Case Study: Delinea achieves 3x pipeline growth and 6x more engagement with 6sense

How Centrify is using ABM to Accelerate Pipeline Growth and Increase Buyer Engagement

Centrify, a leader in enterprise security trusted by over 5,000 organizations including more than half of the Fortune 100, faced the challenge of accelerating pipeline growth and increasing buyer engagement across hybrid IT accounts. Transitioning to an account-based marketing (ABM) approach from scratch felt intimidating and time-consuming, and the company needed a partner to uncover hidden demand and empower its sales teams.

Centrify implemented 6sense’s predictive intelligence and account-based orchestration to redefine target accounts, score accounts and contacts, and build plays by buying stage and persona. Sales and SDRs used 6sense signals to prioritize outreach while marketing automated hyper-personalized content triggers for in-market accounts. The program drove 3x targeted pipeline, a 5x response lift on marketing offers, 6x more engagement with in-market accounts, and 30%+ year-over-year revenue growth, achieved with only about 10% additional budget.

Delinea

Rhonda Shantz

Chief Marketing Officer