Case Study: Arctic Wolf achieves 305% pipeline growth with ON24

Arctic Wolf increases pipeline by 305% with ON24

Arctic Wolf, a cloud-native cybersecurity company that provides 24×7 managed detection, response and risk management, faced a sudden disruption when COVID-19 forced the cancellation of 100+ in-person field events. The company needed to rapidly pivot its field marketing to virtual channels while maintaining lead quality, conversion rates and partner-driven revenue.

Arctic Wolf implemented ON24 Webcast Elite—using simulive, engagement tools and repurposed content to enable channel partners and capture rich engagement data for sales follow-up. The digital strategy doubled MQL-to-SQL conversion rates, produced a 289% increase in opportunities tied to digital experiences and grew pipeline influenced by digital experiences by 305%, helping the team exceed quarterly pipeline goals.

Arctic Wolf

Jada Holst

Demand Generation Specialist