Case Study: SilkRoad Technology achieves 80% top-account engagement with Demandbase

SilkRoad Technology Leverages Account-Level Insights with Demandbase

SilkRoad Technology, a leader in strategic onboarding, was built on a high-volume lead-gen model that generated over 64,000 leads and 30,000 accounts annually. That volume created sporadic inbound quality and left sales and marketing unable to prioritize the right accounts; reps relied on contact-level records in Salesforce, teams exported reports to Excel, and hours were lost to manual, error-prone processes.

By adopting an account-based approach with the Demandbase ABM Platform, SilkRoad consolidated online and offline engagement into a single account view inside Salesforce, enabling reps and customer success to review activity daily and target high-value accounts or low-engagement customers. The change saved hours each day, improved prioritization, and boosted top-account engagement from an inconsistent 20–30% to a steady 80% within six months.

SilkRoad Technology

Ann Leach

Director of Customer Marketing