Case Study: Forcepoint achieves $1.54M net new pipeline and stronger sales‑marketing alignment with Informa TechTarget's Qualified Sales Opportunities

TechTarget Helps Websense Take a Strategic, Accountbased Approach to Sales Opportunities

Forcepoint (formerly Websense), a global cybersecurity provider, needed to break down siloed marketing efforts and tighten sales-marketing alignment while expanding successful programs beyond North America. To do this, Forcepoint partnered with Informa TechTarget and deployed TechTarget’s IT Deal Alert™: Qualified Sales Opportunities service to deliver targeted, intent-driven account intelligence to sales and marketing teams.

Informa TechTarget supplied integrated, account-based Qualified Sales Opportunities that enriched Forcepoint’s Marketo/Salesforce workflows and armed reps with actionable account insights. The program directly impacted $1.54M of net new pipeline and influenced an additional $2.34M in opportunities, while improving cross-team alignment and enabling a more strategic, account-focused approach to selling.

Forcepoint

Ashlea Marrow

Field Marketing Specialist