Case Study: Leads onDemand achieves high-quality, near-term sales opportunities and a 3-month sales-cycle reduction with Informa TechTarget

High-quality Leads Create Actionable Sales Opportunities for Channel Partners

Leads onDemand, a lead nurturing and qualification company, worked with Informa TechTarget to generate high‑quality, near‑term sales opportunities for a leading global enterprise server supplier’s channel partners. The challenge was to identify "closeable" prospects in a tightly defined market—accounts with defined purchasing budgets and short buying intent—rather than leads that wouldn’t convert for 9–12 months.

Informa TechTarget delivered a focused lead‑generation program using purchase‑intent insights and Activity Intelligence, which Leads onDemand matched to its national prospect database and multi‑touch qualification process; Leads onDemand then passed qualified leads and set appointments for partners. The campaign yielded a 10% initial email response rate, about 24% of leads resulted in appointments (one in four with CIO/VP‑level contacts), and reduced the partners’ sales cycle by roughly three months, producing substantially more actionable opportunities.

Leads onDemand

Paul Turrell

Principal