Case Study: VMware Tanzu improves ABM funnel insights and account engagement with Digital Reach Agency

VMware Tanzu sharpens ABM with Digital Reach Agency using real-time BI dashboards

The customer, VMware Tanzu, a provider of cloud computing and virtualization software, needed deeper insights into their marketing funnel to understand account engagement and better inform their demand generation strategy. To address this challenge, they partnered with the vendor, Digital Reach Agency (DRA).

Digital Reach Agency developed a bespoke Business Intelligence dashboard using data from DemandbaseOne. This solution provided VMware Tanzu with real-time insights into account behavior, enabling them to more effectively move accounts through the sales funnel and nurture key targets. The results included a clearer understanding of engagement and a more effective strategy focused on multi-persona activity within accounts, which helped identify higher quality candidates for sales follow-up.

VMware Tanzu