The Pain Points
- Unpredictable volume: Weeks of nothing, then sales-overwhelming floods—no planning possible.
- Ignored targets: <60% of leads from Tipalti's named accounts; rest wasted on non-fits.
- Quality friction: Duplicates, wrong titles buried real opportunities; team frustration peaked.
Russell Martin, Tipalti's Director of Integrated Marketing, summed it up: "We were drowning in volume, but too many leads were poor fit and low intent.
Why S2W Media?
Tipalti sought a true partner, not another volume vendor. Non-negotiables: 100% target account list (TAL) adherence, ICP-fit intent leads, and seamless operations. S2W delivered with a dedicated CSM, campaign manager, and ops team ensuring clean HubSpot syncs and proactive pivots.
The Transformation
1. 100% TAL Coverage :-Every lead from Tipalti's exact accounts—even mid-quarter shifts.
2. High-Intent Leads:- ICP-matched, actively researching contacts; sales engaged faster.
3. Operational Precision:- Weekly flows, live dashboards, 48-hour adaptations—no cleanup needed.
Measurable Impact
| Metric | Before S2W | After S2W |
|---|---|---|
| TAL Adherence | <60% | 100% |
| Pacing | Unpredictable waves | Consistent, early delivery |
| Data Quality | Manual cleanup | Zero friction |
| Pipeline | Guessing game | Predictable velocity |
Watch the Full Story
Dive into the details with our video interview and download the complete case study below. Download Case Study PDF
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