only through marketing campaigns.
The pilot covered 10 accounts in finance, oil and gas, and telecom across EMEA. The account list was already defined. Social Selling helped the team find executives, engineering leaders, and users, match them with the right NetApp profiles, and use content, research, and events to start conversations.
The program began with Irina’s profile and later expanded to gated content, an executive profile, and BDR profiles tied to account goals. ModumUp supported profile strategy, content, coaching, and lead generation.
Phase 1: NetApp Insight
The team engaged relevant contacts before the event, posted during it, and continued conversations afterward. Attendance grew from around 600 to about 1,000. Social Selling helped widen the audience, although the result also reflected the wider event campaign.
Phase 2: Research-led outreach
People could receive IDC and NetApp research by commenting or sending a direct message. The campaign generated 79 responses, including 44 from target companies and eight SQLs. That means 18% of targeted responses moved into the sales pipeline.
Phase 3: Executive-led communication
An executive profile helped the team reach senior decision-makers directly. Relevant connections grew from 800 to 5,000. Average reactions per post rose from 34 to 85, while comments increased from 10 to 31. Many C-level contacts preferred direct messages.
Phase 4: BDR participation
This is where many Social Selling programs lose momentum: maintaining sales consistency is difficult.
ModumUp coached the BDRs and supported their content and outreach. One team member said LinkedIn helped him reach people he could not contact through cold calls because they already recognized his profile and understood why he was writing.
By the end of the project, NetApp had built at least one relationship at every buying-committee level across all 10 accounts.
The takeaway: start with ABM strategy before LinkedIn tactics, test the model on one profile, give each role its own goals and KPIs, and expand only when sales and executives remain involved.
Thank you to Irina for sharing the project and its results so openly 😊
The session attracted 407 registrations from 44 countries and showed how the program worked step by step.
NetApp sells to enterprise accounts with long sales cycles and large buying committees. AI, DevOps, and cloud teams now influence deals alongside traditional IT roles.
For NetApp, ABM was not a standalone marketing program. It connected customer experience and sales alignment around the same accounts. The goal was to identify everyone who could influence a deal and reach them through NetApp employees, not only through marketing campaigns.
The pilot covered 10 accounts in finance, oil and gas, and telecom across EMEA. The account list was already defined. Social Selling helped the team find executives, engineering leaders, and users, match them with the right NetApp profiles, and use content, research, and events to start conversations.
The program began with Irina’s profile and later expanded to gated content, an executive profile, and BDR profiles tied to account goals. ModumUp supported profile strategy, content, coaching, and lead generation.
Phase 1: NetApp Insight
The team engaged relevant contacts before the event, posted during it, and continued conversations afterward. Attendance grew from around 600 to about 1,000. Social Selling helped widen the audience, although the result also reflected the wider event campaign.
Phase 2: Research-led outreach
People could receive IDC and NetApp research by commenting or sending a direct message. The campaign generated 79 responses, including 44 from target companies and eight SQLs. That means 18% of targeted responses moved into the sales pipeline.
Phase 3: Executive-led communication
An executive profile helped the team reach senior decision-makers directly. Relevant connections grew from 800 to 5,000. Average reactions per post rose from 34 to 85, while comments increased from 10 to 31. Many C-level contacts preferred direct messages.
Phase 4: BDR participation
This is where many Social Selling programs lose momentum: maintaining sales consistency is difficult.
ModumUp coached the BDRs and supported their content and outreach. One team member said LinkedIn helped him reach people he could not contact through cold calls because they already recognized his profile and understood why he was writing.
By the end of the project, NetApp had built at least one relationship at every buying-committee level across all 10 accounts.
The takeaway: start with ABM strategy before LinkedIn tactics, test the model on one profile, give each role its own goals and KPIs, and expand only when sales and executives remain involved.
Thank you to Irina for sharing the project and its results so openly 😊
How we organized a meetup in New York with top guests and speakers from major companies using Social Selling on LinkedIn
For the past two years, ModumUp - Innovative B2B Marketing Agency has been building B2B Marketing Leaders - сommunity and podcast, an international community for B2B marketers.
