Ishida – Revenue Unleashed

Turning Target Accounts Into Sales Qualified Pipeline for Ishida Manufacturing

An account based programme that gave the sales team a steady flow of qualified conversations with decision makers who actually fit the ideal customer profile.

Pipeline value growth in 6 months

0 %

Sales qualified leads per month

Target accounts under active ABM coverage

The client

Ishida Manufacturing supplies weighing, packaging, and automation equipment to food and industrial producers across Africa. The business had a strong reputation in the market, but new business growth relied heavily on referrals and inbound enquiries, with no consistent process for reaching new target accounts.

The Approach

Revenue Unleashed built an ABM programme focused squarely on the accounts most likely to convert.

Defined an ideal customer profile based on production volume, facility type, and existing automation spend
Built targeted outbound sequences reaching operations directors, plant managers, and procurement leads within each account
Put revenue operations in place so every opportunity was tracked consistently from first touch to qualified meeting
Layered visitor intelligence reporting into the process to prioritise accounts already researching automation solutions

The Challenge

Before working with Revenue Unleashed, Ishida’s outbound activity was generic and not aligned to a defined ideal customer profile. Sales time was going into conversations that were not a strong fit, and there was no consistent process turning target accounts into qualified pipeline.

No account based targeting in place, with contacts sourced ad hoc
Low conversion from outbound activity to qualified meetings
No repeatable process for revenue operations to forecast against

"The account based approach meant our sales team was only speaking to decision makers who fit our ideal customer profile. Pipeline quality improved immediately."

Sales Manager, Ishida Manufacturing

The Results

165 percent growth in pipeline value within 6 months
Consistent 10 to 14 sales qualified leads generated per month
Revenue operations aligned to a repeatable, account based pipeline process
Noticeable improvement in meeting to opportunity conversion, driven by tighter account targeting

Want results like this for your business?

Revenue Unleashed builds account based pipeline engines for manufacturers and industrial suppliers