Case Study: QTS Data Centers achieves Fortune 1000 account penetration and sales and marketing alignment with Informa TechTarget Priority Engine

How QTS Data Centers Breaks into More Fortune 1000 Accounts with Priority Engine

QTS, a leading provider of data center solutions, needed to break into more Fortune 1000 and strategic accounts and to identify the real decision-makers for its sales and marketing teams. To address this, QTS engaged Informa TechTarget and its Priority Engine purchase-intent platform to surface active buying teams and the right contacts at target accounts.

Using Informa TechTarget’s Priority Engine, QTS aligned account lists with sales territories, exported contacts and firmographic data into Pardot and Salesforce, and ran a seven-email, seven-week nurture while sales used intent insights and a Salesforce widget to prioritize outreach. The result was stronger sales–marketing alignment, more entry points into Fortune 1000 accounts, TechTarget becoming QTS’s main source of content traffic, and measurable engagement—sales reps reported up to 25 conversations per rep driven by Priority Engine.

QTS

Kelly Michael

Marketing Director