Case Study: Alfresco boosts ABM engagement and lowers lead costs with HG Insights

Alfresco Uses Tech Intelligence to Drive ABM and Demand Gen Results

Alfresco, a commercial open source software company, needed a more effective way to prioritize accounts for sales and marketing. Using broad firmographic and revenue data made it difficult to align teams and qualify prospects efficiently, so the company turned to HG Insights for technographics and tech intelligence to improve account selection.

With HG Insights, Alfresco scored accounts based on the technologies installed, helping teams target companies using legacy or competitive products and tailor outreach to ideal-fit accounts. The result was a 75% increase in online ad engagement for ABM and demand gen campaigns, along with a 50% reduction in cost per lead.

Alfresco

Ian Norton

Vice President of Digital Experience & Operations