Case Study: Druva achieves 350% revenue growth and 30% higher shortlist consideration with Informa TechTarget

Druva Builds Fully Integrated Demand Generation Engine for Increased Revenue and Consideration

Druva, a well-funded pre-IPO cloud data protection company, launched Druva Phoenix into a crowded market but faced low brand and product awareness, limited PMM and demand-gen resources, and immature lead-tracking and follow-up processes. To prime their demand engine and find active buyers, Druva turned to Informa TechTarget and its purchase-intent and content services, including Priority Engine™ and integrated brand programs.

Informa TechTarget implemented a full-funnel integrated program—content syndication, pervasive digital branding and retargeting, Priority Engine purchase-intent insights and Qualified Sales Opportunities—while Druva established SLAs and end-to-end processes to act on the data. The combined effort delivered rapid, measurable results: within the first quarter Druva’s shortlist consideration rose 30%, revenue increased 350%, and Informa TechTarget produced 120 influenced or direct pipeline opportunities (a 33x improvement in cost per opportunity versus comparable programs).

Druva

Ryan McCurdy

Director of Demand Generation