Account Based Marketing

Can an eSIM provider break through to global enterprise brands in a market dominated by traditional telecom giants?

Kolet, an innovative eSIM connectivity provider, faced significant obstacles reaching enterprise decision-makers at Fortune 500 companies. The key challenges included:

• Breaking through telecom procurement gatekeepers at global enterprises
• Building trust and credibility in a space dominated by legacy carriers
• Reaching Loyalty, and Ancillary Revenue leaders at target accounts like airlines, financial services, and tech companies
• Demonstrating ROI for eSIM adoption at scale across distributed workforces

Traditional cold outreach wasn't working. Enterprise buyers needed to see Kolet as a credible partner before they'd take a meeting.

Kolet partnered with frontBrick to launch a precision ABM engine combining LinkedIn Thought Leader Ads, real-time engagement tracking, and warm multi-channel outreach.

Over 45 days, we built a connected ABM workflow that warmed enterprise accounts before the first outreach message, generated 21 SQL opportunities, and secured meetings with VP and Director-level decision-makers at Apple, Mastercard, Allianz Group, Lufthansa, Timeout, and Turkish Airlines.

Technical Implementation Breakdown:

Phase 1: TAM Mapping & ICP Enrichment

• Identified 500 high-fit enterprise accounts across airlines, fintech, insurance, and global tech
• Enriched prospects using Clay's 100+ data provider waterfall
• Achieved 40% higher email verification rates compared to standard enrichment
• Validated job titles: Ancillary Revenue leders, Marketing and Loyalty heads.

Phase 2: LinkedIn Thought Leadership Ads

• Launched 2-week warm-up campaign featuring insights on "Enterprise Connectivity ROI" using an interactive calculator our team build (kolet-airlines.com)
• Uploaded ICP lists to LinkedIn with 90%+ match rate
• Went for reach and generated multiple impressions per target account to build familiarity
• Positioned Kolet as a thought leader, not a vendor

Phase 3: Fibbler-Powered Engagement Tracking

• Synced LinkedIn ad impressions and engagement signals into Clay and HubSpot CRM
• Identified mid-to-high engagement prospects ready for outreach
• Tracked impression-to-meeting attribution for full-funnel visibility

Phase 4: Warm Multi-Channel Outreach via Lemlist

• Segmented prospects by LinkedIn engagement level
• Executed personalized sequences:
  • LinkedIn connection request → Friendly message (if accepted)
  • A/B-tested email (if connection not accepted)
  • Follow-up LinkedIn message (3 days)
  • Follow-up email (2 days later)
• Copy aligned with thought leadership themes from ads

Campaign Performance:

Outreach Metrics:

• Total Prospects Targeted: 437
• Total Replies: 50 (11.4% reply rate)
• SQL Opportunities: 21 (4.8% SQL rate)
• Campaign Duration: 45 days

Enterprise Meetings Secured:

• Mastercard
• Allianz Group
• Apple
• Lufthansa
• Timeout
• Turkish Airlines

Pipeline Impact:

• 21 qualified opportunities with enterprise decision-makers
• 60% reduction in average sales cycle compared to cold outreach
• 3x increase in meeting show-rate vs. previous campaigns