Case Study: Coalfire achieves 40% pipeline growth with Demandbase

Coalfire transforms ABM with Demandbase, achieving 40% pipeline growth

Coalfire, a cybersecurity advisory services provider, was struggling with inefficient account targeting, low-quality leads, and fragmented campaign attribution in its ABM efforts. The company needed a better way to focus on the right accounts, improve lead quality, and understand which campaigns were driving revenue. It turned to Demandbase ABM to help solve these challenges.

Demandbase implemented an integrated, AI-driven account-based marketing approach connected with Coalfire’s Salesforce and Marketo systems. Using intent signals, predictive analytics, and unified data, Demandbase helped Coalfire sharpen targeting and strengthen sales-marketing alignment. The results included 40% growth in marketing-generated pipeline, 25% higher lead-to-opportunity conversion rates, 30% higher engagement, and a 12% reduction in sales cycle length.

Coalfire