Case Study: Accela boosts pipeline and sales prospecting with Demandbase

Accela boosts pipeline by 15% with Demandbase

Accela, a provider of cloud solutions for state and local governments, needed to identify potential customers before they issued formal requests for proposals (RFPs) in order to build trust early in the buying cycle. They hired a senior manager to build an account-based marketing (ABM) program and sought an intent data solution, ultimately choosing Demandbase for its data strength and accuracy.

By implementing Demandbase, Accela integrated the platform with Salesforce to provide its sales team with actionable insights into account engagement and competitive keyword tracking. This allowed them to proactively target accounts and improve sales and marketing alignment. The results included sourcing 15% of its pipeline within 12 months, increasing target account reach to 74%, and improving new account visibility by 38%. The sales team reported that Demandbase was pivotal to their daily prospecting success.

Accela