Case Study: TIBCO Software achieves 9x lead velocity with Integrate

How TIBCO Accelerated Lead Velocity 9x

TIBCO, a global leader in infrastructure and business-intelligence software, faced slow, manual demand-generation processes that hampered its marketing velocity. Lengthy partner contracting (often 5–6 weeks) and weekly Excel-based lead delivery created bottlenecks that limited A/B testing, reduced conversion rates, constrained vendor options, and degraded lead quality and sales follow-up.

TIBCO implemented Integrate’s platform to standardize contracting, automate partner management, and directly inject validated leads into Marketo and Salesforce. The change cut campaign launch time to 1–2 days, increased lead-to-Marketo velocity up to 9x, blocked 17.7% of invalid partner leads and improved overall lead quality by 21.5%, enabling broader vendor use, faster optimization, and stronger pipeline performance.

TIBCO Software

Kenan Frager

Head of Advertising for Worldwide Demand Generation