Enterprise B2B ABM Automation

The Challenge

As VinHMS expanded its cloud hospitality tech across Southeast Asia (Vietnam, Cambodia, and Thailand), traditional SDR processes proved too slow. Manually identifying, validating, and reaching C-level stakeholders at target hotel entities was a bottleneck that choked the sales pipeline.

The Solution

I designed a fully automated Account-Based Marketing (ABM) Outbound Engine using a stacked technology architecture. By orchestrating data scrapers, AI categorizers, and email sequencers, we created a system that identified prospects and delivered hyper-personalized pitches on autopilot.

Execution

• Data Sourcing: Utilized LinkedIn Sales Navigator and Apollo.io to extract highly targeted contact structures within specific hospitality entities.
• Workflow Automation: Deployed n8n to tie the stack together, automatically scraping profiles and passing the data through Claude/OpenAI for firmographic categorization and personalized icebreaker generation.
• Outreach Execution: Orchestrated high-deliverability cold email sequences using Instantly, routing positive replies and validated Sales Qualified Leads (SQLs) directly into the CRM for the sales team to close.

The Impact

The ABM engine massively accelerated outreach velocity. By automating the tedious enrichment and initial outreach phases, our SDRs reclaimed 15 hours a week to focus purely on closing. The hyper-personalized, AI-crafted messaging lifted the SQL conversion rate by 22% within the first quarter.