Case Study: Coalfire transforms ABM with Demandbase, achieving 40% pipeline growth

Key results

The challenge

Coalfire, a cybersecurity advisory services firm, wanted more clarity and precision in its account-based marketing so that spend targeted the accounts most likely to convert. The team needed better visibility into engagement across high-priority accounts.

The solution

Coalfire adopted Demandbase to prioritize accounts, target campaigns, and track engagement and conversion across its ABM program.

The results, in context

Coalfire reported a 40% increase in marketing-generated pipeline and 25% higher lead-to-opportunity conversion rates. Engagement with high-priority accounts rose 30%, sales-cycle length fell 12%, and specific campaigns saw a 45% conversion lift.

Products used