ABM, Demand & Lead Generation

Many manufacturers and distributors invest in marketing but struggle to see real sales results:

• Marketing operates in isolation – without alignment with sales and distribution teams, adoption stalls
• Lead generation stops at clicks – form fills don’t mean revenue if there’s no follow-up, nurturing, or engagement
• ABM lacks coordination – when marketing runs campaigns without full sales engagement, opportunities slip away
• Demand creation feels like branding with no clear sales impact – when awareness efforts aren’t tied to measurable outcomes

Without a structured, outcome-driven approach, marketing budgets get wasted, and sales teams miss critical opportunities.

We bridge lead generation, demand creation, ABM, and lifecycle marketing into a single, full-funnel strategy—driving measurable revenue impact.

• A Unified, Full-Funnel Approach: No silos. Every marketing program is connected to sales engagement and pipeline acceleration
• Lead Quality Over Quantity: We ensure high-value buyers are engaged, nurtured, and converted—not just clicking an ad
• Multi-Channel Execution: We deploy digital, trade media, PR, outbound ABM, and lifecycle marketing to reach buyers where they are
• Full-Funnel Lifecycle Marketing: For both manufacturers and distributors, ensuring repeat engagement, retention, and cross-sell/upsell opportunities
• Revenue-Focused Outcomes: Success is measured in sales adoption, market share, and profitability—not vanity metrics

Account-Based Marketing (ABM)

ABM is for companies targeting high-value accounts that require deep engagement from both sales and marketing. Instead of broad outreach, ABM aligns sales and marketing efforts to pursue specific accounts through highly personalized, multi-touch campaigns. Dorn develops customized engagement strategies that use intent data, outbound execution, and targeted sales insights to drive conversions. This approach ensures sustained, strategic engagement with key accounts rather than chasing unqualified leads.

Demand Creation

Demand Creation is for companies that need to build market awareness and preference before leads exist. Many marketing teams focus only on lead generation, but without a strong brand presence and thought leadership, buyers never enter the funnel in the first place. Dorn helps clients create long-term demand through trade media, PR, industry partnerships, and content marketing—positioning brands as market leaders and influencing buyer decisions before they’re ready to purchase. Demand Creation fuels lead generation and ABM efforts by ensuring your brand is top of mind when buyers start searching for solutions.

Lead Generation

Lead Generation is for companies that need to consistently attract and qualify inbound leads through digital and traditional marketing. Dorn executes high-impact, always-on campaigns using digital media, search, social, digital TV, and retargeting to drive inquiries. We optimize multi-channel lead capture, using landing pages, paid search, SEO, and outbound content to convert interest into marketing-qualified leads (MQLs). Unlike typical lead gen programs, we focus on lead quality and alignment with sales, ensuring that every lead has a clear conversion path and follow-up strategy.

Customer Lifecycle Marketing

Customer Lifecycle Marketing is for companies looking to maximize customer retention, loyalty, and lifetime value. Too many businesses focus only on acquiring new customers, ignoring the potential of upsell, cross-sell, and repeat purchases. Dorn develops customer engagement programs that extend beyond the initial sale—driving onboarding, retention, and loyalty marketing through email, SMS, and automated workflows. Whether working with manufacturers or distributors, we help expand share of wallet, ensuring your customers stay engaged and continue buying from you.

Lead Intelligence & High-Value Targeting

Lead Intelligence & High-Value Targeting ensures that your marketing and sales teams pursue the right opportunities at the right time. Too often, companies waste budget on unqualified leads or fail to engage buyers when they’re in-market. Dorn helps clients identify and prioritize high-value leads by leveraging intent data, predictive analytics, and CRM insights. By aligning lead scoring, audience segmentation, and AI-driven insights, we ensure that marketing efforts focus on sales-ready buyers—reducing waste and increasing conversion rates.