📌 Introduction
Companies with digital products (courses, apps, subscriptions, etc.) face a unique reality: they need to scale cost-effectively, master user journeys, and manage high lead volumes without sacrificing personalization. Account-Based Marketing (ABM), combined with automation and data intelligence, creates hyper-relevant, segmented journeys with high conversion potential.
🧭 Challenge
An edtech startup with a continuous training platform for healthcare professionals wants to:
- Sell individual licenses (B2C) and enterprise packages (B2B)
- Boost trial-to-paid conversion rates
- Reduce churn and reactivate inactive users
- Personalize communication at scale without increasing operational costs
🎯 Objective
- Build separate B2B/B2C workflows with tailored messaging
- Integrate platform behavioral data into marketing actions
- Automate onboarding, nurturing, and re-engagement with granular segmentation
- Identify target accounts (B2B) for personalized ABM campaigns
🧩 ABM + Automation Strategy for Scalability
1. B2B vs. B2C Segmentation
- B2B Targets: Hospitals, clinics, vocational training centers
- B2C Targets: Doctors, nurses, healthcare technicians
- Form Fields: Capture role/institution for instant segmentation
- Enterprise Leads: Flag accounts with 5+ users for CRM-driven consultative outreach
2. Automated Onboarding Journey
- Welcome email with a 2-min explainer video
- Mautic Workflow: 4 sequenced emails covering:
- Certification pathways
- Progress tracking
- Advanced module access
- Support/upgrade options
3. ABM Campaigns for B2B Decision-Makers
- Lead Identification: LinkedIn + web scraping + forms (e.g., hospitals with 3+ signups)
- Personalized Microsites:
hospital.clientdomain.loqua.marketingfeaturing:- Private demos
- Relevant case studies
- Easy!Appointments call scheduling
- Retargeting: Ads for ABM page visitors (social/Google)
4. Re-Engaging Inactive Users
- App-Mautic Integration: Track inactivity (last login + progress)
- Triggered Emails:
- Recommended content based on started modules
- Trial extension offers
- Gamified challenges/webinar invites
5. Conversion Optimization
- A/B Test emails and CTAs in key flows
- Heatmaps (Matomo/umami) to analyze landing page behavior
- Sales Alerts: Krayin CRM notifies reps when leads:
- Open 3+ key resources
- Visit pricing pages
🛠️ Recommended Tech Stack
| Tool | Key Function |
|---|---|
| Mautic | B2C/B2B onboarding & re-engagement automation |
| Krayin CRM | B2B account/lead management |
| Typebot | Behavioral data capture & lead qualification |
| Nextcloud | Secure ABM material sharing |
| Easy!Appointments | Decision-maker meeting scheduling |
| Metabase | Retention/conversion analytics |
| WordPress/Microsites | Account-specific ABM pages |
| n8n | App-CRM-marketing integrations |
📈 Expected Results
- 30%+ trial-to-paid conversion lift in 60 days
- 20% inactive user recovery via re-engagement campaigns
- Stable CAC with organic/paid growth
- Shorter, predictable B2B sales cycles through ABM
📂 Ideal For:
- eLearning platforms, SaaS, collaborative tools
- Paid memberships (communities, premium access)
- Training/certification programs
- Content subscriptions (legaltech, fintech, wellness)
🎯 Growth Through Strategy, Not Just Volume
Scaling isn’t about “more traffic” — it’s about predictable conversions and healthy retention. Intelligent automation + ABM + behavioral data turns digital marketing into a real growth engine.
👉 loqua.marketing helps digital companies design and implement these systems with the MKT GO Plan 💪 — scaling without losing control.
📅 Book a meeting to transform your digital stack into a conversion and retention machine.
