Case Study: Lacework doubles sourced pipeline and bookings with Demandbase One

How Lacework Built Their Account-Based Strategy and Doubled Their Pipeline with Demandbase

Lacework, a cloud security company that protects multicloud environments, faced overwhelming inbound noise as more organizations moved to the public cloud. With Sales and Marketing struggling to prioritize leads, VP of Demand Generation Ryan McCurdy defined an ideal customer profile (ICP) and needed a way to identify which ICP-matching accounts were actually in-market and worth pursuing.

Lacework implemented Demandbase One—using Bombora intent data, Engagement Minutes, and Journeys—to surface high-priority accounts, track buying-stage movement, and align Sales and Marketing with weekly account-focused reviews and budget allocation. The result: a clear account-based strategy and a 2x increase in both sourced pipeline and sourced bookings.

Lacework

Ryan McCurdy

VP of Demand Generation