Case Study: VMware Tanzu achieves 34x ROI on ABM with Informa TechTarget's Priority Engine

How the VMware Tanzu® Team Fueled their ABM Program to Generate 34x ROI using Priority Engine

VMware Tanzu (VMware) needed to shift from lead-centric to account‑centric ABM but lacked visibility into which target accounts and buying‑team members were actively researching solutions. To address this, the team turned to Informa TechTarget’s Priority Engine to surface stronger intent signals and identify in‑market accounts and the individual prospects driving engagement.

Informa TechTarget’s Priority Engine was integrated with Marketo and Salesforce to detect account‑level clustering, drive automated nurture streams, and equip BDRs with personalized engagement insights. The approach increased MQAs, improved Marketing–Sales alignment and pipeline creation, and delivered a measurable 34x ROI from higher‑quality, in‑market account engagement.

VMware

Heidi Jackman

CMO SlideRocket