We organize community meetups every month, but until recently, they had all been online. When Olga Bondareva, Founder of ModumUp, planned a vacation in New York, we decided to combine it with the community’s first in-person meetup
We used Social Selling to achieve three goals:
• Find a free venue
• Bring in 4–5 expert speakers
• Attract 10–15 relevant attendees
1. Finding the venue
This was the hardest part, but we eventually found two strong venue options in Manhattan.
The most effective approaches were:
• Warm introductions
• Outreach to potential speakers, with an offer to host the meetup at their company’s office
Channels: LinkedIn and email
2. Finding the speakers
We already had a well-tested process. ModumUp regularly recruits speakers for podcasts, webinars, and community meetups.
For this event, the criteria were strict: experienced B2B marketers from major companies who were ready to share practical AI use cases for B2B marketing, supported by examples and numbers.
Two approaches worked:
• Warm outreach to members of our community
• Cold outreach supported by ModumUp’s track record of webinars, podcast episodes, and events with respected industry experts
The communication path was: LinkedIn -> meeting -> email
The final lineup included speakers from Lenovo, Globant, Kyndryl, and other companies.
3. Attracting the right attendees
Quality mattered more than the number of registrations. We were looking for B2B marketing directors and experienced managers from medium-sized and large technology companies.
We already had a proven process for attracting attendees, which we regularly use for our own webinars and client projects.
We invited selected people through LinkedIn. Registration was managed through Luma, with every application reviewed before approval to make sure the audience remained relevant.
The result was 30 relevant registrations - exactly the limit we had set.
12 people attended. The audience was highly relevant, and the discussion focused on practical AI use cases and the challenges of applying AI in B2B marketing.
Several attendees demonstrated such strong expertise that we now plan to invite them as speakers at future community events.
The meetup achieved everything we had planned. The atmosphere was open and welcoming, the discussion was highly practical, and ModumUp also generated new business leads - although lead generation was never an event goal.
Organizing the meetup alongside a planned trip required additional coordination, but the results confirmed the value of the format and created a strong foundation for future in-person community events.
For the past two years, ModumUp - Innovative B2B Marketing Agency has been building B2B Marketing Leaders - сommunity and podcast, an international community for B2B marketers.
We organize community meetups every month, but until recently, they had all been online. When Olga Bondareva, Founder of ModumUp, planned a vacation in New York, we decided to combine it with the community’s first in-person meetup
We used Social Selling to achieve three goals:
• Find a free venue
• Bring in 4–5 expert speakers
• Attract 10–15 relevant attendees
1. Finding the venue
This was the hardest part, but we eventually found two strong venue options in Manhattan.
The most effective approaches were:
• Warm introductions
• Outreach to potential speakers, with an offer to host the meetup at their company’s office
Channels: LinkedIn and email
2. Finding the speakers
We already had a well-tested process. ModumUp regularly recruits speakers for podcasts, webinars, and community meetups.
For this event, the criteria were strict: experienced B2B marketers from major companies who were ready to share practical AI use cases for B2B marketing, supported by examples and numbers.
Two approaches worked:
• Warm outreach to members of our community
• Cold outreach supported by ModumUp’s track record of webinars, podcast episodes, and events with respected industry experts
The communication path was: LinkedIn -> meeting -> email
The final lineup included speakers from Lenovo, Globant, Kyndryl, and other companies.
3. Attracting the right attendees
Quality mattered more than the number of registrations. We were looking for B2B marketing directors and experienced managers from medium-sized and large technology companies.
We already had a proven process for attracting attendees, which we regularly use for our own webinars and client projects.
We invited selected people through LinkedIn. Registration was managed through Luma, with every application reviewed before approval to make sure the audience remained relevant.
The result was 30 relevant registrations - exactly the limit we had set.
12 people attended. The audience was highly relevant, and the discussion focused on practical AI use cases and the challenges of applying AI in B2B marketing.
Several attendees demonstrated such strong expertise that we now plan to invite them as speakers at future community events.
