How TeamViewer cut account research time by 67% with Demandbase AI

Executive summary

TeamViewer needed to support a new product launch across more than 45 ABM campaigns with a three-person team. With Demandbase AI, the team turned account activity into clear priorities for sales, cut account research time by 67%, and delivered the context SDRs and AEs needed to personalize outreach faster.

About TeamViewer

TeamViewer is a global software company that provides remote connectivity, digital workplace, and enterprise IT solutions. As the company prepared to launch TeamViewer ONE, its newest digital employee experience platform, the marketing team needed an account-based strategy capable of reaching buyers across enterprise and SMB markets.

The problem

TeamViewer was preparing to launch a new product across more than 45 ABM campaigns and thousands of accounts. Its three-person ABM team needed to prioritize the right accounts, understand buying activity, and give sales enough context to act without adding hours of manual research.

Building an MQA package or account intelligence brief took about 30 minutes per account. At the scale TeamViewer was operating, that process made it difficult to keep up with campaigns and get timely insights into the hands of sales.

The team needed a faster way to turn account activity into clear priorities and relevant outreach.

The solution

Demandbase AI became the intelligence layer behind TeamViewer’s ABM program.

The team used Demandbase AI to analyze account fit, engagement, intent, and competitor signals across more than 45 active campaigns. AI Chat helped marketing see which accounts were moving toward MQA status, where strong engagement had stalled, and where sales should focus next.

Across four strategic campaigns, Demandbase AI helped the team create more than 70 MQA packages and intelligence briefs that gave sales the context to act. SDRs and Account Executives could quickly understand buying group activity and use that context to make their outreach more relevant.

Marketing also used Demandbase AI to answer complex questions across hundreds of account lists and prepare insights for weekly ABM reviews and executive reporting. Work that once required hours of manual analysis became faster and easier for a three-person team to manage.

The results

TeamViewer cut the time required to create MQA packages and account intelligence briefs from 30 minutes to under 10, giving its three-person ABM team more capacity to support sales across a complex product launch.

• 67% reduction in time to create MQA packages and account intelligence briefs
• 70+ MQA packages and AE intelligence briefs generated with Demandbase AI
• Faster sales follow-up with account and buying group context ready for outreach

Faster account research helped SDRs and AEs move from buying activity to personalized outreach sooner while keeping attention on the accounts with the strongest potential.

Key Demandbase capabilities

Demandbase AI became the foundation of TeamViewer’s account-based marketing strategy.

AI Chat

TeamViewer used AI Chat to ask questions across account lists, surface buying activity, and identify where sales should focus. The team could move from hundreds of accounts to clear priorities without manually analyzing each one.

Pipeline Predict

Pipeline Predict helped TeamViewer identify accounts showing a greater likelihood of creating pipeline. Combined with engagement and intent signals, it gave the team another way to focus resources on accounts with meaningful potential.

AI-generated account intelligence

Demandbase AI pulled together buying group activity, account context, and messaging recommendations so SDRs and AEs could understand what was happening inside priority accounts and personalize outreach faster.

Demandbase MCP

MCP connected Demandbase intelligence with Microsoft Copilot, giving TeamViewer another way to put account context to work. The team used those insights to inform LinkedIn advertising strategies and other AI-assisted workflows.

Email agent

The Email agent helped SDRs and AEs turn account intelligence into personalized emails grounded in campaign insights and industry context, giving sellers a faster starting point for outreach across complex buying groups.

Conclusion

TeamViewer turned a time-consuming research process into a scalable way to put account intelligence in the hands of sales. With Demandbase AI, its three-person ABM team could identify priority accounts faster and give sellers the context to make outreach more relevant.

That helped marketing and sales act sooner on meaningful buying activity and stay focused on the accounts with the strongest potential to create pipeline.