marketing@risergrowth.com · Pune, India
Case Study
Turning enterprise
marketing into a scalable
demand gen engine.
How Riser partnered with Accenture to strengthen demand generation, improve marketing-qualified lead acquisition, and build a structured nurturing ecosystem that supported enterprise sales growth.
Industry
Enterprise Tech & Consulting
Engagement
Demand Gen Partner
Timeline
Ongoing
ACCENTURE™
Enterprise Consulting
The Results
+40%
Increase in Marketing Qualified Leads
+35%
Growth in Marketing Influenced Pipeline
+26%
Improvement in Email Engagement
+30%
Increase in Landing Page Conversion
−20%
Reduction in Cost per Qualified Lead
The Challenge
Accenture was executing multiple digital marketing initiatives to support enterprise demand generation, but sustaining a predictable flow of high-quality marketing-qualified leads required a more connected approach. The challenge wasn't reaching more businesses—it was reaching the right decision-makers, nurturing them effectively, and creating stronger alignment between marketing activity and enterprise sales outcomes.
- Long and complex enterprise buying journeys
- Multiple decision-makers involved in every purchase cycle
- Low conversion from campaign responses to sales-qualified opportunities
- Limited visibility into marketing's contribution to pipeline growth
- Need for scalable lead nurturing across different customer segments
The objective wasn't simply to generate more leads—it was to build a demand generation system that consistently contributed to qualified pipeline growth.
Our Approach
We took a step-by-step approach to build a growth engine from the ground up.
Defined the Demand Gen Strategy
Mapped enterprise buyer personas, buying stages, and content journeys to create a structured demand generation roadmap aligned with business objectives.
Account-Based Audience Targeting
Designed highly targeted campaigns focused on key industries, decision-makers, and high-value enterprise accounts across digital platforms.
Content & Lead Magnets
Developed educational assets including whitepapers, webinars, reports, and gated content to attract qualified prospects and establish thought leadership.
Marketing Automation
Built lead nurturing workflows through automated email sequences, behavioural triggers, and segmentation to move prospects through the sales funnel.
Marketing & Sales Alignment
Integrated CRM processes, lead scoring, and reporting frameworks to improve lead quality, accelerate follow-ups, and provide greater visibility into pipeline contribution.
Continuous Performance Optimisation
Monitored campaign performance, engagement metrics, and conversion data to continuously refine targeting, messaging, and budget allocation.
The Impact
By aligning strategy, systems, and execution, we built a predictable growth engine that delivered measurable results.
+40% increase in MQLs
through improved audience targeting and demand generation
+35% growth in pipeline
connecting campaigns with sales opportunities
+26% improvement in email engagement
through personalised nurturing journeys
+30% landing page conversion
by optimising user experience and content relevance
−20% cost per qualified lead
through continuous campaign optimisation
Stronger sales alignment
and attribution, enabling better decisions and pipeline visibility
What The Client Says
Riser brought structure and precision to our demand generation efforts. Their ability to connect audience targeting, automation, and reporting helped us improve lead quality while creating stronger alignment between marketing and enterprise sales.
Enterprise growth requires
more than campaigns.
Whether you're looking to improve demand generation, strengthen your sales pipeline, or build a scalable marketing ecosystem, Riser helps engineer growth systems that deliver measurable business outcomes.
Let's Build Your Growth Engine