The meetup achieved everything we had planned. The atmosphere was open and welcoming, the discussion was highly practical, and ModumUp also generated new business leads - although lead generation was never an event goal.
Organizing the meetup alongside a planned trip required additional coordination, but the results confirmed the value of the format and created a strong foundation for future in-person community events.
In a recent episode of the B2B Marketing Leaders Podcast, Olga Bondareva, founder of ModumUp, talks about B2B marketing metrics and KPIs with experts from different B2B companies:
• Bridget Locke, VP of Strategic Marketing at VitalPath
• Ravi Raj Pareek, Senior Marketing Data Manager at Sage
• Nick Starikov, Manager, Marketing Analytics and Insights at Sun Life
The experts talked about what to measure once lead volume alone stops telling you much. Bridget Locke at VitalPath described a three-month campaign for its laser-components business, a shorter-cycle part of a medtech company where full device programs can span three to six years from early engagement to full-scale manufacturing. Quotes in 24 hours and prototypes in two weeks helped generate leads that contributed roughly $500,000 in pipeline over the following six months. Ravi Raj Pareek shared a similar lesson from a previous role: MQL volume was growing, but too few leads were turning into meaningful pipeline until the team started looking at ICP fit, MQL-to-opportunity conversion, opportunity value, and pipeline by channel. Nick Starikov added another example: connecting sales feedback with lead-source data revealed significant differences in conversion by channel and showed where the team could improve.
The speakers also talked about metrics that can create a misleading picture. Ravi pointed to three common problems: measuring results too early, comparing groups that aren’t truly comparable, and aggregating data in ways that hide what is actually driving performance. Nick cautioned against relying too heavily on before-and-after comparisons when a proper creative or targeting test isn’t possible, since outside factors can distort the result. Bridget described an event where VitalPath sent three people and ultimately saw two pipeline opportunities - one sourced directly from the session and another influenced by the broader event activity. For her, those two qualified opportunities mattered more than a much larger top-of-funnel lead count.
On setting targets, all three came back to reverse-funnel math: start with the business goal and work backward through the opportunities, activity, and spend required to reach it. Nick added another reality check - whether the addressable market is actually large enough to support the target. He also argued that KPIs should stay focused on the few outcomes that ultimately define success, while other metrics help explain what is happening along the way. On attribution, Bridget uses the CRM as the source of truth and recognizes that ROI and attribution won’t always be perfectly precise in a long, multi-touch buyer journey. Nick pointed out that a new customer can generate value for years, which can dramatically change the ROI calculation. Ravi uses tools such as Snowflake Cortex and Power BI Copilot, while arguing that people should remain responsible for the final decision layer.
A big thanks to Ravi, Nick, and Bridget for a great and insightful conversation!
You can check out the full episode on the B2B Marketing Leaders Podcast:
Watch on YouTube: https://youtu.be/HqMaR9vJXWg
Listen on Spotify: https://open.spotify.com/episode/0urmP66UI5x0AN57ZzhJLg
Listen on Apple Podcasts: https://podcasts.apple.com/us/podcast/metrics-and-kpis-in-b2b-insights-from-experts-at-sage/id1852582740?i=1000783130880
• Bridget Locke, VP of Strategic Marketing at VitalPath
• Ravi Raj Pareek, Senior Marketing Data Manager at Sage
• Nick Starikov, Manager, Marketing Analytics and Insights at Sun Life
The experts talked about what to measure once lead volume alone stops telling you much. Bridget Locke at VitalPath described a three-month campaign for its laser-components business, a shorter-cycle part of a medtech company where full device programs can span three to six years from early engagement to full-scale manufacturing. Quotes in 24 hours and prototypes in two weeks helped generate leads that contributed roughly $500,000 in pipeline over the following six months. Ravi Raj Pareek shared a similar lesson from a previous role: MQL volume was growing, but too few leads were turning into meaningful pipeline until the team started looking at ICP fit, MQL-to-opportunity conversion, opportunity value, and pipeline by channel. Nick Starikov added another example: connecting sales feedback with lead-source data revealed significant differences in conversion by channel and showed where the team could improve.
