Case Study: Imperva achieves 201% of lead-generation goal and 1,600+ qualified enterprise leads with Informa TechTarget

Integrated Campaign Reaches Key Decision Makers, Delivers Quality, Targeted Leads

Imperva needed to communicate the value of its SecureSphere products to IT security decision makers and generate 800 highly qualified North America and global leads from enterprise accounts (1,000+ employees) within a year and a $100M+ approved budget. To reach that audience, Imperva engaged Informa TechTarget, leveraging SearchSecurity.com and TechTarget’s integrated media and event capabilities.

Informa TechTarget implemented a three-document ReachROI program on SearchSecurity.com promoted via dedicated and roundup emails, sponsored multi-city compliance seminars and the Information Security Decisions conference. The campaign delivered over 1,600 qualified worldwide leads (201% of the goal), 804 leads from 1,000+ employee companies (50% of responses), 83% North American reach, a 50% lower actual cost per lead than guaranteed, and achieved 100% of the lead guarantee in the first three weeks, producing highly actionable leads for Imperva.

Imperva

Kathleen Wiegmann

Director of Marketing