The speakers also talked about metrics that can create a misleading picture. Ravi pointed to three common problems: measuring results too early, comparing groups that aren’t truly comparable, and aggregating data in ways that hide what is actually driving performance. Nick cautioned against relying too heavily on before-and-after comparisons when a proper creative or targeting test isn’t possible, since outside factors can distort the result. Bridget described an event where VitalPath sent three people and ultimately saw two pipeline opportunities - one sourced directly from the session and another influenced by the broader event activity. For her, those two qualified opportunities mattered more than a much larger top-of-funnel lead count.
On setting targets, all three came back to reverse-funnel math: start with the business goal and work backward through the opportunities, activity, and spend required to reach it. Nick added another reality check - whether the addressable market is actually large enough to support the target. He also argued that KPIs should stay focused on the few outcomes that ultimately define success, while other metrics help explain what is happening along the way. On attribution, Bridget uses the CRM as the source of truth and recognizes that ROI and attribution won’t always be perfectly precise in a long, multi-touch buyer journey. Nick pointed out that a new customer can generate value for years, which can dramatically change the ROI calculation. Ravi uses tools such as Snowflake Cortex and Power BI Copilot, while arguing that people should remain responsible for the final decision layer.
A big thanks to Ravi, Nick, and Bridget for a great and insightful conversation!
You can check out the full episode on the B2B Marketing Leaders Podcast:
Watch on YouTube: https://youtu.be/HqMaR9vJXWg
Listen on Spotify: https://open.spotify.com/episode/0urmP66UI5x0AN57ZzhJLg
Listen on Apple Podcasts: https://podcasts.apple.com/us/podcast/metrics-and-kpis-in-b2b-insights-from-experts-at-sage/id1852582740?i=1000783130880
ModumUp spent two years running a LinkedIn Social Selling project for an AI-powered platform used by FMCG teams. It generated 387 B2B leads, including 89 SQLs, through the CEO’s profile.
The app helps merchandisers capture shelf layouts and price tags and provides managers with reports on in-store execution and sales.
The target audience included directors and senior managers responsible for trade marketing, category management, digital transformation, and operations at FMCG companies with 5,000+ employees.
The goals were to generate SQLs and build product and CEO awareness.
At the start, the profile had around 800 connections, no consistent engagement process, and no content.
What we did
1. Built a targeted network and tested regions
We positioned the CEO’s profile as an expert resource.
We started with MENA and South Africa, followed by Southeast Asia and India. Direct lead generation in Latin America did not deliver the desired outcomes, so we returned to stronger markets. Later, we focused on the US and Europe.
Over two years, we added 5,578 target contacts. The connection acceptance rate reached 33%. MENA produced the strongest response, while some Southeast Asian segments showed lower rates.
2. Showed the CEO’s expertise through content
Content covered FMCG and retail trends, AI and the digitization of field operations, and product case studies. Industry insight and practical value came first.
We promoted high-performing posts through direct messages and tagged industry influencers. Within two months, the View Rate tripled. Some posts received thousands of views.
3. Launched a monthly newsletter
It covered FMCG and retail trends, analysis, and market news without direct product pitches. The subscription rate remained between 20% and 23%. Over two years, 1,236 target contacts subscribed.
4. Shifted to advisor partnerships
Some contacts did not want to buy the platform but were open to introducing it to companies in their networks for a commission and acting as local representatives.
We created outreach sequences for advisors, managed conversations for the CEO, and handled initial qualification calls.
MENA and South Africa generated 38 SQLs. Another 23 SQLs followed, mainly through advisors in Latin America.
In the US and Europe, we first focused on industry networking without a sales offer. We then offered a presentation, demo, or call.
Brief, useful follow-ups helped generate MQLs and SQLs.
Results after two years
• 298 MQLs - target contacts who expressed interest and shared their contact details
• 89 SQLs - target contacts who had a call or meeting with the client
• 387 B2B leads in total
• 5,578 decision-makers added to the CEO’s network
• 1,236 newsletter subscribers
• 33% connection acceptance rate
The results came from an expert-led profile, relevant content, a regular newsletter, and one-on-one outreach.
Read the full case study:
https://modumup.com/case-studies/fmcg_platform_387_b2b_leads_through_social_selling
The app helps merchandisers capture shelf layouts and price tags and provides managers with reports on in-store execution and sales.
The target audience included directors and senior managers responsible for trade marketing, category management, digital transformation, and operations at FMCG companies with 5,000+ employees.
The goals were to generate SQLs and build product and CEO awareness.
At the start, the profile had around 800 connections, no consistent engagement process, and no content.
What we did
1. Built a targeted network and tested regions
We positioned the CEO’s profile as an expert resource.
We started with MENA and South Africa, followed by Southeast Asia and India. Direct lead generation in Latin America did not deliver the desired outcomes, so we returned to stronger markets. Later, we focused on the US and Europe.
Over two years, we added 5,578 target contacts. The connection acceptance rate reached 33%. MENA produced the strongest response, while some Southeast Asian segments showed lower rates.
2. Showed the CEO’s expertise through content
Content covered FMCG and retail trends, AI and the digitization of field operations, and product case studies. Industry insight and practical value came first.
We promoted high-performing posts through direct messages and tagged industry influencers. Within two months, the View Rate tripled. Some posts received thousands of views.
3. Launched a monthly newsletter
It covered FMCG and retail trends, analysis, and market news without direct product pitches. The subscription rate remained between 20% and 23%. Over two years, 1,236 target contacts subscribed.
4. Shifted to advisor partnerships
Some contacts did not want to buy the platform but were open to introducing it to companies in their networks for a commission and acting as local representatives.
We created outreach sequences for advisors, managed conversations for the CEO, and handled initial qualification calls.
MENA and South Africa generated 38 SQLs. Another 23 SQLs followed, mainly through advisors in Latin America.
In the US and Europe, we first focused on industry networking without a sales offer. We then offered a presentation, demo, or call.
Brief, useful follow-ups helped generate MQLs and SQLs.
Results after two years
• 298 MQLs - target contacts who expressed interest and shared their contact details
• 89 SQLs - target contacts who had a call or meeting with the client
• 387 B2B leads in total
• 5,578 decision-makers added to the CEO’s network
• 1,236 newsletter subscribers
• 33% connection acceptance rate
The results came from an expert-led profile, relevant content, a regular newsletter, and one-on-one outreach.
Read the full case study:
https://modumup.com/case-studies/fmcg_platform_387_b2b_leads_through_social_selling
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We're excited to welcome Olga Bondareva, Founder of ModumUp, as a speaker at TRUST.
Olga started her career at Microsoft, where she led social media marketing, social selling, employee advocacy, and digital marketing campaigns across 33 countries. In 2018, she founded ModumUp - an AI-native B2B marketing agency.
Today, Olga leads the agency and the B2B Marketing Leaders - сommunity and podcast, an invite-only global community of 400+ B2B marketers from 36 countries. She uses it as a GTM and ABM channel. Her ModumUp team works with Microsoft and AWS partners, NetApp, Logitech, and Georgia State University, managing LinkedIn profiles, communities, and outreach that drive measurable business growth.
At TRUST, Olga will open with trust-based enterprise growth: how B2B brands build relationships, build owned authority, and borrow authority to win enterprise clients in the age of AI.
Join us on September 23 to hear Olga and other inspiring voices.
Registration and full agenda here: https://lnkd.in/gy9hWNZG
Olga started her career at Microsoft, where she led social media marketing, social selling, employee advocacy, and digital marketing campaigns across 33 countries. In 2018, she founded ModumUp - an AI-native B2B marketing agency.
Today, Olga leads the agency and the B2B Marketing Leaders - сommunity and podcast, an invite-only global community of 400+ B2B marketers from 36 countries. She uses it as a GTM and ABM channel. Her ModumUp team works with Microsoft and AWS partners, NetApp, Logitech, and Georgia State University, managing LinkedIn profiles, communities, and outreach that drive measurable business growth.
At TRUST, Olga will open with trust-based enterprise growth: how B2B brands build relationships, build owned authority, and borrow authority to win enterprise clients in the age of AI.
Join us on September 23 to hear Olga and other inspiring voices.
Registration and full agenda here: https://lnkd.in/gy9hWNZG
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We're happy to have Doug Kimball, Head of Marketing at Red Sky Health, joining us as a speaker at TRUST.
At Red Sky Health, Doug leads go-to-market strategy, positioning, and messaging. He works with product, sales, and the executive team to turn complex products into clear stories that help the company grow. He keeps the work practical and buyer-first, so the message answers the questions that actually matter: what's the impact, why now, and who should care.
Doug has done this work across AI, data, healthcare, and consumer goods. He wrote So What? Why? Who Cares?, a simple framework for messaging that buyers actually get, and he often speaks with product marketing and revenue leaders about storytelling and getting executives on the same page.
At TRUST, Doug will share how analyst relations can build trust and influence in the market, and how B2B companies can borrow authority to reach enterprise buyers.
Join us on September 23.
Register here: https://lnkd.in/gy9hWNZG
At Red Sky Health, Doug leads go-to-market strategy, positioning, and messaging. He works with product, sales, and the executive team to turn complex products into clear stories that help the company grow. He keeps the work practical and buyer-first, so the message answers the questions that actually matter: what's the impact, why now, and who should care.
Doug has done this work across AI, data, healthcare, and consumer goods. He wrote So What? Why? Who Cares?, a simple framework for messaging that buyers actually get, and he often speaks with product marketing and revenue leaders about storytelling and getting executives on the same page.
At TRUST, Doug will share how analyst relations can build trust and influence in the market, and how B2B companies can borrow authority to reach enterprise buyers.
Join us on September 23.
Register here: https://lnkd.in/gy9hWNZG
ModumUp ran a LinkedIn Social Selling project inside NetApp's strategic ABM program in one EMEA region. Across about 10 priority accounts, the work contributed to around $20M in deals tied to large AI deployments on NetApp storage, and roughly 3x lead growth compared with the previous approach.
NetApp sells intelligent data infrastructure. That means storage, software, and cloud services for enterprises that manage data at scale, including for AI.
Buying committees already included storage and infrastructure admins. They also increasingly included Big Data, AI, DevOps, and cloud leaders. Those roles influence deals, but they care less about the storage stack itself.
The target list covered large accounts in finance, oil and gas, services, and telco. The team started with one marketing profile, Irina Chernova, Demand Marketing Manager EMEA & LATAM at NetApp. Other profiles were added only after the pilot proved the approach.
What we did
1. Warmed up NetApp Insight, a regional conference
Before the event, the team connected with people from target accounts, posted about the conference, and sent personal invitations. During it Irina published short situational posts. Afterward the team followed up with attendees and with people who could not come. That year attendance reached about 1,000, versus around 600 historically.
2. Used exclusive research for soft lead generation
After the conference, Irina offered IDC and NetApp research. People could comment or message her to request the file, and she delivered it personally. That post generated 79 responses, 44 from target companies, and 8 SQLs handed to sales. Conversion from targeted responses to SQLs was 18%.
3. Added an executive profile for peer conversations
A Regional Director profile focused on recognition and senior dialogue, not hard lead gen. Relevant connections grew from about 800 to 5,000. Average reactions per post rose from 34 to 85. Average comments rose from 10 to 31. Many senior people from target companies skipped public comments and moved to direct messages.
4. Brought BDRs onto the same account list
Business Development Representatives (BDRs) then covered the same accounts, tied to their sales goals. One BDR noted that social media helped him reach people he could not simply call, because they already knew his profile.
Results of the pilot
- Around $20M in deals tied to large AI deployments on the NetApp storage layer
- Roughly 3x lead growth compared with the previous approach
- At least one relevant contact at every buying-committee level on the list
- 8 SQLs from exclusive research: 79 responses, 44 from target companies, 18% targeted conversion
- Regional Director network: about 800 to 5,000 relevant connections
Read the full case study: https://modumup.com/case-studies/netapp
NetApp sells intelligent data infrastructure. That means storage, software, and cloud services for enterprises that manage data at scale, including for AI.
Buying committees already included storage and infrastructure admins. They also increasingly included Big Data, AI, DevOps, and cloud leaders. Those roles influence deals, but they care less about the storage stack itself.
The target list covered large accounts in finance, oil and gas, services, and telco. The team started with one marketing profile, Irina Chernova, Demand Marketing Manager EMEA & LATAM at NetApp. Other profiles were added only after the pilot proved the approach.
What we did
1. Warmed up NetApp Insight, a regional conference
Before the event, the team connected with people from target accounts, posted about the conference, and sent personal invitations. During it Irina published short situational posts. Afterward the team followed up with attendees and with people who could not come. That year attendance reached about 1,000, versus around 600 historically.
2. Used exclusive research for soft lead generation
After the conference, Irina offered IDC and NetApp research. People could comment or message her to request the file, and she delivered it personally. That post generated 79 responses, 44 from target companies, and 8 SQLs handed to sales. Conversion from targeted responses to SQLs was 18%.
3. Added an executive profile for peer conversations
A Regional Director profile focused on recognition and senior dialogue, not hard lead gen. Relevant connections grew from about 800 to 5,000. Average reactions per post rose from 34 to 85. Average comments rose from 10 to 31. Many senior people from target companies skipped public comments and moved to direct messages.
4. Brought BDRs onto the same account list
Business Development Representatives (BDRs) then covered the same accounts, tied to their sales goals. One BDR noted that social media helped him reach people he could not simply call, because they already knew his profile.
Results of the pilot
- Around $20M in deals tied to large AI deployments on the NetApp storage layer
- Roughly 3x lead growth compared with the previous approach
- At least one relevant contact at every buying-committee level on the list
- 8 SQLs from exclusive research: 79 responses, 44 from target companies, 18% targeted conversion
- Regional Director network: about 800 to 5,000 relevant connections
Read the full case study: https://modumup.com/case-studies/netapp
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TRUST is one week away! We'd like to introduce one of our amazing speakers, Dmitry Suvorov, Senior Marketing Manager at Harbinger.
Dmitry joined Harbinger in April 2024 as their first marketing hire and built the marketing function from scratch. In 18 months, he generated $25.1M in qualified pipeline from $343K in spend. That's 73x ROI. He used Clay to track intent and run outreach automatically, rebuilt the brand, and ran a multi-channel GTM strategy that grew leads 382% and SQLs 259% quarter over quarter.
Before Harbinger, Dmitry built marketing at PwC, Wheely, and Cobalt AI. He got strong at taking technical B2B products to market with clear positioning and pipeline you can measure.
At TRUST, Dmitry will share the story behind 215 B2B leads and $1.25M in deals through Social Selling. He'll show how Social Selling turned outreach into a reliable way to bring in revenue.
Join us on September 23 to hear Dmitry and other marketers share what actually works in B2B.
Register here: https://lnkd.in/gy9hWNZG
Dmitry joined Harbinger in April 2024 as their first marketing hire and built the marketing function from scratch. In 18 months, he generated $25.1M in qualified pipeline from $343K in spend. That's 73x ROI. He used Clay to track intent and run outreach automatically, rebuilt the brand, and ran a multi-channel GTM strategy that grew leads 382% and SQLs 259% quarter over quarter.
Before Harbinger, Dmitry built marketing at PwC, Wheely, and Cobalt AI. He got strong at taking technical B2B products to market with clear positioning and pipeline you can measure.
At TRUST, Dmitry will share the story behind 215 B2B leads and $1.25M in deals through Social Selling. He'll show how Social Selling turned outreach into a reliable way to bring in revenue.
Join us on September 23 to hear Dmitry and other marketers share what actually works in B2B.
Register here: https://lnkd.in/gy9hWNZG